Pricing Associate Director, Waters Biosciences Division

BD; Milpitas (CA); On-site; USD 120,000 - 150,000; Full time

Job summary

BD is seeking a Pricing Associate Director to drive pricing strategy execution and performance for the Waters Biosciences Division in California. This role requires collaboration with Sales, Product Management, and Finance to enhance price realization and margin expansion.

Candidates should have a Bachelor’s degree in a related field, with 8-10 years of B2B pricing experience and strong analytical skills. The position comes with a competitive salary and opportunities for growth.

Qualifications

• 8–10+ years of experience in B2B pricing, deal desk, or commercial strategy.
• Proven experience supporting complex deal structuring.
• Strong analytical skills to translate data into insights.

Responsibilities

• Lead execution of pricing strategy for North America.
• Drive initiatives for price realization and margin performance.
• Establish deal governance and compliance within the region.

Skills

B2B pricing

Deal desk management

Commercial strategy

Financial analysis

Discount optimization

Value-based pricing

Analytical skills

Education

Bachelor’s degree in Business, Finance, or related field

MBA preferred

Tools

Pricing tools

CPQ systems

Job description

Pricing Associate Director – Waters Biosciences Division is responsible for driving pricing strategy, execution, and performance across the North America commercial organization. The role partners closely with Product Management, Sales, and Finance to deliver improved price realization, margin expansion, and profitable growth.

Key Responsibilities

• Lead execution of pricing strategy for the North America region, aligning with global pricing principles and division objectives.
• Adapt global frameworks to reflect U.S. and Canada market dynamics, customer segments, and competitive landscape.
• Drive initiatives to improve price realization, revenue quality, and margin performance.
• Partner closely with Sales leadership to embed pricing discipline in commercial execution.
• Lead the North America Deal Desk, providing structured pricing and commercial support for complex, high‑value, or non‑standard deals.
• Establish and enforce deal governance, including approval workflows, escalation paths, and compliance with pricing guardrails.
• Collaborate with Sales, Finance, and Legal (as needed) to structure deals that optimize profitability while remaining competitive.
• Develop standardized deal frameworks (bundling, discounting, contract structures) to improve speed, consistency, and outcomes.
• Monitor deal performance and identify trends to inform pricing strategy and policy improvements.
• Develop and implement region‑specific discount guidance models based on segmentation and willingness to pay.
• Improve discount governance, discipline, and consistency across the sales organization.
• Align discounting practices with margin and profitability targets.
• Ensure adherence to global pricing policies, guardrails, and approval processes within the region.
• Act as the key liaison between the region commercial team and Global/Enterprise Pricing leadership.
• Support pricing governance, compliance tracking, and audit readiness.
• Lead region pricing analytics, including price realization, discounting trends, and margin impact.
• Develop and maintain standardized KPIs as a regional “single source of truth.”
• Drive quarterly business reviews with actionable insights and performance tracking.
• Develop and deliver pricing and deal desk training across Sales, Product Management, and Finance.
• Build capabilities in negotiation, value selling, and deal structuring.
• Promote best practices and continuous improvement across the organization.
• Monitor region market conditions, competitive pricing, and macroeconomic factors.
• Conduct scenario modeling and provide insights to inform pricing and deal strategies.

Qualifications

• Bachelor’s degree in Business, Finance, Economics, Data Analytics, or related field required; MBA preferred.
• 8–10+ years of experience in B2B pricing, deal desk, commercial strategy, or finance within a matrix environment.
• Proven experience supporting or leading deal desk or complex deal structuring in a commercial environment.
• Strong experience in pricing strategy, discount optimization, and value‑based pricing.
• Demonstrated ability to influence Sales leadership and drive commercial discipline.
• Strong analytical skills with the ability to translate data into actionable insights.
• Solid financial acumen, including P&L and deal‑level profitability.
• Experience with pricing tools, CPQ systems, or deal workflow platforms.

Core Competencies

• Strong business and financial acumen
• Advanced analytical and problem‑solving capabilities
• Ability to influence commercial decisions and outcomes
• Strong stakeholder management across Sales, Finance, and Product teams
• Excellent communication and negotiation skills
• Ability to balance speed, competitiveness, and governance in deal environments

Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectionate or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally protected characteristics.

Primary Work Location: USA CA - San Diego (BDB)