Director of Price Management, EMEA

Rejoignez Henry Schein France et devenez un acteur clé de la santé bucco-dentaire en France !

Depuis plus de 30 ans, Henry Schein France est le leader national de la distribution de solutions, matériels et consommables destinés aux professionnels de la santé bucco-dentaire.

Bien plus qu’un distributeur, nous accompagnons nos clients à chaque étape de leurs projets — financement, formation, aménagement de cabinets, maintenance et innovation technologique.

Portée par plus de 500 collaborateurs engagés partout en France, notre mission est claire : améliorer la qualité des soins et soutenir les professionnels de santé dans leur quotidien.

The Director of Price Management, EMEA will play a key role supporting the Vice President North West EMEA & Commercial Development in driving stronger commercial outcomes through enhanced governance, execution, and smart use of pricing tools.

This role is resposnbile for developing, and ensuring strategic alignment of, the EMEA Pricing Strategy As part of this responsibility the post holder will work closely with local leadership teams to ensure the deployment and adoption of the EMEA regional pricing tool and associated  best-in-class price management practices across the region.

A significant focus of the role will be to scale and embed systems, refining pricing in line with strategic aims, working cross functionally and throughout EMEA with commercial, finance and IT Teamsto ensure optimal and effective adoptiona and execution of the Pricing Strategy.

KEY RESPONSIBILITIES: 

1. Lead regional pricing tool implementation aligned to strategy

• Design and deliver the implementation plan and market roll-out of Henry Schein’s pricing tool across EMEA
• Ensure tool configuration and workflows align with the overall pricing strategy, including list prices, discounts, approvals, rebates, chargebacks etc.
• Partner with IT and country leaders to tailor deployment by market maturity and commercial needs
• Drive training, onboarding, and change management across local teams to ensure adoption and correct usage

2. Evolve price management function & ways of working

• Refine the operating model across central, regional, and local pricing teams clarifying decision rights, handoffs, and interfaces
• Enhance existing pricing governance (guardrails, policies, process documentation) and ensure they are operationalised through tools and team behaviours
• Strengthen the end-to-end deal, tender, and pricing approval processes with tools and oversight

3. Drive regional execution & support

• Oversee execution of recuring pricing activities (e.g., list price reviews, price rounds, campaign pricing)
• Support local teams with complex pricing situations (strategic tenders, large contracts) to ensure compliance, profitability, and competitiveness

4. Develop team & enablement

• Build and lead a high-performing regional pricing team, with roles in central coordination, analytics, and country support
• Build capabilities in margin analytics, tool proficiency, and deal pricing at both regional and country level

5. Monitor, optimise, & report

• Use dashboards and KPIs to track tool adoption, pricing discipline, and gross-to-net impact across markets
• Champion data quality, automation, and feedback loops to continuously improve pricing processes and systems

• Meeting company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work-related tasks in a manner that follows all Company policies and procedures including Worldwide Business Standards.
• Adhering to Company policies, procedures, and directives regarding standards of workplace behaviour in completing job duties and assignments.

SCOPE: 

Role delivers significant strategic-level impact on sales and gross profit results.  Expected to operate autonomously within area of responsibility and is fully accountable for meeting objectives.

COMPLEXITY: 

Requires in-depth knowledge of business strategy, business and financial planning, data analysis, marketplace assessment, advanced brand management principles, and knowledge of dentistry/categories/products.  Requires significant conceptualizing, reasoning, critical thinking, interpretation and collaboration skills in a matrix environment.

INTERACTION: 

Collaborate with wide group of stakeholders including local commercial, sales, marketing fiancne and IT teams along side senior leadership

MINIMUM WORK EXPERIENCE: 

• 8+ years in pricing, commercial operations, or revenue management
• Proven experience implementing or scaling pricing tools aligned to pricing strategy
• Proven experience implementing or scaling pricing tools aligned to pricing strategy
• Proven experience & ability to lead cross-functional teams and influence in matrix structures

PREFERRED EDUCATION: 

Bachelors required; MBA preferred

GENERAL SKILLS & COMPETENCIES: 

• Strong process mindset, with hands-on skill in pricing execution

• Management and leadership skills and ability to motivate, inspire, and develop team members for high performance
• Excellent conceptual skills
• Outstanding verbal and written communication skills and ability to resolve disputes effectively
• Strong presentation and public speaking skills
• Independent decision making, analysis and problem-solving skills
• Understand, interpret and act on financial information and data that contributes to business results and profitability
• Ability to influence, build relationships, understand organizational complexities, manage conflict and navigate politics
• Adapt and lead change initiatives

SPECIFIC DESIRABLE KNOWLEDGE & SKILLS: 

• Beneficial to have experience of Healthcare business to business environments
• Experience with pricing tools such as PROS, Pricefx, Vistex or equivalents
• Experience with own-brand and branded product dynamics
• Background in healthcare B2B industries
• Familiarity with European reimbursement, tendering, or compliance environments

PERFORMANCE REQUIREMENTS: 

TSM must demonstrate professional behavior and should consistently be at the high-end of meets expectations or consistently exceed expectations.

TRAVEL / PHYSICAL DEMANDS:

Regular travel required throughout EMEA, less than 30% of total time.

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Nous croyons au pouvoir des talents, des idées et de la passion pour créer des expériences uniques et bâtir des relations de confiance durables. La diversité des parcours, des perspectives et des personnalités fait notre richesse — et notre force collective.

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