Director, Commercial Pricing & Contract Management Strategy

About the Role

Dentsply Sirona, the world’s largest manufacturer of professional dental products and technologies, is seeking a Director of Commercial Pricing & Contract Management Strategy in Charlotte, NC. The role will build and lead the Deal Desk, Contract Management, and related commercial pricing support capability. The incumbent must reside in Charlotte, NC or be willing to relocate.

Key Responsibilities

• Define and implement the Commercial Pricing and Contract Management operating model, including governance, workflows, tools, reporting, and performance measures.
• Establish Deal Desk governance and provide strategic support for complex, non‑standard opportunities, evaluating revenue, margin, customer value, rebate exposure, risk, and operational feasibility.
• Create contract performance and renewal discipline through workflows and reporting that track commitments, utilization, rebate performance, pricing compliance, profitability, renewal timing, and customer obligations.
• Partner with Finance to develop analytics on revenue impact, margin, customer profitability, rebates, price leakage, investment returns, and contract economics, translating insights into actionable recommendations.
• Lead cross‑functional governance and stakeholder alignment across Commercial, Finance, Legal, Compliance, Pricing, Customer Service, Operations, Analytics, and systems teams.
• Assess current capabilities, define the initial team structure, set priorities, KPIs, service standards, and performance expectations; coach and develop the team for capability, accountability, and succession readiness.

Qualifications

• 10+ years of progressive experience in pricing, contract management, deal desk, commercial finance, revenue management, sales operations, strategic accounts, or related commercial leadership functions.
• Proven experience leading teams and influencing multi‑functional commercial operations through direct and matrixed authority.
• Deep understanding of pricing strategy, deal governance, financial modeling, customer economics, contract lifecycle management, rebate structures, capital placement models, price realization, and margin management.
• Executive presence with the ability to influence senior leaders, simplify complex commercial and financial concepts, and drive alignment across a matrixed organization.
• Strong partnership experience with Finance to use analytics, profitability insights, forecasting inputs, and investment returns to guide commercial decisions.
• Demonstrated ability to develop scalable operating models, governance frameworks, KPIs, dashboards, approval processes, and business review cadences.
• Excellent business acumen, analytical capability, communication skills, judgment, and the ability to balance customer needs, growth, profitability, compliance, and operational execution.
• Preferred: Experience supporting complex B2B, healthcare, dental, medical device, DSO, strategic account, dealer/channel, institutional, or enterprise customer environments.
• Preferred: Proficiency with CRM, CPQ, CLM, ERP, pricing analytics, financial modeling, dashboarding, and reporting tools.
• Preferred: Experience developing customer profitability models, contract performance dashboards, executive business reviews, pricing policies, or commercial governance frameworks.
• Preferred: Experience supporting executive‑level negotiations, customer business reviews, renewal strategy discussions, and cross‑functional commercial decision forums.
• Bachelor’s degree in Business, Finance, Economics, Marketing, Supply Chain, or related field; MBA or advanced degree preferred.

Leadership Behaviors

• Inspires Vision & Purpose
• Grows & Develops Others
• Leverages Business Acumen
• Drives Execution Excellence
• Quality Begins with Me Mindset
• Cultivates Innovation
• Instills Customer Focus Mindset

Compensation

The base salary and target annual incentive for this role in Charlotte, NC is between $250,000 and $287,500+, with eligibility to participate in Dentsply Sirona’s Long‑Term Incentive program. Actual compensation is influenced by factors such as skill set, experience, and specific office location.