Pricing Associate Director, Waters Biosciences Division

Pricing Associate Director, Waters Biosciences Division

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

Reporting directly to Global Director of Pricing, Waters Biosciences Division with dotted line reporting to Finance Director, North America, Waters Biosciences Division, the Associate Director translates global and enterprise pricing strategies into actionable region-specific initiatives, while also leading critical pricing capabilitiesincluding deal desk operations, list price and discount strategy, performance management, and pricing analytics. This role balances strategic leadership with hands-on execution, ensuring disciplined and consistent pricing and deal practices across the U.S. and Canadian markets.

Key Responsibilities

• Lead execution of pricing strategy for the North America region aligned with global pricing principles and division objectives.
• Adapt global frameworks to reflect US 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.
• Partner 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 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.
• 810+ years of experience required 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 strongly preferred.
• Strong experience in pricing strategy, discount optimization, and value-based pricing strongly preferred.
• Demonstrated ability to influence Sales leadership and drive commercial discipline required.
• Strong analytical skills with ability to translate data into actionable insights required.
• Solid financial acumen including P&L and deal-level profitability required.
• Experience with pricing tools, CPQ systems, or deal workflow platforms preferred.

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