Director, Commercial Pricing & Contract Management Strategy

Jobtailor; Charlotte (NC); On-site; USD 150,000 - 190,000; Full time

Job summary

Jobtailor is seeking a seasoned pricing and deal desk leader in Charlotte, NC to design and run the end-to-end pricing, contract management and deal governance for strategic opportunities. You will influence senior leaders and build scalable operating models while ensuring profitability and compliance across renewals and complex contracts.

The role requires deep analytics, multi-team collaboration, and a track record of delivering margin growth in B2B environments.

Qualifications

• Bachelor’s degree in business or related field; MBA preferred.
• Demonstrated leadership in pricing, contract management or deal desk.
• Strong analytical, modeling, and governance capabilities.

Responsibilities

• Build and lead the Deal Desk, contract management and pricing support capability.
• Define operating model, governance, workflows and performance measures.
• Develop tools, dashboards, and reporting across pricing, deal review, and renewals.
• Lead complex, non-standard opportunities and advise executives.
• Partner with Finance, Legal, Compliance and Commercial teams to optimize profitability.

Skills

Pricing Strategy

Contract Lifecycle Management

Deal Desk Operations

Financial Modeling

Rebate Structures

Margin Management

KPI Development

Dashboarding

Customer Profitability Models

Executive Presence

Influencing Skills

Communication Skills

Judgment

Education

Bachelor's Degree in Business

MBA or Advanced Degree Preferred

Tools

CRM

CPQ

CLM

ERP

Pricing Analytics

Reporting Tools

Job description

• Build and lead the Deal Desk, Contract Management, and related commercial pricing support capability
• Define the operating model, governance, team structure, workflows, and performance measures for pricing decisions, strategic deal execution, contract visibility, and profitable growth
• Build core workflows, tools, reporting, and handoffs across pricing, deal review, contract execution, and renewals
• Define roles, intake processes, approval workflows, escalation protocols, and governance forums
• Lead Deal Desk support for complex, non-standard opportunities
• Evaluate strategic deals for revenue, margin, customer value, rebate exposure, risk, and operational feasibility
• Provide recommendations to Commercial, Finance, Legal, Compliance, Pricing, and executive stakeholders
• Establish workflows and reporting for customer agreements after execution
• Track commitments, utilization, rebate performance, pricing compliance, profitability, renewal timing, and customer obligations
• Use insights to protect margin, reduce leakage, improve renewals, and inform future deal structures
• Partner with Finance on analytics for revenue impact, margin, customer profitability, rebates, price leakage, investment returns, and contract economics
• Translate insights into recommendations for commercial leaders and executive reviews
• Align Commercial, Finance, Legal, Compliance, Pricing, Customer Service, Operations, Analytics, and systems teams around shared processes and execution standards
• Serve as a senior advisor during strategic negotiations, customer business reviews, and complex commercial decisions
• Assess current capabilities and define the initial team structure
• Set priorities, KPIs, service standards, and performance expectations
• Improve workflows, documentation, handoffs, dashboards, reporting automation, and systems enablement
• Coach and develop the team to build capability, accountability, and succession readiness

Requirements

• 10+ years of progressive experience in pricing, contract management, deal desk, commercial finance, revenue management, sales operations, strategic accounts, commercial operations, or related commercial leadership functions
• Demonstrated experience leading teams, developing leaders, or managing multi-functional commercial operations through direct and matrixed influence
• Strong understanding of pricing strategy, deal governance, financial modeling, customer economics, contract lifecycle management, rebate structures, capital placement models, price realization, and margin management
• Executive presence and ability to influence senior leaders, simplify complex commercial and financial concepts, and drive alignment across a matrixed organization
• Experience partnering closely with Finance using analytics, profitability insights, forecasting inputs, customer economics, and investment returns to guide commercial decisions
• Proven ability to develop scalable operating models, governance frameworks, KPIs, dashboards, approval processes, and business review cadences
• Strong business acumen, analytical capability, communication skills, judgment, and ability to balance customer needs, growth, profitability, compliance, and operational execution
• Preferred: experience supporting complex B2B, healthcare, dental, medical device, DSO, strategic account, dealer/channel, institutional, or enterprise customer environments
• Preferred: experience with CRM, CPQ, CLM, ERP, pricing analytics, financial modeling, dashboarding, and reporting tools
• Preferred: experience developing customer profitability models, contract performance dashboards, executive business reviews, pricing policies, or commercial governance frameworks
• Preferred: experience supporting executive-level negotiations, customer business reviews, renewal strategy discussions, and cross-functional commercial decision forums
• Bachelor's degree in Business, Finance, Economics, Marketing, Supply Chain, or related field; MBA or advanced degree preferred
• Must be eligible to work in the country the position is based

Core Competencies

Demonstrates expertise in pricing strategy, contract management, and deal desk operations, with a strong focus on financial modeling, governance frameworks, and performance metrics. Proven ability to lead cross-functional teams and influence senior stakeholders to drive profitable growth and operational efficiency.

Highest-signal resume keywords

• Pricing Strategy
• Contract Management
• Deal Desk Operations
• Financial Modeling

  ATS Optimization Keywords

  Hard Skills

  • Pricing Strategy
  • Contract Lifecycle Management
  • Financial Modeling
  • Rebate Structures
  • Margin Management
  • Analytical Capability
  • KPI Development
  • Dashboarding
  • Business Review Cadences
  • Customer Profitability Models

  Soft Skills

  • Executive Presence
  • Influencing Skills
  • Communication Skills
  • Judgment
  • Analytical Capability

  Certifications & Qualifications

  • Bachelor's Degree in Business
  • MBA or Advanced Degree Preferred

  Industry Keywords

  • B2B
  • Healthcare
  • Dental
  • Medical Device
  • Strategic Accounts
  • Enterprise Customer

  Tools & Technologies

  • CRM
  • CPQ
  • CLM
  • ERP
  • Pricing Analytics
  • Reporting Tools