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Covance Director Strategic Pricing in Indianapolis, Indiana

Job Overview:

These are the specific areas of accountability requiring decisions or delivery of results.

  • Line management responsibilities for the strategic pricing group

  • Review of assigned budgets for the proper rate card, inflation, currency exchange and other MSA terms (Includes flow business and assigned strategic clients) or as back up to Senior Director, Strategic Pricing

  • Triage of opportunities within the Strategic Pricing team, including flow business and strategic accounts.

  • Can be delegated to team members as appropriate

  • Strategic review and challenge of budgets prior to and during Challenge Call for assigned budgets

  • Approval of reduced rate card structures and bottom line discount schemes

  • Develop and negotiate commercial terms strategies (bonus / penalty, inflation concessions, etc.) including cross business unit partnership deals

  • May also include leading a new tool build up or collaborating with the applicable team members to drive a more innovative approach

  • Manage ongoing partnership relationship and commercial term structures

  • Attend and participate in internal review and prep meetings (Strategy calls, Challenge Calls, BD prep, Commercial Prep, etc.)

  • Attend customer meetings, as applicable

  • Develop presentations and present for Deal Review / Executive Sign-off calls as necessary

  • Consistently review and approve pre-verbal award budgets with possible commercial components (within threshold of approval) and potential payment schedules and terms requests

  • On an ad-hoc basis, review and approve post-verbal award commercial requests (change order concessions, payment schedule/terms with certain ranges or day sales outstanding, and potential bonus/penalty provisions, etc.)

  • Lead department initiatives and drive the progress of the team on those initiatives and across the organization

  • MSA negotiation for commercial terms section

  • Other duties as assigned


Bachelor’s degree required in related field

Experience: Minimum Required:

Minimum 15 years

  • Applicable minimum years of experience in budget and/or text development, or an equivalent combination of education and CRO/pharma/other related experience to successfully perform the essential job duties

  • Excellent customer service skills, attention to detail and ability to be persistent while maintaining tact

  • Demonstrated computer skills – requires excellent MS Office experience (specifically Excel, Word, Outlook)

  • Knowledge of proposal management software applications (e.g.,, Qvidian, Proposal Automation applications) is preferred

  • Demonstrated text editing and writing skills (based on business unit and/or team expectations)

  • Demonstrated ability to plan, multi-task and prioritize

  • Demonstrated teamwork, communication (written and verbal), and organizational skills

  • Proven ability to work independently

  • Ability to work to deadlines

  • Strong analytical skills

  • Ability to communicate appropriately and effectively with internal stakeholders, clients and Covance senior management

  • Positive attitude and sense of urgency

  • Ability to work across Covance Business Units

  • Ability to provide limited team management activities

  • Ability to work irregular and/or extended hours as needed to meet the client’s proposal deadline.

Covance is committed to diversity in the workplace and is an equal opportunity employer (Minority/Female/Individual with Disability/Veteran/Sexual Orientation/Gender Identity). Your confidentiality and privacy are important to us.