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Danaher Corporation Manager Regional Price Enablement Europe in Amsterdam, Netherlands

At Cepheid, we are passionate about improving health care through fast, accurate diagnostic testing. Our mission drives us, every moment of every day, as we develop scalable, groundbreaking solutions to solve the world’s most complex health challenges. Our associates are involved in every stage of molecular diagnostics, from ideation to development and delivery of testing advancements that improve patient outcomes across a range of settings. As a member of our team, you can make an immediate, measurable impact on a global scale, within an environment that fosters career growth and development.

Cepheid is proud to work alongside a community of six fellow Danaher Diagnostics companies. Together, we’re working at the pace of change on diagnostic tools that address the world’s biggest health challenges, driven by knowing that behind every test there is a patient waiting. Learn about the Danaher Business System which makes everything possible

The Manager Regional Price Enablement supports the Europe regional markets, to drive customer success and capture the full potential of our products and solutions. He/she supports the initial price positioning of a product/solution at launch and throughout its lifecycle to maximize pricing over the life of the product. The Manager Regional Pricing Enablement is responsible for driving Go-to-Market pricing decisions by providing support to the Sales & Field Marketing team (through monitoring of price trends and price and customer lifetime value analytics) to enable market growth and high value capture.

This position is part of the Commercial Operations team and will be located in Amsterdam.

In this role, you will have the opportunity to:

  • Support pricing guardrail definition; monitor guardrails; design escalation matrix for Europe

  • Support deal desk structure & processes, run deal desk, train sales reps & others on pricing architecture and tools, develop internal & external messaging & communication for pricing

  • Run Regional Pricing Review Boards to support key pricing decisions at regional levels, including exceptions management (Regional GMs, Sales, Finance, Business Operations)

  • Conduct competitive product value proposition & analysis to help Sales & Field Marketing set target prices and pricing corridors that maximize value capture throughout lifecycle of Cepheid’s Test solutions and products.

  • Identify sources of revenue growth opportunities across product lines and customer segments by driving price realization metrics and discount management; conduct root cause analyses to identify major sources of revenue leakage, including field/customer interviews. Create recommendations and action plan for Cepheid and the field sales to address ways to improve revenue growth and margin leakage.

  • Collaborate with Sales, Field Marketing, and Sales Operations (e.g., analytic and business-case development support) on new pricing initiatives outside current operating practices to capture untapped customer segments/channels.

  • Continuously drive best-in-class pricing practices adoption based on customer segmentation insight, internal/external community of pricing peers and experts, and from within the Cepheid organization to create a more efficient end to end pricing management system which includes Pricing, contracting and rebate strategy for managing price within the regional market at the customer and product level.

The essential requirements of the job include:

  • University degree with a solid experienced gained in B2B healthcare pricing expertise or business analytics; expertise in developing sales analysis or providing tools to sales teams to drive customer success in a multi-channel environment required.

  • Excellent story telling skills to lead with customer success story based on data from multiple complex analyses and visual dashboards on Power BI or Tableaux

  • Experience or successful track of working with sales teams to position product/solutions to capture the economic value it creates for customers.

  • Ability to interpret standard financial analyses (e.g. NPV, ROI, and break-even, gross margin) to inform discussions with regional sales, regional marketing organizations.

  • Ability to conduct root cause analyses, extrapolate insights and create actionable recommendations under short time frames, based on quantitative and qualitative fact finding (i.e., sample analysis, interviews)

  • Ability to apply the Lean techniques like Problem Solving Process, Root Cause Analysis and Counter Measure to develop Go-to-Market pricing strategy for customer channels.

It would be a plus if you also possess:

  • Understanding of med-tech and or biotech marketing methods, pricing strategies and regional market development to develop go-to-market strategy that drives customer success.

  • Experience with med-tech and biotech product launch to be able to provide pricing-related insight to supporting teams (e.g., solution management, NPI)

As part of the Danaher family of companies, our work at Cepheid is supported by a global science and technology innovator. In addition to Danaher’s unrivaled leadership training and professional development programs, this relationship also provides expanded career opportunities across industries and brands. Together, we are united by a shared purpose: Helping Realize Life’s Potential.

When you join us, you’ll also be joining Danaher’s global organization, where 80,000 people wake up every day determined to help our customers win. As an associate, you’ll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System (https://www.danaher.com/how-we-work/danaher-business-system) tools and the stability of a tested organization.At Danaher, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.If you’ve ever wondered what’s within you, there’s no better time to find out.

Operating Company: Cepheid