Covance

Strategic Pricing Manager

Job Location(s) IN-Bangalore | SG-Singapore | IN | CN-Shanghai | CN-Beijing
Job Number
2021-65999
Job Category
Client Services
Position Type
Full-Time
Telecommute
Yes

Job Overview

- Works with a virtual team containing Operations, Finance, Contracts, Legal, Account Executives, and others across multiple service lines (“Deal Team”) to develop partnership and commercial proposals both for proactive client development and client issued Request for Proposals (RFPs)
- Integrate with deal team members to gain an understanding of the procurement, competitive landscape, firm positioning, likely procurement structure, and overall bid health
- Responsible for drafting and developing:
- Enterprise solutions across company Business Units establishing client value proposition, client engagement model, and operational structure for delivery working with subject matter experts
- Partnership model cost and savings estimates supported by client provided information, competitive intelligence, Covance pricing model outputs as well as data driven decision support tools, analytic techniques and strategy discussion outcomes
- Commercial structures, including accountability and risk sharing arrangements, cost reduction constructs, including but not limited to, discount/rebate structures, efficiencies and strategies in rules of engagement, innovation and model design
- Pricing for new partnership models, evaluating client costs, competitive intelligence and margin expectations
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- Review of assigned budgets for the proper rate card, inflation, currency exchange and other MSA terms (Includes flow business and assigned strategic clients) for assigned opportunities;
- Triage of opportunities within the Strategic Pricing team, including flow business and strategic accounts.
- Can be delegated to team members as appropriate
- Strategic review and challenge of budgets prior to and during Challenge Call for assigned budgets
- Approval of reduced rate card structures and bottom line discount schemes for as per the agreed delegation metrics
- Develop and negotiate commercial terms strategies (bonus / penalty, inflation concessions, etc.)
- May also include leading a new tool build up or collaborating with the applicable team members to drive a more innovative approach
- Attend and participate in internal review and prep meetings (Strategy calls, Challenge Calls, BD prep, Commercial Prep, etc.)
- Attend customer meetings, as applicable
- Lead tracking/initiatives with support from Analysts/Leads, while you drive the progress of those forward
- Develop presentations and present for Deal Review / Executive Sign-off calls as necessary
- Consistently review and approve pre-verbal award budgets with possible commercial components (within threshold of approval) and potential payment schedules and terms requests
- On an ad-hoc basis, review and approve post-verbal award commercial requests (change order concessions, payment schedule/terms with certain ranges or day sales outstanding, and potential bonus/penalty provisions, etc.)
- Other duties as assigned

Education/Qualifications

Bachelor’s degree required in related field

Experience

- Minimum 8+ years of direct CRO/pharma or other business-related experience preferred
-  Applicable minimum years of experience in budget and/or text development, or an equivalent combination of education and CRO/pharma/other related experience to successfully perform the essential job duties
- Excellent customer service skills, attention to detail and ability to be persistent while maintaining tact
- Demonstrated computer skills – requires excellent MS Office experience (specifically Excel, Word, Outlook)

- Knowledge of proposal management software applications (e.g., Salesforce.com, Qvidian, Proposal Automation applications) is preferred
- Demonstrated text editing and writing skills (based on business unit and/or team expectations)
- Demonstrated ability to plan, multi-task and prioritize
- Demonstrated teamwork, communication (written and verbal), and organizational skills
- Proven ability to work independently
- Ability to work to deadlines
- Strong analytical skills
- Ability to communicate appropriately and effectively with internal stakeholders, clients and Covance senior management
- Positive attitude and sense of urgency
- Ability to work across Covance Business Units
- Ability to provide limited team management activities
- Ability to work irregular and/or extended hours as needed to meet the client’s proposal deadline.

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