Sales Enablement & Pricing Manager

Antech Diagnostics; Alcobendas; On-site; EUR 70,000 - 100,000; Full time

Job summary

Antech Diagnostics is seeking a Sales & Pricing Enablement Manager to drive commercial performance across EU and APAC through strategic pricing, analytics, and sales enablement. The role partners with Sales, Product Management, Marketing, and Finance to translate data into actionable insights that support revenue growth, margin protection, and competitive positioning.

The candidate will own regional pricing strategy, governance, and the development of tools and training to empower sales teams.

Qualifications

• 3+ years of strategic revenue management or pricing analytics experience.
• Experience with pricing operations, price lists, and discount strategies.
• Experience across international markets and cross-functional teams.
• 2+ years in Animal Health, Veterinary Diagnostics, Pharmaceuticals, or Life Sciences preferred.
• Ability to develop pricing simulators and enablement tools for sales teams.
• Bachelor’s degree in a related field.
• Professional English required; another European language is a plus.
• Advanced Excel and Power BI skills.
• Experience with CRM (Salesforce) and CPQ pricing engines.
• Strong P&L, pricing governance, and contracting knowledge.

Responsibilities

• Lead pricing strategy and commercial analytics across EU & APAC.
• Develop segmentation models for differentiated pricing and contracts.
• Create tools and dashboards to improve deal profitability and price realization.
• Govern price lists, discount frameworks, and pricing policies.
• Support negotiations, tenders, and large customer agreements.
• Build and maintain BI dashboards and scorecards for pricing performance.

Skills

Pricing strategy

Commercial analytics

Power BI

Excel

Pricing governance

Sales enablement

Cross-functional collaboration

English proficiency

CRM (Salesforce)

Education

Bachelor's degree in Business Administration

Data Analytics

Tools

Power BI

Excel

Salesforce

ERP/CPQ

Job description

We understand that the world we want tomorrow starts with how we do business today, and that’s why we’re inspired to make A Better World for Pets. Antech is comprised of a diverse team of individuals who are committed to each other’s growth and development. Our culture is centered on our guiding philosophy, The Five Principles: Quality, Responsibility, Mutuality, Efficiency and Freedom. Today Antech is driving the future of pet health as part of Mars Science & Diagnostics, a family-owned company focused on veterinary care.

The Sales & Pricing Enablement Manager is responsible for driving commercial performance across Antech's EU & APAC markets through strategic pricing, commercial analytics, and sales enablement.

Operating within a matrix structure, this role acts as a commercial partner to Sales, Product Management, Marketing, and Finance. The position translates pricing, portfolio, and market data into actionable insights that support revenue growth, margin expansion, and competitive positioning.

The role is responsible for regional pricing strategy and analysis, ensuring pricing is managed consistently and supports both revenue and gross margin objectives. It also partners closely with sales teams, providing the tools, insights, and commercial guidance needed to win new business, retain customers, and grow existing accounts. Through a combination of strong analytical skills and commercial understanding, the Sales & Pricing Enablement Manager helps drive profitable growth across Antech's EU & APAC markets.

Essential Duties and Responsibilities:

Pricing Strategy & Commercial Analysis

• Conduct detailed analysis of list prices, customer-specific pricing, promotional effectiveness, rebates, and discount structures across the Antech portfolio to identify opportunities for revenue growth, margin expansion, and improved price realization.

• Develop customer segmentation and profiling models to support differentiated pricing strategies, contract structures, and commercial offers.

• Perform market research, competitor benchmarking, and pricing intelligence to ensure Antech remains competitively positioned while protecting profitability.

• Analyze pricing elasticity, customer purchasing behaviour, and commercial performance trends to inform strategic pricing decisions.

• Monitor customer profitability, lifetime value, and portfolio mix performance across key customer segments and markets.

• Assess the commercial viability of new products, services, partnerships, and growth opportunities through pricing analysis, profitability modelling, and business case development.

Pricing Governance & Commercial Support

• Own the governance, maintenance, and integrity of regional price lists, discount frameworks, pricing policies, and commercial terms.

• Coordinate and implement annual list price increases, promotional campaigns, contractual pricing updates, and pricing harmonization initiatives across EU & APAC markets.

• Support contract negotiations, pricing reviews, tenders, and customer-specific commercial discussions with Sales and Commercial Leadership teams.

• Provide commercial recommendations and pricing approvals for strategic opportunities and large customer agreements.

• Troubleshoot and resolve pricing-related issues raised by commercial teams.

Sales Enablement & Commercial Excellence

• Develop and maintain commercial tools, calculators, templates, ROI models, and value-selling resources that enable sales teams to improve pricing discipline and deal profitability.

• Support sales teams with pricing recommendations, deal structuring guidance, and commercial analysis for strategic opportunities.

• Create and maintain sales enablement materials that improve understanding of pricing strategies, value propositions, competitive positioning, and commercial best practices.

• Deliver training and coaching on pricing excellence, commercial acumen, value-based selling, and margin optimization.

Reporting, Analytics & Business Intelligence

• Design, build, and maintain Power BI dashboards, reporting tools, and executive scorecards that provide visibility into pricing performance, revenue growth, gross margin delivery, discount utilization, contract compliance, and sales effectiveness.

• Perform other pricing, commercial analytics, sales enablement, and strategic business projects as required.

Education and Qualifications:

• 3+ years of successful experience in Strategic Revenue Management (SRM), commercial pricing analysis, sales operations, commercial finance, or business analytics.

• Demonstrated experience managing pricing operations, price catalogues, customer discount strategies.

• Proven success supporting multiple international markets and collaborating across matrixed cross-functional teams (Sales, Marketing, Finance, Legal, Operations).

• 2+ years of experience in Animal Health, Veterinary Diagnostics, Medical Devices, Pharmaceuticals, FMCG, or Life Sciences is strongly preferred.

• Proven track record of developing customer-facing pricing simulators, calculators, and enablement tools that simplify complex data for frontline sales teams.

• Bachelor’s degree in Business Administration, Finance, Economics, Data Analytics, Commercial Management, or a related field

• Professional proficiency in English (written and verbal) is required for regional collaboration; fluency in another regional European language is a strong advantage.

• Advanced expertise in Microsoft Excel

• Hands-on proficiency with Power BI for designing and maintaining interactive commercial dashboards.

• Experience with CRM platforms (e.g., Salesforce) and ERP / CPQ pricing engines.

• Commercial & Financial Acumen: Solid understanding of P&L mechanics, price-volume-mix dynamics, margin protection, and commercial contracting principles.

• Exceptional accuracy and organizational rigor in managing high-volume pricing requests and maintaining master price databases.

• Strong communication skills with a proven ability to articulate complex financial/pricing concepts and data-driven stories clearly to non-analytical commercial partners.

• Ability to uphold pricing governance and compliance firmly while maintaining a collaborative, solution-oriented partnership with sales leadership.

• Self-starter with high accountability, agility, and enthusiasm for driving continuous commercial improvement across diverse growth markets

About Antech

Antech is a leader in veterinary diagnostics, driven by our passion for innovation that delivers better animal health outcomes. Our products and services span 90+ reference laboratories around the globe; in-house diagnostic laboratory instruments and consumables, including rapid assay diagnostic products and digital cytology services; local and cloud-based data services; practice information management software and related software and support; veterinary imaging and technology; veterinary professional education and training; and board-certified specialist support services.

Note to Search Firms/Agencies

Antech Diagnostics, Inc. and its subsidiaries and affiliates (Antech) do not compensate search firms for unsolicited assistance unless they have a written search agreement with Antech and the requisition is position-specific. Any resumes, curriculum vitae, and other unsolicited assistance from search firms that do not have a written search agreement or position-specific requisition submitted to any Associate of Antech will be deemed the sole property of Antech and no fee will be paid in the event the candidate is hired by Antech.