Director, Commercial Pricing & Contract Management Strategy

Line of Business: Commercial
Global Org Chart Title: Director, Commercial Pricing & Contract Management Strategy
Reports to: Group Vice President, Americas Commercial
Direct Reports: Deal Desk, Contract Management, and related commercial pricing support teams
Location of Role: Charlotte, NC

Role Scope

Role Summary
The Director, Commercial Pricing and Contract Management Strategy will build and lead the Deal Desk, Contract Management, and related commercial pricing support capability. Initially, this leader will define the operating model, governance, team structure, workflows, and performance measures needed to support disciplined pricing decisions, strategic deal execution, contract visibility, and profitable growth.

This role partners with Commercial, Finance, Legal, Pricing, Operations, and Analytics to create scalable processes that improve decision quality, protect margin, strengthen renewal readiness, and increase customer retention.

This role requires you to live in Charlotte, NC or the surrounding area. If you are not currently located there, you must be willing to relocate.   

Team Build-Out Focus

• Define the initial operating model, governance, decision rights, and escalation paths.
• Build core workflows, tools, reporting, and handoffs across pricing, deal review, contract execution, and renewals.
• Clarify team scope, assess talent needs, set priorities, and begin scaling the function.

Key Deliverables

1. Build the Commercial Pricing and Contract Management Operating Model

• Design and implement the operating model connecting pricing governance, deal desk support, contract management, renewals, and performance insights.
• Define roles, intake processes, approval workflows, escalation protocols, and governance forums.

2. Stand Up Deal Desk Governance and Strategic Deal Support

• Lead Deal Desk support for complex, non-standard opportunities.
• Ensure strategic deals are evaluated for revenue, margin, customer value, rebate exposure, risk, and operational feasibility.
• Provide recommendations to Commercial, Finance, Legal, Compliance, Pricing, and executive stakeholders.

3. Create Contract Performance and Renewal Discipline

• Establish workflows and reporting to manage customer agreements after execution.
• Track commitments, utilization, rebate performance, pricing compliance, profitability, renewal timing, and customer obligations.
• Use insights to protect margin, reduce leakage, improve renewals, and inform future deal structures.

4. Partner with Finance to Deliver Commercial Insights

• Partner with Finance to define analytics for revenue impact, margin, customer profitability, rebates, price leakage, investment returns, and contract economics.
• Translate insights into clear recommendations for commercial leaders and executive reviews.

5. Lead Cross-Functional Governance and Stakeholder Alignment

• Align Commercial, Finance, Legal, Compliance, Pricing, Customer Service, Operations, Analytics, and systems teams around shared processes and execution standards.
• Serve as a senior advisor during strategic negotiations, customer business reviews, and complex commercial decisions.

6. Build and Scale the Team

• Assess current capabilities and define the initial team structure.
• Set priorities, KPIs, service standards, and performance expectations.
• Improve workflows, documentation, handoffs, dashboards, reporting automation, and systems enablement.
• Coach and develop the team to build capability, accountability, and succession readiness.

Who You Are: Qualifications

Required

• 10+ years of progressive experience in pricing, contract management, deal desk, commercial finance, revenue management, sales operations, strategic accounts, commercial operations, or related commercial leadership functions.
• Demonstrated experience leading teams, developing leaders, or managing multi-functional commercial operations through direct and matrixed influence.
• Strong understanding of pricing strategy, deal governance, financial modeling, customer economics, contract lifecycle management, rebate structures, capital placement models, price realization, and margin management.
• Executive presence with the ability to influence senior leaders, simplify complex commercial and financial concepts, and drive alignment across a matrixed organization.
• Experience partnering closely with Finance to use analytics, profitability insights, forecasting inputs, customer economics, and investment returns to guide commercial decisions.
• Proven ability to develop scalable operating models, governance frameworks, KPIs, dashboards, approval processes, and business review cadences.
• Strong business acumen, analytical capability, communication skills, judgment, and the ability to balance customer needs, growth, profitability, compliance, and operational execution.

Preferred

• Experience supporting complex B2B, healthcare, dental, medical device, DSO, strategic account, dealer/channel, institutional, or enterprise customer environments.
• Experience with CRM, CPQ, CLM, ERP, pricing analytics, financial modeling, dashboarding, and reporting tools.
• Experience developing customer profitability models, contract performance dashboards, executive business reviews, pricing policies, or commercial governance frameworks.
• Experience supporting executive-level negotiations, customer business reviews, renewal strategy discussions, and cross-functional commercial decision forums.
• Bachelor’s degree in Business, Finance, Economics, Marketing, Supply Chain, or related field; MBA or advanced degree preferred.

How We Lead the DS Way: Key Leadership Behaviors

• Inspires Vision & Purpose
• Grows & Develops Others
• Leverages Business Acumen
• Drives Execution Excellence
• Quality Begins with Me Mindset
• Cultivates Innovation
• Instills Customer Focus Mindset

The base salary and target annual incentive for this role located in Charlotte, NC is between $250,000 - $287,500+ . This role is also eligible to participate in our Long Term Incentive program. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, and specifc office location.

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