51 applicants

Company

Hawthorne Effect, Inc. · 1 day ago

Senior Manager, Pricing & Sales Operations

United States

Full-time

Remote

Senior Level, Lead/Staff

$110K/yr - $130K/yr

5+ years exp

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Clinical TrialsHealth Care

Hiring Manager

Christopher Church

Insider Connection @Hawthorne Effect, Inc.

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Responsibilities

Lead Pricing Strategy: Own the development and execution of the company’s pricing strategy for mobile clinical trial services, ensuring it aligns with business objectives, competitive positioning, and market trends.

Market Research & Competitive Analysis: Conduct in-depth market research and competitive analysis to understand pricing trends and client expectations, using this information to drive pricing decisions and refine pricing models.

Financial Modeling & Analysis: Build and maintain detailed financial models to evaluate pricing scenarios, forecast profitability, and assess pricing strategies’ impact on revenue and margins.

Pricing Process Ownership: Oversee the end-to-end pricing process, from initial proposal creation to final pricing approval, ensuring consistency, accuracy, and alignment across all pricing proposals.

Collaborative Cross-Functional Work: Partner with sales, operations, finance, and senior leadership to ensure pricing aligns with customer needs, internal cost structures, and strategic goals.

Revenue Optimization: Work with the sales team to identify opportunities for margin improvement, including optimizing discounting strategies and exploring new revenue models.

Pricing Tool Development: Develop and implement pricing tools and systems to streamline and automate pricing processes, ensuring efficiency and scalability.

Compliance & Documentation: Ensure pricing models and proposals comply with internal policies, legal requirements, and contractual agreements.

Reporting & Metrics: Monitor and report on key pricing metrics, including win rates, pricing performance, and competitive positioning, and provide regular updates to senior leadership.

Proposal Development & Review: Collaborate with the sales team to develop pricing and financial components of client proposals, ensuring alignment with overall pricing strategy.

Contract & Change Order Management: Provide expertise and support in the development and negotiation of contracts, change orders, and any adjustments to pricing during contract renewals or amendments.

Client Relationship Management: Develop strong relationships with clients to understand their needs and ensure high-quality proposal deliverables, ensuring timely and accurate communication on contracts and pricing.

Bid Support & Presentations: Participate in bid defense meetings and customer discussions to support the sales team with expert pricing insights and strategies.

Qualification

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Pricing Strategy DevelopmentFinancial ModelingProposal ManagementContract ManagementMarket ResearchPricing Software ToolsCross-Functional Collaboration

Required

Bachelor’s degree in Business, Finance, Life Sciences, or a related field

5-7 years of experience in pricing, financial modeling, or strategic analysis, ideally in clinical trials, healthcare services, or life sciences

3+ years of experience in proposal and contract management, including pricing components, ideally within the CRO (Contract Research Organization) or health tech industries

Proven track record of leading pricing strategy development, financial modeling, and proposals/contracts processes in complex service-based businesses

Experience working with both enterprise clients and new business proposals in a highly competitive environment

Advanced proficiency in pricing software tools (e.g., CPQ systems, Excel), financial modeling, and pricing analysis

Strong analytical skills with the ability to translate data into actionable pricing insights and recommendations

Expertise in the proposal and contract development lifecycle, with the ability to interpret and create budgets, pricing models, and contract terms

Exceptional verbal and written communication skills, with the ability to present complex pricing models and contract details to senior leadership and clients

Ability to work independently, manage multiple priorities, and collaborate effectively across departments

Strong organizational skills and high attention to detail