Director of Pricing and Contracts

Introduction

Werfen is a growing, family-owned, innovative company founded in 1966 in Barcelona, Spain. We are a worldwide leader in specialized diagnostics in the areas of Hemostasis, Acute Care Diagnostics, Transfusion, Autoimmunity, and Transplant. Through our Original Equipment Manufacturing (OEM) business line, we research, develop, and manufacture customized assays and biomaterials. We operate directly in 30 countries, and in more than 100 territories through distributors. Our Headquarters and Technology Centers are located in the US and Europe, and our workforce is more than 7,000 strong.

Our success comes from a specific focus in these rapidly evolving diagnostic areas, our commitment to customers, and our dedication to innovation and quality. We’re passionate about providing healthcare professionals the most valuable and complete solutions to improve hospital efficiency and enhance patient care.

Overview

Job Summary

The Director of Pricing & Contracts is a strategic commercial leader responsible for developing and executing Werfen's North America pricing and contracting strategy across all Business Units. This role serves as the center of excellence for pricing governance, contract management, commercial policy execution, and deal optimization, ensuring alignment with corporate growth objectives while balancing revenue, margin, market competitiveness, and customer value. 

Reporting to the Sr. Director of Commercial Excellence, this individual works closely with Sales & Marketing Leadership, Finance, Strategic & Corporate Accounts, Legal, Compliance, and Business Unit leaders. The Director develops pricing strategy and frameworks, evaluates complex commercial agreements, and establishes contracting practices that enable profitable growth and scalable commercial execution while ensuring compliance with applicable laws, regulations, and company policies. 

The Director leads and develops the Pricing, Contracts, and Deal Desk teams, strengthening capabilities across pricing analytics, contract management, negotiations support, and commercial strategy. The role serves as a key advisor for strategic customer negotiations, national agreements, GPO pricing strategies, and other commercial initiatives across North America, while fostering a culture of accountability, continuous improvement, operational excellence, customer focus, and talent development.  

Responsibilities

Key Accountabilities

Pricing Strategy & Governance

• Provide strategic direction for North America pricing and contracting strategies ensuring alignment with growth, profitability, market share, and broader business objectives. 
• Establish pricing governance, frameworks, guardrails, and approval processes that enable consistent, efficient, and disciplined decision-making across business units and customer segments
• Partner with Sales, Marketing, Finance, and Product Management to guide pricing and commercial strategies across the product lifecycle, from on-market products through new product launches. 
• Oversee pricing performance and reporting to identify opportunities to improve price realization, profitability and margin expansion, including annual price updates. 

Strategic Contracting & Commercial Agreements

• Lead the development, negotiation support, and governance of strategic customer agreements, including IDNs, GPOs, government entities, integration health systems, reference laboratories, and large enterprise accounts. 
• Oversee contract lifecycle management processes and partner with Compliance and Legal to ensure agreements meet applicable laws, regulatory requirements and company policies while proactively identifying and mitigating financial, operational and legal risks. 
• Drive standardization and efficiency across quote-to-contract processes, improving speed, consistency, and quality of commercial transactions. 

Deal Desk Strategy & Leadership

• Establish the Deal Desk operating model, governace framework, decision rights, escalation paths, approval thresholds, and service expectations to enable timely, consistent, and compliant commercial decisions. 
• Set performance priorities and review Deal Desk insights and outcomes to improve cycle time, deal quality, margin realization, process effectiveness, and commercial decision-making 
• Serve as the senior escalation point for high-value, high-risk, or precedent-setting deals, providing strategic guidance on deal structures, pricing exceptions, bundled offerings, customer-specific terms, and other non-standard proposals. 

Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions. 

Networking/Key Relationships

• Commercial Operations Leadership
• Marketing Leadership
• Finance Leadership
• Sales Leadership (including Corporate & Strategic Accounts)
• Legal & Compliance
• Client Services
• Business Unit Leadership
• Commercial Excellence Team
• Pricing and Contracting Partners

Cultivate strategic relationships with key external stakeholders - including health systems, GPOS, government contracting organizations, commercial customers, and pricing and contracting partners - to support effective commercial execution and long-term partnerships. 

Qualifications

Minimum Knowledge & Experience required for the position

Education

• Bachelor's degree in Business, Finance, Economics, Marketing, Healthcare Administration, or related field required. 
• MBA or advanced business degree preferred

Experience

• 10+ years of progressive experience in commercial or sales operations, contract management, pricing, strategic accounts, or finance, 
• 5+ years of leadership experience managing commercial, pricing, contracts, or deal desk teams. 
• Demonstrated experience developing enterprise deal strategies and supporting complex customer negotiations. 
• Experience partnering with cross-functional leaders to drive profitable growth through pricing, contracting, and commercial process improvement. 
• Experience within healthcare, diagnostics, medical device, life sciences, or similarly regulated industries strongly preferred. 
• management has the discretion of substituting relevant work experience for a degree and/or making exceptions to the years of experience requirement.

Skills & Capabilities

• Strategic Leadership: Ability to translate business objectives into scalable pricing and contracting strategies. 
• Commercial Acumen: Deep understanding of commercial decision-making, contract economic, pricing methodologies, and margin management. 
• Financial Analysis: Strong analytical and modeling capabilities with the ability to evaluate complex business scenarios. 
• Executive Influence: Ability to influence senior leaders and build alignment across functions. Negotiation Support: Strong understanding of commercial negotiations and contract structures. 
• Process Excellence: Experience implementing governance frameworks, controls, and process improvements. 
• Data & Analytics: Advanced knowledge of pricing analytics, reporting, dashboards, and business intelligence tools, Salesforce.com. PowerBI and SAP experience preferred. 
• Change Leadership: Proven ability to lead organizational transformation and drive adoption of new commercial practices. 

Travel Requirements:

Approximately 10% travel as required to support customer negotiations, strategic initiatives, leadership meetings, and business priorities. 

The annual base salary range for this role is currently $175,000 to $215,000 range. Individual employee compensation will ultimately depend on factors including education, relevant experience, skillset, knowledge, and particular business needs.

This role is eligible for medical, dental, and vision insurance, 401k plan retirement benefits with an employer match, as well as paid vacation and sick leave. Our sales roles are eligible for participation in a commission plan and our management, and select professional roles, are eligible for a performance-based bonus.

Closing

If you are interested in constantly learning and being challenged on a daily basis we encourage you to submit your resume or CV.

Werfen is an Equal Opportunity employer and is committed to a diverse workplace. Werfen strictly prohibits unlawful discrimination, harassment or retaliation based upon an individual’s race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, mental/physical disability, medical condition, marital status, veteran status, or any other protected characteristic as defined by applicable state or federal law. If you have a disability and need an accommodation in relation to the online application process, please contact [email protected] for assistance.

We operate directly in over 30 countries, and in more than 100 territories through distributors. Annual revenue is approximately $2 billion and more than 7,000 employees around the world comprise our Werfen team.

www.werfen.com