Global Pricing Director - Advanced Diagnostics

Overview

The Global Pricing Director for the Waters Advanced Diagnostics Division (ADx) is responsible for leading the development and execution of pricing strategy across a ~$2B global diagnostics business spanning microbiology, molecular, LC-MS-based multiplex testing, automation, and point-of-care. ADx combines the former BD Diagnostic Solutions business with the Waters clinical business. This role partners closely with the Enterprise Pricing Leader to translate enterprise pricing strategy into division-specific actions that drive price realization, margin expansion, and profitable growth.

ADx sells through a multi-tier channel: direct and local contracts with hospitals, clinical and reference laboratories, and public health agencies; national and regional GPO and IDN agreements; and distributor and dealer networks governed by contract pricing, tiers, and chargebacks. The role owns pricing strategy and governance across this structure and is accountable for protecting price realization, contract discipline, and channel margin as ADx integrates into Waters.

The role is the primary owner of division pricing strategy, ensuring alignment with enterprise governance while building the embedded regional pricing capability needed to execute. It is a highly visible, strategic role requiring strong analytical capabilities, deep channel and contract economics expertise, and the ability to influence senior stakeholders in a global, matrixed organization.

• Reports to: Division Finance VP, with a dotted-line relationship to the Enterprise Pricing Sr. Director.
• Location: This role can be located in any Waters U.S. office; proximity to the ADx site in Sparks, MD, is preferred.
• Key Interfaces:
• Enterprise Pricing Leader & Data Center
• Regional Pricing Managers
• Division SVP and Leadership Team
• Commercial Contracting, Strategic Accounts, and Channel Management
• Legal, including Waters and legacy BD counterparts during the transition
• Sales Operations, Order-to-Cash, Product, and Finance teams

Responsibilities

Pricing Strategy & Execution

• Develop and own the global pricing strategy for the Waters Advanced Diagnostics Division across microbiology, molecular, multiplex, automation, and point-of-care portfolios.
• Translate enterprise pricing objectives into division-level monetization plans by product line, channel, and region.
• Drive initiatives to improve price realization, margin expansion, and revenue quality across instruments, assays, reagents, consumables, and service.
• Set pricing architecture for platform-based offers, including instrument placements, assay and reagent commitments, cost-per-test arrangements, and service bundles, balancing instrument price, consumable price, customer value, and contract term.

Channel & Contract Pricing Management

• GPO and IDN agreements: Own pricing strategy and guardrails for national and regional GPO, IDN, and health-system agreements, including tier structures, volume and compliance commitments, administrative fees, rebates, and market-share conditions.
• Lead pricing for GPO RFPs and renewals, model contract economics, and monitor compliance, including tier qualification, commitment attainment, and rebate eligibility; drive corrective action on contracts with pricing leakage.
• Distributors and dealers: Own the distributor and dealer pricing architecture, including contract price, distributor margin and fees, price protection, and resale and chargeback mechanics.
• Govern chargeback and rebate programs end to end, including contract eligibility, contract notification and price-load accuracy, claim validation, and root-cause resolution of pricing discrepancies and denials, such as GPO tier timing, affiliate eligibility, and sold-to/ship-to issues.
• Set distributor agreement terms that protect channel economics, including minimum order values, freight and cost-to-serve policies, and price-increase notification periods; quantify trade-offs and lead implementation with Legal and Commercial Contracting.
• Maintain price coherence across direct and indirect channels and prevent channel conflict, cross-channel arbitrage, and cross-border leakage.
• Direct, local, and public-sector business: Provide pricing guidance for direct and local contracts with hospitals, reference and clinical laboratories, and public health agencies.
• Lead the pricing approach for ex-US tenders and public-sector bids, including price corridors and floors, win-rate versus margin trade-offs, and distributor pricing governance, in partnership with regional leadership.
• Contract and pricing operations: Partner with Commercial Contracting, Sales Operations, Finance, and Legal to ensure approved pricing is accurately reflected in contracts, price files, and systems, including ERP, contract and pricing platforms, and CPQ.
• Harmonize legacy BD Diagnostic Solutions and legacy Waters clinical pricing policies, contract structures, and channel terms; manage the transition of existing GPO and distributor agreements while maintaining customer and channel continuity.

Enterprise Alignment & Governance

• Partner with the Enterprise Pricing Leader to align on pricing strategy, targets, and governance frameworks.
• Ensure adherence to enterprise pricing policies and guardrails, including discount authority, pricing corridors, and deal-desk standards; establish ADx-specific approval matrices, floors, and exception-management processes for GPO, distributor, direct, and tender deals.

Price Adjustment

• Lead the global annual price increase process for the division, including channel-specific mechanics such as GPO contract price-increase caps and notification terms, distributor notice periods, and tender indexation.
• Define segmentation strategies across products, customers, channels, and regions in partnership with Product and Regional leadership teams.
• Identify and execute incremental price actions beyond the annual cycle, including changes to channel terms and policies.

New Product Introduction (NPI)

• Own pricing strategy for all new launches, including assays, menu extensions, and platforms, using value-based approaches informed by clinical value, workflow impact, competitive alternatives, and customer economics.
• Partner with Product Management and Marketing to ensure pricing is embedded in stage-gate processes and approved prior to launch, including the timing of GPO and distributor contract additions.

Deal Strategy & Commercial Support

• Provide strategic pricing guidance, with Regional Pricing Managers, for complex and high-value deals, including large IDN and GPO opportunities, multi-site laboratory networks, and platform placements.

Performance Management & Analytics

• Partner with the Enterprise Pricing Data Center to monitor pricing performance, including price realization, discount trends, and margin outcomes.
• Build and maintain visibility into the full price waterfall from list to pocket, including GPO fees, rebates, chargebacks, distributor margin, and freight.
• Use pricing, customer, market, and competitive insights to support pricing recommendations and identify opportunities for improved realization and profitability.
• Drive accountability across the division to meet pricing and profitability targets.

Team Leadership & Capability Building

• Build and lead the embedded ADx pricing team, including regional pricing managers and global resources, consistent with the embedded pricing model in other Waters divisions.
• Establish the processes, discipline, and governance required to drive consistent execution across regions, segments, and functions.

Cross-Functional Collaboration

• Collaborate with Commercial, Sales Operations, Commercial Contracting, Product Management, Marketing, Legal, and Finance to align pricing strategy with go-to-market execution.

Market & Competitive Insights

• Monitor competitive pricing, GPO and tender outcomes, reimbursement pressure, hospital purchasing consolidation, and other market dynamics, balancing competitiveness with value capture.

Qualifications

• Bachelor’s degree in Business, Finance, Economics, Mathematics, Statistics, or a related field required; MBA or equivalent preferred.
• 10+ years of experience in pricing, contracting, revenue management, strategy, finance, or a related discipline.
• Direct experience with GPO and IDN contract pricing, including tiering, rebates, administrative fees, and compliance commitments, and with distributor or dealer pricing, including chargebacks and contract eligibility.
• Experience in diagnostics, medical devices, life sciences tools, or other regulated healthcare markets strongly preferred.
• Demonstrated experience leading global pricing initiatives in a complex, matrixed organization.
• Proven ability to drive measurable improvements in price realization and profitability.
• Experience building and leading pricing teams, including regional and remote resources.
• Familiarity with ex-US tender pricing and with ERP, contract, and pricing systems, such as SAP, Vistex, Model N, or CPQ, preferred.
• Ability to work on site Tu-Thur Sparks MD preferred - other Waters US locations wil also be considered 

Company Description

Waters Corporation (NYSE:WAT) is a global leader in life sciences and diagnostics, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, our innovative portfolio harnesses deep scientific expertise across chemistry, physics, and biology. We collaborate with customers around the world to advance the release of effective, high-quality medicines, ensure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combating antibiotic resistance. Through a shared culture of relentless innovation, our passionate team of ~16,000 colleagues turn scientific challenges into breakthroughs that improve lives worldwide. 

Diversity and inclusion are fundamental to our core values at Waters Corporation. It benefits our employees, our products, our customers and our community. Waters complies with all applicable federal, state, and local laws. Qualified applicants are considered without regard to sex, race, color, ancestry, national origin, citizenship status, religion, age, marital status (including civil unions), military service, veteran status, pregnancy (including childbirth and related medical conditions), genetic information, sexual orientation, gender identity, legally recognized disability, domestic violence victim status, or any other characteristic protected by law. Waters is proud to be an equal opportunity workplace and is an affirmative action employer. All hiring decisions are based solely on qualifications, merit, and business needs at the time.