Pricing Associate Director, Waters Biosciences Division

About the role

The Pricing Associate Director, Waters Biosciences Division is responsible for driving pricing strategy, execution, and performance across the North America commercial organization. This role partners closely with Product Management, Sales, and Finance to deliver improved price realization, margin expansion, and profitable growth within the region. Reporting directly to Global Director of Pricing, Waters Biosciences Division with dotted line reporting to Finance Director, North America, Waters Biosciences Division, the Associate Director translates global and enterprise pricing strategies into actionable region-specific initiatives, while also leading critical pricing capabilities-including deal desk operations, list price and discount strategy, performance management, and pricing analytics. This role balances strategic leadership with hands-on execution, ensuring disciplined and consistent pricing and deal practices across the U.S. and Canadian markets.

Responsibilities

• Regional Pricing Strategy & Execution
• Lead execution of pricing strategy for the North America region aligned with global pricing principles and division objectives.
• Adapt global frameworks to reflect US and Canada market dynamics, customer segments, and competitive landscape.
• Drive initiatives to improve price realization, revenue quality, and margin performance.
• Partner closely with Sales leadership to embed pricing discipline in commercial execution.
• Deal Desk Leadership & Commercial Support
• Lead the North America Deal Desk, providing structured pricing and commercial support for complex, high-value, or non-standard deals.
• Establish and enforce deal governance, including approval workflows, escalation paths, and compliance with pricing guardrails.
• Partner with Sales, Finance, and Legal (as needed) to structure deals that optimize profitability while remaining competitive.
• Develop standardized deal frameworks (bundling, discounting, contract structures) to improve speed, consistency, and outcomes.
• Monitor deal performance and identify trends to inform pricing strategy and policy improvements.
• Discount Optimization
• Develop and implement region-specific discount guidance models based on segmentation and willingness to pay.
• Improve discount governance, discipline, and consistency across the sales organization.
• Align discounting practices with margin and profitability targets.
• Regional Pricing Governance
• Ensure adherence to global pricing policies, guardrails, and approval processes within the region
• Act as the key liaison between region commercial team and Global/Enterprise Pricing leadership.
• Support pricing governance, compliance tracking, and audit readiness.
• Pricing Analytics & Performance Management
• Lead region pricing analytics, including price realization, discounting trends, and margin impact.
• Develop and maintain standardized KPIs as a regional "single source of truth."
• Drive quarterly business reviews with actionable insights and performance tracking.
• Training & Commercial Enablement
• Develop and deliver pricing and deal desk training across Sales, Product Management, and Finance.
• Build capabilities in negotiation, value selling, and deal structuring.
• Promote best practices and continuous improvement across the organization.
• Market & Competitive Insights
• Monitor region market conditions, competitive pricing, and macroeconomic factors.
• Conduct scenario modeling and provide insights to inform pricing and deal stra

Benefits

Additional Information

As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters' innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters' passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide. We are the people who give possibilities purpose BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it's no small feat. It takes the imagination and passion of all of us-from design and engineering to the manufacturing and marketing of our billions of MedTech products per year-to look at the impossible and find transformative solutions that turn dreams into possibilities. Job Description

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