Director, Strategic Pricing & Value

About Company:

Join Our Team at HuFriedyGroup – Innovating Excellence in Dental Instrument Manufacturing

HuFriedyGroup is a leading manufacturer of dental instruments and infection prevention products. Our 10,000-plus products, hand-crafted by highly skilled artisans, are known for their precision, performance, longevity, reliability, and quality. To help dental professionals be The Best in Practice, HuFriedyGroup provides a unique combination of world class products, value-added services, clinical education, and dental community platforms that result in superior clinician performance and enhanced safety for dental professionals and their patients. Working at HuFriedyGroup is so much more than a job, as every employee has a part in driving and supporting the organization’s inspirational vision to be a global force in advancing dental performance through Best-In-Practice dentistry that improves lives around the world.

About the Role:

The Director, Strategic Pricing & Value is responsible for the development and governance of the company’s global pricing and value capture strategy. This role oversees pricing processes, governance, performance management, and tracking – to ensure that pricing supports profitable growth, commercial excellence, and market competitiveness. The Strategic Pricing and Value Director partners cross functionally with Sales, Marketing, Finance, Product Management, and Operations to drive disciplined pricing decisions, improve margin realization, and build scalable pricing capabilities across the organization.

Responsibilities:

1. Pricing Strategy & Architecture

• Develop and maintain a comprehensive pricing strategy aligned with the company’s strategic objectives, market dynamics, and value proposition.
• Conduct annual price-value mapping across critical elements of the portfolio
• Establish list price architecture, price corridors, and pricing frameworks across product lines, customer segments, and channels; minimize grey-market arbitrage via alignment of corridors and channel pricing
• Lead competitive pricing analysis, customer segmentation, and willingness to pay assessments.
• Evaluate opportunities for premium, parity, and value-based pricing models.

2. Price Setting & Governance

• Manage the end-to-end value assessment and creation process, including annual price reviews, new product pricing, and strategic price adjustments.
• Define pricing policies, approval thresholds, and decision rights for the organization.
• Ensure disciplined application of pricing guidelines across regions, channels, and sales teams.
• Establish and lead an Enterprise Pricing Committee – to include Finance, Legal, Sales, and International – to manage pricing policy, process, and escalations. 

3. Support Price Implementation & Deal Management

• Develop and optimize discounting structures, rebate programs, and deal level pricing guidance.
• Provide pricing support for major customer negotiations.
• Partner with the Commercial team on pricing for DSOs and other Enterprise Accounts to increase win rate without sacrificing profitability unnecessarily
• Implement and oversee pricing tools, quoting workflows, and escalation processes.
• Reduce margin leakage through structured analysis of discounts, chargebacks, credits, and exceptions.

4. Pricing Analytics & Performance Management

• Build and lead a data-driven pricing analytics capability.
• Monitor pricing performance, price leakage, and net price realization; identify root causes of leakage and coordinate countermeasures
• Establish dashboards, KPIs, and regular reviews to track pricing effectiveness.
• Identify and prioritize pricing improvement opportunities across products, customers, and channels.
• Codify competitive intelligence approach and feed the results into the annual planning process

5. Cross Functional Leadership & Collaboration

• Consult with Sales to align pricing execution with sales motions and customer strategies.
• Consult with Finance on price “getting” / execution, forecasting, impact modeling, and business cases for pricing actions.
• Consult with Product Management to ensure pricing reflects product value, lifecycle stage, and competitiveness; suggest pricing options for products and categories identified as “Harvest” in the portfolio management framework
• Consult with Operations and IT to ensure data quality, system readiness, and accurate price deployment.

6. Capability Building & Change Management

• Lead organization wide training on pricing principles, tools, and policies.
• Drive adoption of pricing processes and data driven decision making.
• Foster a culture of pricing discipline, continuous improvement, and commercial accountability.

Minimum Qualifications:

• Bachelor’s degree in Business, Finance, Economics, or a related field.
• 8-10+ years of cross-functional commercial experience in pricing, marketing, product management, sales, pricing, revenue management, commercial strategy or finance experience
• Proven leadership in developing and executing pricing strategies in a B2B environment
• Strong analytical skills, with experience using pricing analytics, modeling, and performance dashboards
• Demonstrated ability to influence senior leaders and drive cross functional initiatives
• Experience with pricing systems or tools (e.g. Vendavo, PROS, Zilliant, Periscope, or similar)
• Ability to simplify complex data and communicate actionable insights

Preferred Qualifications:

• Experience in MedTech or equivalent B2B2C channel environments
• Understanding of value-mapping, margin waterfall analysis, and contract/commercial terms
• MBA or advanced degree in Business, Finance, Economics or related field
• Management consulting experience in pricing would be a differentiator
• Team leadership experience, including building new capabilities or functions

Skills:

The required skills enable the Director to analyze complex data sets and market trends to develop pricing strategies that optimize profitability and customer value. Strong leadership and communication skills are essential for collaborating with diverse teams and driving alignment on pricing initiatives. Analytical proficiency allows for the creation of financial models that forecast the impact of pricing decisions and support strategic planning. Skills such as experience with advanced pricing software enhance the ability to implement dynamic pricing solutions and automate value assessments. Together, these skills ensure the Director can lead pricing strategy development that is both innovative and grounded in rigorous analysis.

Equal Employment Opportunity & Accessibility Statement

HuFriedyGroup is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We prohibit discrimination and harassment of any kind based on race, color, religion, age, gender, national origin, disability status, genetics, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

If you require reasonable accommodations to apply for a position, participate in the recruitment process, or perform essential job functions, please contact us at 773-868-5534. We are committed to supporting you throughout your journey with HuFriedyGroup!