Head of Pricing

Lead Zentiva’s Pricing-related strategy and activities globally. This role will ensure continuous improvement in pricing and Gross-to-Net, thereby improving margins across all countries, channels, customers, and product categories.

• Build, optimize and guide the pricing strategies, systems and processes that align with the company’s business objectives and market demands.
• Effectively manage and optimize International Reference Pricing (IRP) for all product categories and new product launches. Create and maintain a pricing platform for European basket price.
• Champion for optimizing the end-to-end tender management and bid process.
• Analyse and optimize the Gross-to-Net configuration in the key geographies.
• Provide pricing support and consultancy globally to top management, markets and other HQ functions like launch management, franchises, finance or analytics
• Monitor and analyse pricing and tender performance and provide insights and recommendations for continuous improvement.
• Lead building & executing the longer-term pricing and tender management vision, platform and tools.

The Head of Pricing will work very closely with not only the pricing teams in the countries but also with cross-functional teams, including marketing, sales, finance, and legal, to ensure that pricing strategies align with business objectives and market demands.

In a global context the Head of Pricing reports to the Head of Transformation, Strategy and Commercial Excellence, and acts as a leader of the HQ pricing team, with the Strategic Pricing Manager and Pricing Analyst (vacant) being direct reports.

The role can be based in Prague (CZ)/Paris (FR) /Berlin (DE) or Guildford (UK) and considers travels within Europe and CEE

KEY RESPONSIBILITIES AND ACTIVITIES

Pricing Excellence:

• Develop the pricing capability/standard process for how to create and maintain pricing models for both existing and new products.
• Create a standard process for implementing pricing changes and pricing model updates at a regular cadence for key products.
• Lead the creation of global pricing definition and governance processes to drive global standards. Implement pricing policies and procedures
• Develop global pricing dashboards and analytics to perform regular price monitoring.
• Initiate and lead global pricing initiatives.
• Perform regular pricing performance analysis and identify further improvement potential to develop the pricing competence.
• Create a global pricing expertise community, sharing best practices between regions and countries
• Monitor and analyse competitor pricing strategies and adjust the company’s pricing strategy accordingly.
• Collaborate with cross-functional teams to ensure that pricing strategies align with business objectives and market demands.
• Provide guidance and support to local pricing teams in different markets.
• Effective team management
• Develop and maintain a standard tender management and bid process framework, including policies, procedures, tools and best practices.
• Train and coach local tender managers and sales teams on the tender management and bid process.
• Identify and implement process improvement initiatives and innovative solutions to enhance tender competitiveness.
• Coordinating and facilitating cross-functional collaboration and communication during the tender preparation and submission phases.
• Ensuring compliance with internal and external regulations, standards and requirements.
• Establishing and tracking key performance indicators (KPIs) and metrics for tender management and bid process effectiveness and efficiency.

QUALIFICATIONS & REQUIRED SKILLS

• 10+ years of professional experience in Pharma/ Life Science industry, preferably in strategic and business-oriented roles
• Trained consultant with 5+ years of experience in pricing management, and In-depth knowledge of B2B sales processes and systems, e.g. CRM, CPQ.
• University degree business administration, economics, pharmacy, chemistry, or similar field, preferably MBA or PhD
• Profound project management and stakeholder management skills
• Strong analytical and problem-solving skills.
• Strong knowledge of pricing regulations and compliance requirements in the pharmaceutical industry
• Independent, process- and result-oriented way of working
• Excellent communication and presentation skills
• Relevant experiences from having worked and lived abroad
• Fluency in the English language is required, any additional languages are an advantage
• Intercultural experience and willingness to travel internationally
• Experience in the generic environment and pricing mechanism in EU markets
• Experience in CHC/OTC markets is a plus
• Experience in People management and in working in matrix environment

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