Senior Manager- Strategic Pricing

BD; San Diego (CA); On-site; USD 146,000 - 234,000; Full time

Job summary

BD seeks a Senior Manager, Strategic Pricing to shape and execute pricing strategies across the Medication Management Solutions portfolio. The role partners with Sales, Marketing, Finance, Contracting, and Commercial Operations to drive profitable growth through data-driven pricing decisions.

The ideal candidate will bring healthcare commercial acumen, deep IDN/GPO experience, and the ability to develop a 3-5 year pricing roadmap while governing strategic deals and governance processes.

Qualifications

• 7+ years of experience in strategic pricing, sales operations, commercial operations, finance, marketing, or related commercial roles.
• Must have a BA in business, economics, or finance (MBA Preferred).
• Strong familiarity with the U.S. healthcare market, including IDNs, GPOs, contracting, and complex enterprise sales.
• Demonstrated ability to analyze complex business opportunities and translate data into clear commercial recommendations.
• Strong financial and business acumen with experience developing pricing models, scenarios, or business cases.
• Exceptional cross-functional collaboration, communication, and executive presentation skills.

Responsibilities

• Shape Pricing Strategy across products, solutions, and strategic customer segments.
• Translate market dynamics, customer needs, competitive intelligence, and financial insights into actionable pricing recommendations.
• Identify opportunities to strengthen pricing discipline, improve value capture, and enable sustainable growth.
• Partner with business leaders to align pricing strategies with MMS commercial objectives, growth priorities, and market trends.
• Develop and maintain a 3-5 year strategic pricing roadmap aligned to MMS growth ambitions, market evolution, customer needs, and competitive dynamics.
• Lead the development and implementation of value-based pricing strategies that align pricing with customer outcomes, operational efficiencies, and BD's differentiated value proposition.
• Assess pricing capabilities, tools, governance, and processes to identify opportunities for continuous improvement.
• Drive adoption of pricing best practices and scalable frameworks that improve commercial effectiveness across the organization.
• Partner with Sales and commercial leaders on pricing for large, complex IDN and GPO opportunities.
• Provide strategic guidance from opportunity development through proposal, negotiation, and contract execution.
• Develop business cases and scenario analyses that balance customer needs, competitive dynamics, and business objectives.
• Support executive decision making through clear recommendations and risk assessments on strategic commercial opportunities.
• Lead the pricing governance process for strategic customer opportunities and enterprise agreements.
• Establish pricing guardrails, approval thresholds, escalation pathways, and exception management processes.
• Review and approve pricing requests to ensure alignment with pricing strategy, profitability targets, and long-term business objectives.
• Evaluate pricing exceptions and ensure deviations from approved strategies are supported by clear business rationale, quantified financial impact, and strategic value.
• Monitor adherence to pricing policies and identify opportunities to improve consistency, discipline, and transparency in pricing decisions.
• Analyze pricing performance, customer trends, and commercial data to identify opportunities and risks.
• Collaborate cross-functionally with Sales, Finance, Marketing, Contracting, and Commercial Operations to drive alignment and execution.
• Develop executive-level insights and recommendations that influence pricing, growth, and profitability decisions.
• Help advance pricing tools, analytics, processes, governance, and capabilities across the organization.

Skills

Strategic pricing

Cross-functional collaboration

Executive communication

Pricing analytics

Scenario modeling

Deal governance

IDN/GPO pricing knowledge

Education

BA in business, economics, or finance

MBA preferred

Job description

We are the people who give possibilities purpose

BD is one of the largest global medical technology companies in the world. Advancing the world of health is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us—from design and engineering to the manufacturing and marketing of our billions of MedTech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities.

Job Description

We are seeking a commercially minded Senior Manager, Strategic Pricing to help shape and execute pricing strategies across our Medication Management Solutions portfolio. This role will partner closely with Sales, Marketing, Finance, Contracting, and Commercial Operations to develop pricing approaches that strengthen our competitive position, enable strategic customer partnerships, and drive profitable growth.

The ideal candidate brings strong healthcare commercial acumen, understands the complexity of IDNs and GPOs, and can turn data and market insights into clear pricing recommendations. This is an opportunity to influence some of our largest and most complex customer opportunities while helping evolve our broader pricing capabilities.

Beyond day-to-day pricing support, this leader will define and execute a 3-5 year strategic pricing roadmap that strengthens BD's pricing maturity, advances value-based pricing methodologies, and creates sustainable competitive advantage. The role will also own the governance and approval process for strategic commercial deals, ensuring pricing decisions align with established pricing strategies, profitability objectives, and business priorities.

Key Responsibilities

Shape Pricing Strategy:

• Develop and execute pricing strategies across products, solutions, and strategic customer segments.

• Translate market dynamics, customer needs, competitive intelligence, and financial insights into actionable pricing recommendations.

• Identify opportunities to strengthen pricing discipline, improve value capture, and enable sustainable growth.

• Partner with business leaders to align pricing strategies with MMS commercial objectives, growth priorities, and market trends.

Enable Strategic Deals:

• Develop and maintain a 3-5 year strategic pricing roadmap aligned to MMS growth ambitions, market evolution, customer needs, and competitive dynamics.

• Lead the development and implementation of value-based pricing strategies that align pricing with customer outcomes, operational efficiencies, and BD's differentiated value proposition.

• Assess pricing capabilities, tools, governance, and processes to identify opportunities for continuous improvement.

• Drive adoption of pricing best practices and scalable frameworks that improve commercial effectiveness across the organization.

Drive Insights & Collaboration:

• Partner with Sales and commercial leaders on pricing for large, complex IDN and GPO opportunities.

• Provide strategic guidance from opportunity development through proposal, negotiation, and contract execution.

• Develop business cases and scenario analyses that balance customer needs, competitive dynamics, and business objectives.

• Support executive decision making through clear recommendations and risk assessments on strategic commercial opportunities.

Own Pricing Governance & Deal Approval:

• Lead the pricing governance process for strategic customer opportunities and enterprise agreements.

• Establish pricing guardrails, approval thresholds, escalation pathways, and exception management processes.

• Review and approve pricing requests to ensure alignment with pricing strategy, profitability targets, and long-term business objectives.

• Evaluate pricing exceptions and ensure deviations from approved strategies are supported by clear business rationale, quantified financial impact, and strategic value.

• Monitor adherence to pricing policies and identify opportunities to improve consistency, discipline, and transparency in pricing decisions.

Drive Insights & Cross-Functional Collaboration:

• Analyze pricing performance, customer trends, and commercial data to identify opportunities and risks.

• Collaborate cross-functionally with Sales, Finance, Marketing, Contracting, and Commercial Operations to drive alignment and execution.

• Develop executive-level insights and recommendations that influence pricing, growth, and profitability decisions.

• Help advance pricing tools, analytics, processes, governance, and capabilities across the organization.

Qualifications:

• 7+ years of experience in strategic pricing, sales operations, commercial operations, finance, marketing, or related commercial roles.

• Must have a BA in business, economics, or finance (MBA Preferred)

• Strong familiarity with the U.S. healthcare market, including IDNs, GPOs, contracting, and complex enterprise sales.

• Demonstrated ability to analyze complex business opportunities and translate data into clear commercial recommendations.

• Strong financial and business acumen with experience developing pricing models, scenarios, or business cases.

• Exceptional cross-functional collaboration, communication, and executive presentation skills.

• Ability to influence decisions across multiple functions and levels of leadership.

What Success Looks Like:

• Improves win rates, revenue growth, and strategic account penetration through effective pricing strategies for complex enterprise opportunities.

• Delivers margin expansion, price realization, and deal profitability improvements through data-driven pricing decisions and business case development.

• Becomes a trusted commercial partner to Sales and executive leadership, influencing pricing decisions across the MMS portfolio.

• Builds scalable pricing capabilities that improve pricing consistency, approval efficiency, and value capture across the organization.

This role is designed for a trusted commercial partner who brings insight, discipline, and creativity to pricing decisions, helping teams compete more effectively on our most strategic opportunities while building stronger pricing capabilities for long-term growth.

At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.

For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.

Why Join Us?

To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.

We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face‑to‑face collaboration supports your learning, your progress, and your success.

To learn more about BD visit https://bd.com/careers.

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, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally protected characteristics.

Required Skills

Optional Skills

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Primary Work Location

USA CA - San Diego Bldg A&B

Additional Locations

Work Shift

At BD, we reward, support and develop our associates through our comprehensive Total Rewards program. We are committed to attracting and retaining high quality talent by providing reward and recognition opportunities that promote a performance-based culture, as well as a competitive package of compensation and benefits programs. You can learn more on our career site under "Our Commitment to You".

Our salary or hourly rate ranges reward associates fairly and competitively. We regularly review these ranges and factors, such as location, contribute to the range displayed.

Our pay is based on the role and the necessary skills and education to perform it successfully. The salary or hourly pay ranges are influenced by labor laws and Collective Bargaining Agreement (CBA) requirements applicable to the work location which may also affect the workplace arrangement of the role.

Salary Range Information

$146,000.00 - $233,600.00 USD Annual