Pricing & Sales Enablement Coach

A career with MilliporeSigma is an ongoing journey of discovery: our 58,000 people are shaping how the world lives, works and plays through next generation advancements in Healthcare, Life Science and Electronics.

For more than 350 years and across the world we have passionately pursued our curiosity to find novel and vibrant ways of enhancing the lives of others.

MilliporeSigma is a business of Merck KGaA, Darmstadt, Germany.

Your role:
The Pricing (Customer Specific Pricing -CSP) & Sales Enablement Coach is responsible for coaching the Applied North America Sales Team on structuring customer specific pricing (CSP) agreements; on to turn pipeline management analytics into actionable insights.

In particular, the Pricing & Sales Enablement Coach will be responsible for making recommendations on: structuring & pricing for CSP agreements (per a predefined scope) &
coaching sales team members on the negotiation with the customer & the agreement implementation process.
Coaching regional sales management & sales team members on turning pipeline management analytics into actionable insight
This role is both strategic & analytical, working with sales team to drive better pricing agreement outcomes, higher margins & purchase volumes; to monitor & turn analytics insight to actionable to ensure pipeline health
– ultimately gaining market share & achieving revenue goals.

This role reports to the Head of Sales Enablement, Applied Solutions with dotted line accountability to the Global CSP Program Manager in the Global Pricing team.
IMPACT: Impacts a range of important sales, operational, or project activities for the Applied sales organization & within the Applied SE organization.

Guides & influences peers & middle management regarding customer specific pricing agreements, other general pricing challenges (as appropriate).

Affects the results within own discipline & contributes to the strategic & technical direction of the sales teams & the SE team.

Also contributes to the strategic & operational decision making in the greater SE organization.

Impacts the performance of closely related SE teams through the quality, accuracy & timeliness of the team results given the interdependent nature of the work.

COMPLEXITY: Leads (with &/or without formal authority) professional employees in N.

America &/or support/service/operations managers to solve problems of medium to high complexity.

Adapts operational plans & priorities to address resource & (short-term) operational needs.

ACCOUNTABILITY/ INDEPENDENCE: Accountable for the quality of on-going activities/processes.

Receives guidance from Head of SE.

Responsible for day-to-day management, setting objectives, coaching & developing employees, supports the determination of reward outcomes (when appropriate).

Acts as a senior advisor & mentor within the team & may even serve as best practice resource within own discipline or as technical expert on cross-functional teams or projects.

May lead medium to larger sized team &/or projects.
CSP Agreement-Level Pricing Guidance & Coaching:
Collaborates with sales to create pricing agreements for high volume customers with annual spend over $250K as well as select smaller but strategic opportunity customers.
Leverages pricing impact analysis to inform new CSP agreements & renewal of existing agreements.
Makes recommendations on the structure & discount levels in CSP agreements based on insight into historical customer price & spend, customer segment & industry trends, product margins & strategic priorities in collaboration with the CSP Program Manager.
Coaches sales on CSP process, B2B pricing implementation & agreement execution.

Provides sales with strategies & credible arguments to support the negotiation process & for driving customer acceptance of pricing agreements.

Socializes & trains sales team on pricing agreement & negotiation best practices, as influenced/directed by the CSP program manager.
Drive successful, more profitable, higher volume CSP agreements with top customers.
Contributes to price-stickiness through CSP renewals
CSP Program-Level Analysis:
Analyzes CSP agreements in aggregate to understand & pricing trends by product SKU, product hierarchy & customer segment in collaboration with the CSP Program Manager.

Analyzes the potential impact of various CSP pricing strategies on profitability & sales volume.
Responsible for measuring & evaluating the success of the implemented agreements relative to the business case initially negotiated at regular intervals & suggesting course correction.
Monitors competitive, industry, & customer segment pricing trends in order to create competitively positioned CSPs.

Provides sales & sales leadership with analysis of & recommendations for CSP pricing effectiveness, as influenced by the CSP program manager
CSP Agreement Approvals
As part of the approval workflow, the CSP Pricing Coach reviews & approves pricing agreements when discount level is above seller & first line sales manager approval levels.
Ensures pricing agreements are profitable & discount levels are justified as directed/approved by Sales Leadership
CSP Insights & Governance
Provides insights to Sales, Global & Regional Pricing Teams, & other pricing stakeholders to inform CSP pricing governance, pricing tools effectiveness, data stewardship, & CSP process improvement.

Supports the design & implementation of technological tools & solutions for pricing effectiveness.
Adhere to the guidelines & processes as defined & maintained by the Global CSP Program manager
Has a pulse on pricing trends, market intelligence, opportunities for improvement to inform pricing strategy & pricing priorities
Pipeline Management Coaching
Coach Regional Pipeline Management of opportunities, LDA’s, & headwinds for Pipeline Health & Development
Negotiation Training w/ L&D Team, Regional Director Coaching, Individual Team Breakout etc as Needed to Support Commercial Teams
Who you are:
Minimum qualfications:
Bachelor’s degree in business, finance, marketing, statistics or economics.
3-5 years of experience in sales, pricing analytics, finance, or corporate strategy-based role in a B2B environment.

Must have experience negotiating large-scale contracts.

Preferred qualifications:
Life Science industry experience a plus.

Data-driven with strong analytical skills, deriving insight from complex data sets & multiple data sources.

Demonstrated proficiency in Excel & BI reporting tools.

Experience with Tableau, SFDC & SAP preferred.
Clear understanding of sales process & customer purchasing psychology.

Strong written & verbal communication skills with demonstrated ability to translate complex data into actionable strategies & tactics.
Ability to influence & collaborate effectively with cross-functional partners including sales, marketing, strategy & operational teams
Attention to detail & proven organizational & time management skills.

Maintains SLAs on turnaround times, if appropriate.
What we offer: With us, there are always opportunities to break new ground.

We empower you to fulfil your ambitions, and our diverse businesses offer various career moves to seek new horizons.

We trust you with responsibility early on and support you to draw your own career map that is responsive to your aspirations and priorities in life.

Join us and bring your curiosity to life!
Curious?

Apply and find more information at https://jobs.vibrantm.com
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No employee or applicant for employment will be discriminated against on the basis of race, color, religion, age, sex, sexual orientation, national origin, ancestry, disability, military or veteran status, genetic information, gender identity, transgender status, marital status, or any other classification protected by applicable federal, state, or local law.

This policy of Equal Employment Opportunity applies to all policies and programs relating to recruitment and hiring, promotion, compensation, benefits, discipline, termination, and all other terms and conditions of employment.

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