PRICING STRATEGY, OPTIMIZATION & MARGIN REMEDIATION
• Partner with product and commercial teams to understand customer value derived from solutions.
• SKU lifecycle management. Work with all teams to support induction and phase out of SKUs.
• Product catalog maintenance to increase efficiency in total order management function.
• Pricing consistency by aligning disparate pricing models. Enhance package and bundle options.
• Measure customer/product profitability for all channels. Pricing changes integrated into current process.

SALES OPERATIONS, DEAL DESK & PRICING PROCESS
• Partner and engage with sales, product, revenue recognition and legal.
• Build-out or maintenance of current deal structuring and approval process.
• Implementation of CPQ and CLM. Standardization of pricing and contracting items.
• Assessment of current roles and responsibilities with Sales Ops best practice recommendations.
• Salesforce opportunity flow and management.
• Change management training

• Pivoted to SaaS healthcare software and services. (Payer, Provider, Membership, Patient Charts, etc.)
• Partnered with product management to simplify and standardize pricing metrics across the product suite. Documented changes and with support to all downstream teams to ensure lead to cash alignment.
• Simplified pricing and contracting operational documents and processes throughout an organization with tremendous resistance and pushback from unaligned departments.
• Increased time to signature for deals. Drove scale and speed throughout the lead to cash process.

• Drove incremental pricing projects across a 16B+ organization (price floors, guidance, competitive pricing, E&O).
• Utilized relationship management at both the leadership and ground levels to implement positive process change.
• Results include record sales growth along with +300 bps aggregate YoY margin increase.

• Trusted adviser on pricing, profitability, business terms and solutions.
• Developed clear discount approvals, profitability guidelines and financial governance for deals.
• Creation of annual pricing review process for over 400 National Account, State and Government contracts.
• Constant communication between Contract Administration, Deal Desk, Sales and Customer Admin teams to effectively implement term and pricing changes to our customers.
• Led the restructure of the company P&L to be inclusive of enhanced metrics enabling our sales team to focus their customer discussions on total cost of ownership vs. only price or volume.
• Increased workload effectiveness for the team by streamlining reporting and analysis tools.
• Results include margin expansion from implementing standard workflow processes holding both sales and operations to a higher degree of accountability.