Pricing Director

Role Overview

• Develop and maintain strategic pricing models for clinical trial and medical imaging services based on industry trends, competitive benchmarking, and cost structures. Develop bill and cost rates for functional service providers (FSP) and full-service strategic pricing opportunities
• Ensure pricing strategies align with company profitability goals while remaining competitive in the market
• Leads pricing strategy development for emerging and innovative technologies, ensuring models reflect evolving market dynamics, regulatory considerations, and commercial potential while supporting early-stage product positioning
• Implement pricing structures based on project complexity, volume, and role-based discounts and advise on structures needed for discounting and rate creation for strategic accounts
• Conduct financial modeling and scenario analysis to assess pricing impacts
• Work closely with Sr. Director, FP&A to integrate pricing into revenue forecasting and margin analysis
• Enhance and oversee pricing tools, processes, and systems to improve efficiency and accuracy in pricing decisions. Collaborate with FP&A and Commercial to analyze commercial packages for sponsor deliverables
• Ensure pricing models are updated to reflect changes in cost structures, regulatory requirements, and market conditions
• Support automation and digital transformation initiatives in pricing analytics
• Generate department/functional area pricing guidelines, evaluate and review customer-requested rate changes, ensuring alignment with department pricing guidelines; escalate deviations as needed
• Collaborate with Operations, Sales, Proposals, and FP&A teams to establish sponsor-specific rates and pricing frameworks for strategic accounts
• Assist in negotiation analysis for high-value business opportunities, ensuring pricing aligns with customer-specific needs and internal profitability targets
• Support RFP responses by developing pricing scenarios and ensuring competitive positioning
• Analyze project costs and complexity to determine appropriate pricing tiers
• Assist in responses to RFPs (Requests for Proposals) and provide financial justifications for pricing decisions
• Track win/loss pricing trends to refine pricing strategies. Provide insights into pricing performance and recommend adjustments based on data trends
• Manage rate renewals and financial modeling for sponsor-specific rates while negotiating Master Service Agreements (MSAs)
• Monitor industry trends, competitor pricing, and market conditions; conduct competitor benchmarking to refine internal pricing models and identify market gaps
• Benchmark internal pricing strategies against competitors to maintain a competitive edge
• Improve and help manage pricing tools, workflows, and automation to enhance efficiency and accuracy
• Support digital transformation initiatives in pricing analytics and reporting
• Provide strategic insights into leadership based on pricing performance metrics
• Regularly update the strategic pricing competitive database with industry trends, sponsor-specific rate changes, and regulatory impacts on pricing

Requirements

• CRO experience preferred (or adjacent services-based pricing experience)
• Bachelor’s or master's degree
• Skilled in use of Excel spreadsheets, databases and/or data-mining software. Strong oral and written communication skills.
• Strong understanding of clinical trial pricing models, project cost structures, and financial analytics
• Experience in managing complex pricing strategies with multiple discount structures
• Experience with pricing tools, business intelligence platforms (e.g., Power BI, Tableau), and CRM systems
• 4 + years of related experience

Tech Stack

• Tableau