Strategic Pricing and Offer Excellence Manager

vor 5 Monaten

Zug, Schweiz SHL Medical AG Vollzeit

SHL Medical is the world-leading solution provider in the design, development, and manufacturing of advanced drug delivery systems with more than 5000 employees worldwide. Our customers include top pharmaceutical and biotech companies from around the globe that require innovative devices such as auto-injectors or pen injectors to effectively deliver their drugs. Headquartered in Switzerland since late 2018, with sites in Sweden, Taiwan, and the United States.

**Job Overview**

As a Manager in the Pricing & Offer Management team, you develop and implement pricing and business model strategies. You will inform data-driven decision making about opportunity intake, product development, and business model design. Overall, you will play a decisive role in ensuring long-term competitiveness, accelerating growth, and maximizing profitability of SHL.

**Main Responsibilities**
- **Strategic Pricing**: Develop pricing strategies and business models (incl. commercial terms) in alignment with SHL’s overall business strategy and set commercial terms and margin guidelines that maximize revenue and profitability. Conduct market research, competitor analysis, and customer segmentation to inform initial pricing approaches. Evaluate SHL’s existing pricing models and identify optimization measures to maximize SHL’s value capture.
- **Operational Pricing**: Define prices that capture customers’ willingness to pay and are in line with the strategically set margins and pricing guidelines. Develop unit prices, fee models, and pricing terms for multi-year contracts while also working towards price standardization for less complex proposals and projects.
- **Offer Management**: Assess market trends, customer needs, and competitive actions to define and refine product bundles, packaging options, and pricing structures. Collaborate with product management, strategic marketing, and portfolio strategy teams to align pricing strategies with product lifecycles, new product launches, and portfolio management.
- **Value Storytelling**: Develop value propositions for products and services based on customer insights and market analysis. Align pricing strategies with value proposition frameworks and build a narrative around prices that speak to the value of a product or service. Support SHL’s ongoing transformation towards adopting a value pricing approach.
- **Performance Measurement**: Establish performance management systems to evaluate the effectiveness of pricing strategies and activities. Track and analyze KPIs to measure the impact of pricing decisions on various aspects of business performance (e.g., revenue, profitability, market share, customer satisfaction) and identify areas for improvement.
- **Deal Support**: Collaborate with other commercial teams to improve the service offering of the Pricing and Offer Management team. Empower sales for deal negotiations by contributing financial insights, economic overviews, negotiation tactics, etc. Act as a sparring partner for customer meeting preparations and attend customer negotiations if strategically relevant.

**Skills and Qualification**
- **Education**: Master’s degree in finance, economics, accounting, math, or a related field.
- Work experience: 5+ years of work experience developing commercial offers for complex / technical products in a B2B context. Related experience in the pharmaceutical and / or biotech industry is strongly preferred.
- **Functional knowledge**: Capable of designing and developing complex, dynamic financial models and dashboards in Power BI to support decision making; including comfort with data models and data structuring. Experience doing this in a manufacturing context (or obvious indications of being able to accomplish this).
- **Financial literacy & numeracy**: Able to translate various types of quantitative and qualitative financial data to identify logical connections. Able to develop dynamic scenario analyses and simulations to extract views on the range of risks and rewards inherent to opportunities / deals typical for SHL
- **Software skills**: Advanced user of tools available through Microsoft (including Power BI, Excel, and PowerPoint) with the ability to develop high-quality reports for communication across all levels of SHL’s organization matrix.
- **Stakeholder management**: Value teamwork and collaborate across different functions, locations, and seniority levels. Strong interpersonal, presentation, and communication skills.
- **Project management**: Proven track record of leading and managing complex, cross-functional projects on a global scale. Capable of breaking down complex situations to bring clarity and focus, evaluating alternatives while considering business constraints, appetite for risk, and SHL’s overall strategy. Comfortable moving forward to accomplish tasks in the face of uncertainty. With the dynamic nature of our industry, we are seeking an individual who can swiftly understand and adapt to our business which

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