Covance Pricing and Commercial Analytics Manager in Madison, Wisconsin
The Pricing and Commercial Analytics Manager provides ongoing analytical support for our Sales, Client Services and Finance departments. The position serves as a key strategic business partner to the commercial team working in concert with cross-functional business management and in support of the Director of Financial Planning & Analysis and other members of the NCFS Executive Leadership Team. The role is accountable for commercial performance reporting and supporting the commercial leadership with periodic analytical reporting needs and presentations.
Essential Job Duties:
Partner with commercial and finance leadership to proactively identify opportunities and initiate actions that will enhance operating profit through improved pricing, portfolio mix, processes or other commercial proposals.
Collaborate with commercial and finance leadership to develop pricing strategy and design and implement pricing models that are consistent with that strategy.
Work with commercial leadership to evaluate client trends and profitability in order to identify and capitalize on profitability improvement opportunities.
Develop, improve and leverage tools for pricing routine and contract assays, stability and consulting projects.
Manage and maintain assay costing application (iCost).
Aid and guide Sales and Client Manager teams in client negotiations.
Participate in strategy sessions on new client opportunities or threats.
Develop alternatives on pricing, rush premium, discounting, payment terms, rebates and service levels to allow successful negotiations with client.
Participate in client presentations of proposals, bid defenses and negotiations.
Lead role in developing standard terms and contract language to record pricing, discounting and payment terms options.
Develop financial justification for price increase and adjustments. Present justification as necessary to key clients. Assist client services team in streamlining price increase implementation.
Streamline/Automate global sales reporting processes where possible.
Build reports and queries to support management decision making by mining and consolidating data from multiple databases such as Data warehouse, Hyperion, Essbase, and other internal Information management systems (LIMS and CMS).
Work with management to analyze financial metrics related to feasibility of strategic proposals by performing cost-benefit analysis.
Primary audit and compliance role in pricing SOPs, authority levels, approval documentation and system audits.
Develop key detective and compensating controls for pricing, discounting, credit memo and rebate processes. Socialize these controls to NCFS operations and shared finance teams.
Perform appropriate share of control monitoring, including but not limited to price change reports, periodic client pricing and discounting reviews, and review of proper documentation for client adjustments.
Prime role in collecting and maintaining competitor and market service offering and pricing intelligence.
Develop and maintain optimal systems for tracking Covance-client commercial and quality agreements (in collaboration with client contracting team).
Monitor contracts to ensure agreed upon milestones are being met
Support the strategic, annual and rolling forecast plans as appropriate (revenue plans, commercial expenses, etc.)
Together with HR, create and administer the Sales Incentive/Compensation Management process for the Commercial team including target setting and performance reporting.
Work with commercial team to develop improved reports and manipulation of Salesforce opportunity data to support business decision making and forecasting.
Track and analyze “win rate”, identify key drivers and develop strategies to improve our overall win rate and increase operating income.
Perform other related duties as assigned.
Required: BA or BS degree in Business, Finance, Accounting, or related field.
Preferred: CPA, MBA, Masters in related field
10 years comparable experience required
Extensive knowledge and ability to use Excel, databases,and Powerpoint, calculation functions, charts
Ability to convey ideas clearly and effectively in written and verbal communications
Demonstrated ability to interact with all levels of management and non-management staff.
Comfortable in negotiation skills
Ability to develop alternative options
Highly motivated, takes initiative, has strong analytical abilities and excellent planning and organization skills.
- Prior experience in pricing, contracting, or data analysis role Prior experience supporting a sales team Prior external technical customer interaction Prior experience in a food or chemical firm
Job Number 2018-21616
Job Category Finance
Position Type Full-Time
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