Drive sustainable, profitable growth by leading pricing strategy, strengthening commercial execution, and embedding data-driven decision-making across the organization. Act as a trusted business partner to senior leadership, ensuring strong alignment between financial targets, commercial actions, and market opportunities.

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Key Responsibilities

1. Pricing Strategy & Governance

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- Develop and implement robust pricing strategies, frameworks, and policies

- Ensure consistency and discipline in pricing across regions and accounts

- Lead pricing reviews, approvals, and exception management processes

- Monitor price realization, discounting trends, and margin performance

2. Commercial Excellence

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- Design and continuously improve sales processes, tools, and ways of working

- Drive best practices and standardization across sales teams

- Enhance sales force effectiveness (targeting, segmentation, coverage models)

- Track and optimize sales KPIs and overall performance

3. Business Performance & Analytics

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- Analyze sales performance, profitability, and market dynamics

- Deliver actionable insights and recommendations to leadership

- Support forecasting and strategic planning cycles

- Identify growth opportunities and address performance gaps

4. Cross-Functional Leadership

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- Collaborate closely with Sales, Marketing, Finance, and Operations teams

- Ensure alignment between strategic objectives and field execution

- Act as a key interface between global strategy and local market needs

5. Commercial Policy & Compliance

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- Ensure full adherence to pricing policies, tender processes, and internal governance

- Mitigate risks in contracting and deal structuring

- Promote disciplined commercial practices across the organization

Success Metrics

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- Improvement in gross margin and price realization





- Reduction in discount variability

- Increased tender win rate and profitability

- Adoption of sales execution KPIs (e.g., CRM usage, pipeline discipline)

- Forecast accuracy and revenue quality

Qualifications

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- Degree in Business Management, Economics, Statistics, Engineering, or a related field

Skills & Competencies

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- Strong financial acumen, with a solid understanding of P&L; dynamics and margin drivers

- Strategic mindset with the ability to translate insights into actionable decisions

- Advanced analytical and problem-solving skills

- Ability to influence and challenge senior stakeholders with credibility

- Excellent communication, presentation, and interpersonal skills

- Strong negotiation capabilities

- Proven ability to operate in a matrix organization

- Ability to lead and influence cross-functional teams without direct authority

- Experience in pricing strategy and tender management

- Proficiency in Microsoft Office, CRM platforms, Power BI, and analytical tools

- Strong project management capabilities xysqume

- Deep understanding of market dynamics, customer segmentation, and competitor analysis

- Ability to articulate value propositions and drive adoption of new tools and processes

- Familiarity with structured selling methodologies (e.g., SPIN, Challenger, Miller Heiman)

Experience

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- Proven experience in pricing, tenders, or commercial strategy roles

- Background in Sales, Marketing, or Finance with strong cross-functional exposure

- Track record of driving profitability and improving commercial performance

- Experience in sales force effectiveness and commercial process improvement

- Strong experience with CRM systems for performance tracking and opportunity identification

- Experience in sales training and capability building is a plus

- Understanding of hospital procurement processes and complex healthcare environments

- Ability to influence both clinical and non-clinical stakeholders

- Experience in market analysis and translating insights into business actions

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📌 Comex and Pricing Manager - Vascular (Roma)
🏢 Abbott Laboratories
📍 Roma