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SR Associate Director, Contracts & Pricing (REMOTE)

Company: Boehringer Ingelheim
Location: Duluth
Posted on: October 13, 2021

Job Description:



This position will lead and develop Contracting and Pricing Team for Boehringer Ingelheim US. The SR AD will serve as a hands-on practitioner who drives improved execution and operational excellence in pricing & promotions across the organization including the implementation, and execution of pricing strategies and tools to drive profitability. This role will work closely with stakeholders from across Boehringer Ingelheim to aggregate market and consumer insights, and to identify contracting and pricing opportunities. The lead will integrate market insights, pricing strategy, and contracting strategy to provide senior leadership with recommendations to improve performance. This scope will cover both indirect and direct pricing management in variety of Go-to-Market models e.g. B2B, B2C. Pricing management will include reporting, validation, compliance and timely audit and review of all processes.



As an employee of Boehringer Ingelheim, you will actively contribute to the discovery, development and delivery of our products to our patients and customers. Our global presence provides opportunity for all employees to collaborate internationally, offering visibility and opportunity to directly contribute to the companies' success. We realize that our strength and competitive advantage lie with our people. We support our employees in a number of ways to foster a healthy working environment, meaningful work, diversity and inclusion, mobility, networking and work-life balance. Our competitive compensation and benefit programs reflect Boehringer Ingelheim's high regard for our employees.


Job Complexity

  • Develops and drives pricing and contracting strategy.
  • Manages and provides leadership and direction for multiple disciplines.
  • Works in a matrix environment; contracting and negotiating; to strategically identify, analyze, and interpret data and marketing research and develop innovative solutions; to manage detailed project plans; and pricing analytics.
  • Manages multiple priorities and communicates clearly (verbally and in writing) to Senior Management; to partner well with others as well as influence multiple audiences.
  • Understanding of business processes, forecasting / financial modeling, contract management and administration; and project management.   
  • Attract and retain key talent.
  • Promotes a pricing culture and build overall pricing acumen and capabilities.
  • Manage and coach direct reports in career progression and personal growth.
  • Address organizational culture and include culture considerations on each decision taken. 
  • Prepare industry and competitor benchmarks. 
  • Establish and manage the budget for the Contracting and Pricing team.
  • Full understanding of legal and financial compliance risks and mitigating actions needed to manage team effectively.


Regulatory and / or Organizational Requirements*

Highly regulated business (FDA, USDA, EU, EMEA, DEA, EPA) Market Urgency, Legal Environment, Political Situation, Creativity and Innovation, Functions/OPUs, People (diversity, education level), Inter-departmental/cross-country/external interfaces.



  • This position interacts with all Segment Heads, Sales and Marketing heads, IT, Finance, Communications, other Customer Experience leadership, Global Pricing COE and Global functions as appropriate. 
  • Develops and manages interpersonal relationships to influence decisions of senior leaders both within and outside of the company.
  • Aligns with Finance on audit topics, pricing actions and compliance reviews to ensure all pricing actions are aligned with our financial and legal obligations.


Job Expertise

  • Demonstrated understanding of business processes, forecasting / financial modeling, contract management, financial compliance and administration, and strong project management skills. 
  • Ability to develop strong relationships and collaboration across multiple departments in a multi-cultural environment.
  • Demonstrated leadership skills and ability to manage a team of individuals required.
  • Ability to work with unstructured data / information and document findings, analyses and recommendations in a clear and concise manner that is easy to follow and audit.
  • Demonstrated experience in use of predictive analytics, monetization of data / service and application of AI


Job Impact

  • Contribution to the strategic direction and business results for the US AH Commercial Business. Managing budget, costs, revenues in alignment with the respective department function. Drive tactical pricing results such as revenue leakage.


Duties & Responsibilities\:

Define and Drive Strategy\:

  • Define cross business unit pricing strategy and assist in developing business unit specific pricing strategy
  • Translate Corporate Strategy into Pricing and Contracting guidance for leadership
  • Align on channel pricing and program (e.g. discount vs. rebates) strategies
  • Provide direction on playbook creation and lever execution
  • Communicate clear timelines for deliverables for all processes and procedures for team and stakeholders
  • Documented cross business pricing strategy
  • Documented preferred pricing structures by species and segment
  • Documented playbooks for the most frequent pricing activities
  • Price realization (% of the list price achieved)
  • Channel and product line gross margin %

Drive Capabilities and Solutions\:

  • Continually assesses the Contracting & Pricing capability against the target end state 
  • Leads pricing solution recommendations, partnerships, and discussion
  • Set clear expectations on what can and cannot be delivered to the business including but not limited to\: scope of species coverage, limitations of systems, etc.
  • Documented current state C&P assessment with a defined target state
  • Suggested pricing software BI should implement/purchase that meets BI’s functional and technical needs


  • Set governance model for pricing and contracting
  • Develop guidelines, guardrails, MAP prices and MSRPs tracking these figures accordingly
  • Create proactive policies/ frameworks to expedite market action response
  • Validate customer segmentation is aligned to pricing master
  • Review system changes and implications for downstream systems regarding pricing
  • Documented frameworks on how BI will respond to market pricing actions, noting what the process should be
  • Documented US specific guardrails/price corridors and MAP policies
  • Developed process on how to track corridors and MAP

Establish Best Practices\:

  • Lead tools and best practices discussions and ensure consistency across C&P team
  • Define the species-specific contract evaluation framework
  • Develop a pricing calendar for all pricing actions
  • Documented framework that BI should use to evaluate next contracts (e.g. Value vs. complexity) and steps/ways BI should move through the framework

Analytics, Optimization and Modeling\:

  • Lead projects that design and deploy pricing analytics as well as optimization and execution tools to enable effective pricing decisions while enhancing the quality and consistency of pricing processes
  • Accountable for the oversight and execution of margin improvement efforts
  • Work with Marketing and Sales to develop and test Contracting & Pricing hypotheses
  • Oversee the collaborative definition of pricing & profitability analysis with commercial leaders
  • Guide the identification of insights, determine implications, and vet the findings with stakeholders
  • Oversee day to day pricing analysis
  • Define the future state contracting and pricing data model
  • Review processes and management of pricing
  • Ensure segregation of duties is in place when reviewing optimization of processes and compliance 
  • Provide coordination and assistance for annual audits, internally and externally
  • Executed Test and Control studies, that will be used to continue to determine program and pricing effectiveness
  • Completed cross species pricing data model that can be used by the C&P Team and other teams as well
  • Margin improvement targets
  • Revenue leakage targets





  • Bachelor’s degree required 
  • Advanced degree preferred


Required Capabilities (Skills, Experience, Competencies) *

  • 8+ years of relevant pricing, contracting, commercial or industry experience.
  • 5+ years people management experience required. Managing managers experience preferred.
  • Strong understanding of complex channel environments (e.g. US manufacturing, chemical, pharmaceutical, CPG) and how to contract and price in these environments effectively.
  • Demonstrated omnichannel pricing experience and how to price across channels.
  • Demonstrated experience in developing, implementing, and executing pricing and contracting strategies.
  • Demonstrated experience identifying price capture opportunities.
  • Ability to drive change in a cross functional environment that requires multiple stakeholders buy-in.
  • Understanding of how to use leverage analytical tools (e.g. SQL, Tableau, R Studio, Python, etc.) to generate insights that can help drive decisions.
  • Excellent communication skills (oral, written and listening) and ability to collaborate effectively with diverse group of professionals.
  • Deep understanding of analytical frameworks and problem-solving techniques for data-backed analysis.
  • Understanding of Animal Health, Pharmaceutical and/or CPG pricing models and industry best practices preferred.
  • Experience evaluating and negotiating new and existing contracts, as well as leveraging pricing tools to contribute to pricing strategies preferred.


Eligibility Requirements\:


  • Must be legally authorized to work in the United States without restriction.

  • Must be willing to take a drug test and post-offer physical (if required).

  • Must be 18 years of age or older.


Compensation\:This position offers a base salary typically between $151,100 and $188,900.? There is opportunity to consider higher compensation above this range based on business need, candidate experience and or skills. ?The position may be eligible for a role specific variable or performance based bonus and or other compensation elements. ?For an overview of our benefits please click here. 


Who We Are\:


At Boehringer Ingelheim we create value through innovation with one clear goal\: to improve the lives of patients. We develop breakthrough therapies and innovative healthcare solutions in areas of unmet medical need for both humans and animals. As a family owned company we focus on long term performance. We are powered by 50.000 employees globally who nurture a diverse, collaborative and inclusive culture. Learning and development for all employees is key because your growth is our growth.

Want to learn more?  Visit and join us in our effort to make more health.

Boehringer Ingelheim is an equal opportunity global employer who takes pride in maintaining a diverse and inclusive culture. We embrace diversity of perspectives and strive for an inclusive environment, which benefits our employees, patients and communities. All qualified applicants will receive consideration for employment without regard to a person’s actual or perceived race, including natural hairstyles, hair texture and protective hairstyles; color; creed; religion; national origin; age; ancestry; citizenship status, marital status; gender, gender identity or expression; sexual orientation, mental, physical or intellectual disability, veteran status; pregnancy, childbirth or related medical condition; genetic information (including the refusal to submit to genetic testing) or any other class or characteristic protected by applicable law.

Keywords: Boehringer Ingelheim, Roswell , SR Associate Director, Contracts & Pricing (REMOTE), Other , Duluth, Georgia

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