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Director, Pricing Strategy & Contract Marketing

Req #: 18000806_en
Location: Deerfield, IL US
Job Category: Marketing
Date Posted: 4/5/2018 4:40:56 PM
Baxter International


Director, Pricing Strategy & Contract Marketing

Baxter International

Deerfield, IL

About Baxter

Baxter provides a broad portfolio of essential renal and hospital products, including home, acute and in-center dialysis; sterile IV solutions; infusion systems and devices; parenteral nutrition; surgery products and anesthetics; and pharmacy automation, software and services.

The company’s global footprint and the critical nature of its products and services play a key role in expanding access to healthcare in emerging and developed countries.

Baxter’s employees worldwide are building upon the company’s rich heritage of medical breakthroughs to advance the next generation of healthcare innovations that enable patient care.

Position Overview

  1. Drive overall price-setting strategy, process and impact for US Hospital Products $3.2B+ in annual revenue 
    • Own and maintain master price list, consider all price points (internal/external/redbook/competitive) and alignment with individual and overall business strategy, execute verbal pricing, DAC/WAC, 340B price changes
    • Full accountability for code-level pricing in working with product marketing management team; ensure value based pricing/differentiation, profit thresholds, product/mix strategies to deliver positive financial results
    • Ensure pricing level integrity across customers and coordinate with contracts to understand price roll timing and implications
    • New product launch pricing guidance and ownership
    • Measure and communicate to senior leaders pricing effectiveness and impact, scorecards to track key initiatives (gpo rolls, verbals, rebate programs, etc..), evaluate the balance between price/volume sensitives, coordinate with finance, national accounts and field sales leadership to quantify opportunities and risks
    • Challenge pricing exceptions effectively with field sales organizations, use data and analysis to support recommendations, consider corporate Baxter opportunities such as renal and advanced surgery
    • Consider reimbursement and market access factors into price setting processes
    • Facilitate pricing training for cross functions and product marketing teams
  2. Participate and lead in deal structure design and pricing process for GPOs and major national accounts/IDNs
    • Ensure alignment with business commercial strategy and financial commitments
    • Understand/incorporate GPO value-prop, IDN influences, emerging trends (consolidations, changes in membership)
    • Determine price levels, commitment levels, incentives to each GPO, evaluate/propose trade-offs, special programs, ensure win-win
    • Support sign up process with field sales through tools and analyst support
  3. Key leader in US Hospital Products, direct interface and collaboration with Senior Leadership Team, opportunities to lead cross hospital products initiatives such as competitive bed gains, net promoter score, cross business marketing programs and key customer messaging, additional leadership across business units to include Renal and Advanced Surgery, as well as cross functions such as Finance and Business Operations
  4. Direct and lead team of ~5 direct reports to drive key pricing initiatives, as well as customer level profitability analysis, develop team members and provide timely feedback
  5. Develop and automate pricing analysis and support tools – marketing, sales, national accounts, partner with operations where appropriate to inform, maximize and streamline pricing processes
  6. Liaison with marketing operations to drive OEM pricing levels and deals, consider manufacturing capacity effects/opportunities
  7. Work with legal to understand and adhere to new pricing guidelines and requirements


B.S. Marketing/Finance, MBA preferred. Experience in commercial business support role (marketing, finance).


Strong leadership, analytical and communication skills.


Knowledge/understanding of US Hospital Products lines of business. Pricing and contracting experience.


Aptitude and desire to coach and lead a team. 


Equal Employment Opportunity

Baxter is an equal opportunity employer. Baxter evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.

EEO is the Law
EEO is the law - Poster Supplement
Pay Transparency Policy

Reasonable Accommodations
Baxter is committed to working with and providing reasonable accommodations to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application or interview process, please send an e-mail to Americas_TTA@baxter.com and let us know the nature of your request along with your contact information.


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