Senior Director, Commercial Pricing Strategy - Transcatheter Heart Valve

Make a meaningful difference to patients around the world. Driven by a passion to help patients live healthier and more productive lives, our Sales teams embrace Edwards Lifesciences’ values to build trusting, lasting relationships with medical professionals and industry partners. Your insight and dedication will help deepen and broaden clinical knowledge of our company’s innovative technologies, while creating connections between providers and teams across our businesses to ensure patients receive the highest quality of care.

Aortic stenosis impacts millions of people globally, yet it often remains under-diagnosed and undertreated. Edwards’ groundbreaking work in transcatheter aortic heart valve replacement (TAVR) pioneered an innovative, life-changing solution for patients by offering heart valve replacement without the need for open heart surgery. Our Transcatheter Heart Valve (THV) business unit continues to partner with cardiologists and clinical teams to transform patient care with devices supported by clinical evidence. It’s our driving force to help patients live longer and healthier lives. Join us and be part of our inspiring journey.

The Senior Director of Commercial Pricing Strategy will oversee development of the commercial pricing strategy for the US THV Sales organization in collaboration with field sales leaders, internal commercial teams, and key customer stakeholders. This role will focus on driving value and consulting across all parties to navigate deals between accounts and align resources to address customer needs by facilitating connections, relationships and executing value-based strategic programs.

*This role can be based remote within the US; but will require frequent travel up to 40%

How you will make an impact:

• Develop sustainable strategic relationships with customers across the national market healthcare executives, service line leaders and clinicians at targeted accounts to identify clinical quality improvement opportunities that can be impacted by Edwards’ solutions, driving program sales and share of mind for Edwards Lifesciences.
• Mitigate/eliminate risk, direct and communicate highly complex strategies for pricing, recalls, inventory backorder, and E&O (Expiration and Obsolescence) and negotiate with internal and external parties.
• Align internal commercial and customer resources to address customer needs and ensure successful integration and adoption of selected solutions to targeted customers.
• Plan and direct strategic activities including prioritizing and selecting appropriate projects with overall responsibility for meeting business objectives. Lead in identifying risk, developing complex mitigation strategies, best practices, alternative solutions, resolving issues in collaboration with cross functional and/or matrix teams. Develop the narrative/story to communicate complex strategies and execution plans to internal key stakeholders and provide solutions to complex opportunities.
• Provide recommendations, identify, gain buy-in from, and present findings to senior management in support of new projects, initiatives, and/or programs. Prepare, analyze and implement program pricing terms and conditions.
• Flexible with where candidate is based. Travel can be up to 40%.

What you'll need (Required):

• Bachelor's Degree in related field and 14 years of previous related experience or Master's Degree or in related field and 12 years of previous related experience

What else we look for (Preferred):

• Ability to build strong business acumen to represent the entire business value proposition required
• Ability to think strategically and demonstrate high degree of initiative and emotional intelligence
• Ability to be effective in selling value proposition of Edwards and its products and solutions
• Customer engagement skills to conduct business planning activities and reviews with customer base, field sales and support organizations and Edwards counterparts is required
• Ability to understand customer needs and apply appropriate solutions
• Proven successful project management skills
• Proficient in Microsoft Office Suite and related tools and systems
• Excellent documentation and communication skills and interpersonal relationship skills including negotiating and relationship management skills with ability to drive achievement of objectives
• Demonstrated ability to influence management with key provider decision makers
• Ability to develop and integrate metrics into the projects and operations that clearly demonstrate the value and effectiveness of discounting programs and inventory management to the business
• Serve as core partner to senior leaders in Business Units, Functional Groups, and Regions
• Expert knowledge in business planning, and financial models with ability to utilize financial tools and total spend analysis
• Expert understanding of pricing strategy procedures while looking beyond existing methodologies and own discipline to define and resolve complex problems
• Expert understanding of related aspects of pricing strategy processes and/or systems, including financial mechanism that relates to pricing discounting
• Experience with Healthcare provider data management platforms and IT organizations preferred
• Ability to interact professionally with all organizational levels
• Ability to manage competing priorities in a fast-paced environment
• Consult in program setting within multiple areas, deeper or more dedicated advisory role, interfacing with more senior management
• Adhere to all company rules and requirements (e.g., pandemic protocols, Environmental Health & Safety rules) and take adequate control measures in preventing injuries to themselves and others as well as to the protection of environment and prevention of pollution under their span of influence/control

Aligning our overall business objectives with performance, we offer competitive salaries, performance-based incentives, and a wide variety of benefits programs to address the diverse individual needs of our employees and their families.

For California (CA), the base pay range for this position is $159,000 to $214,000 (highly experienced).

The pay for the successful candidate will depend on various factors (e.g., qualifications, education, prior experience).  Applications will be accepted while this position is posted on our Careers website.   

Edwards is an Equal Opportunity/Affirmative Action employer including protected Veterans and individuals with disabilities.

COVID Vaccination Requirement

Edwards is committed to protecting our vulnerable patients and the healthcare providers who are treating them. As such, all patient-facing and in-hospital positions require COVID-19 vaccination. If hired into a covered role, as a condition of employment, you will be required to submit proof that you have been vaccinated for COVID-19, unless you request and are granted a medical or religious accommodation for exemption from the vaccination requirement. This vaccination requirement does not apply in locations where it is prohibited by law to impose vaccination.