Manager Pricing Strategy

About Us:

At Stericycle, we deliver solutions and drive innovations that protect the environment, people, and public health. This includes working to create a more sustainable, shared future. Our innovative solutions make a difference in people's lives, communities, and our planet by protecting their health and well-being. Change your career. Change your world. Join Stericycle and help protect health and well-being in a safe, responsible, and sustainable way.

Position Purpose:

Leads and facilitates senior management review of financially significant sales contracts over $500K with a focus on highly profitable independent customers (may also be called in to evaluate deal economics on Maritime and other businesses, as needed). The manager of pricing strategy will develop and operationalize processes to manage deals under $500K. Leads strategic conversations with all levels of the Enterprise Sales Team and Sales Operations to evaluate deal economics, design customer messaging, and creation of regular presentations to the executive lead team for approval, including the CCO, SVP Healthcare Sales, VP of Marketing & Commercial Strategy.

Key Job Activities:

• Drive deal strategy

o Propose and evaluate deal pricing structures to ensure fit with company objectives. Effectively evaluate deal economics of trade-offs between price and incremental account penetration.

o Develop, drive, and evolve price setting strategies. Identify market trends, competitive pricing strategies, and provide strategic recommendations to management.

o Influence recommendation for strategy changes through collection, analysis and reporting of sales related information in an ongoing process of sales productivity enhancement of the organization.

o Continuous review of deal progression and collaboration with colleagues to ensure optimal deal cycle times.• Lead effort to compile analytical data to drive significantly impactful decisions

o Provide regular and ad hoc pricing analysis and reporting for management

o Perform margin and pricing analysis to support key business initiatives, as required

o Establish/maintain a documentation/tracking, communication and review of internal and external comparative price data, including wins and losses due to price.

o Analyze market dynamics, internal and competitive pricing trends for comparison purposes, market opportunities, and margins in order to develop reports, procedures and tools for pricing.

o Partner with Sales Team through by creating complex models of deal scenarios.

o Conduct analysis and pilots to optimize rate cards for new business for the independent business. Ensure proper governance of sales activity. Manage the price desk as it pertains to customer discount management and, over time, deal reviews for larger independent deals and potentially account manager-led renewals• Communication

o Lead strategic conversations and meetings for deals over $500K

o Develop, socialize, roll-out, and operationalize an automated process and reporting structure for deals under $500K

o Create presentations for review of major deals with the executive lead team (ELT)

o Produce and review Sales-proposals, provide feedback and coaching, ensure compliance with published sales and business policies, and approve or reject/escalate proposals as needed based on policy and business judgment.

o Provide recommendations and advise Sales Teams to develop offers and customer messaging.

o Propose and execute process improvements to existing pricing process workflows.• Responsible for building and directly managing (player/coach mentality) and driving financial responsibility for the Enterprise Sales Team. • Perform other duties and responsibilities, as assigned.

Education:

Required Education: in Bachelor`s Degree or Equivalent

Preferred Education: in Masters

Experience (North America & LATAM):

• Bachelor's degree with emphasis in Accounting, Finance, Economics or Business or the equivalent in related work experience• MBA or Master's degree preferred

• Five or more years of progressively responsible financial analysis and pricing experience

• 2-3 years of management skills strongly preferred

• Analytical thinking including the ability to make financial forecasts and determine trends. Must be able to balance long term and short term organizational needs.• Critical thinking and highly analytical to develop or assess strategic plans and identifying critical success factors.• Demonstrates the ability to meet project deadlines and establish and maintain effective working relationships with people at all levels in the organization. Ability to managing relationships and work collaboratively with multiple constituents and provide informal influence on to achieve desired outcomes. • Demonstrates the ability to present ideas and information in a clear, concise, organized and diplomatic manner; listen to others to respond effectively to ideas and questions. • Demonstrates the ability to function independently, initiate/drive projects to completion with minimal guidance, and resolve problems without direction. Proactively identify potential roadblocks and puts contingency plans in place.• Demonstrates strong analytical (quantitative and qualitative) and is demonstrates strong problem-solving skills. Must be able to analyze financial data and prepare financial reports and projections. Must be able to effectively present financial information and analysis to management and senior leadership• Excellent computer skills required. Requires expert knowledge of Microsoft Excel and PowerPoint, as well as intermediate knowledge of Tableau. Alteryx experience preferred• Demonstrated excellent math skills and strong attention to detail are required to be successful in this position• Demonstrates knowledge of contracting • Demonstrates excellent communication and negotiation skills

Benefits:

Stericycle currently offers its employees the option to participate in a full range of benefits, including a health care program which includes medical, dental, vision and prescription coverage, healthcare and dependent care flexible spending accounts, life and accidental death and dismemberment insurance, an employee assistance program, tuition reimbursement, paid vacation and sick time, a 401(k) plan, and an employee stock purchase plan. Participation in some programs requires that employees be regularly scheduled to work a minimum number of hours and/or to have fulfilled a waiting period after they begin employment with Stericycle.

Disclaimer:

The above description is meant to provide a summary of the nature and level of work being performed; it should not be construed as an exhaustive list of all responsibilities, duties and requirements of the job or person. This document does not create an employment contract, implied or otherwise. Stericycle will consider requests for workplace accommodations for protected physical or mental limitations in accordance with its human resources policies and local laws.To the extent permissible under local law, and consistent with business necessity, Stericycle reserves the right to modify the content formally or informally, either verbally or in writing, at any time with or without advance notice.

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