Director, Pricing

About the role

The Director of Pricing will lead the Pricing function, driving strategic pricing decisions that support profitable growth, competitive positioning, and successful product commercialization. Reporting to the Senior Vice President, Sales & Marketing, this role oversees pricing strategy, financial modeling, bid governance, and analytics across the portfolio. The Director of Pricing partners closely with Sales, Finance, Commercial Operations, and Leadership to evaluate new business opportunities, respond to market dynamics, and optimize gross‑to‑net performance. This role is both strategic and hands‑on—owning the vision for pricing while ensuring precise execution across systems, processes, and people.

Glenmark is a global leader in the development and commercialization of generic drugs of the highest quality and value. Established in 2003 as a North American subsidiary of Glenmark Pharmaceuticals, the company launched its first generic product in January 2005 and has become one of the leading generic organizations in the United States. Leveraging industry expertise, Glenmark continues to expand into specialty branded and innovative products aimed at improving patients’ lives.

Responsibilities

• Lead and develop the Pricing team, setting clear priorities, performance expectations, and strategic direction
• Suggest pricing strategy across customers, products, and channels to maximize profitability, market share, and long‑term value
• Oversee the development of financial models, pricing scenarios, and launch strategies for new and existing products
• Ensure timely, accurate, and competitive responses to customer RFPs, ROFRs, bids, and other commercial proposals
• Partner with Sales to capture pricing intelligence, assess competitive dynamics, and support new business opportunities
• Proactively recommend price actions based on market trends, customer behavior, and portfolio performance
• Conduct customer‑ and product‑level pricing analyses to mitigate pricing exposure while maintaining targeted share
• Ensure pricing accuracy across systems, minimizing pricing discrepancies, chargeback exposure, and operational errors
• Develop and maintain a comprehensive database of historical bids, including outcomes, learnings, and win/loss insights
• Drive the advancement of pricing analytics and reporting tools to improve decision‑making, visibility, and performance tracking
• Serve as a key stakeholder in gross‑to‑net management, ensuring alignment between pricing strategy and financial outcomes

Qualifications

Education: Bachelor’s Degree required; MBA or advanced business degree preferred.

Experience: 7+ years’ experience of generic pharmaceutical managerial experience within the pricing organization of a mid to large level company.

Skills

• Deep understanding of the U.S. generic pharmaceutical market and the strategic role of pricing
• Strong expertise in gross‑to‑net concepts, including chargebacks, rebates, and pricing compliance
• Advanced analytical skills with strong proficiency in Excel and pricing/ERP systems (SAP, Model N, Power BI)
• Experience working with Salesforce would be an added advantage
• Excellent verbal and written communication skills, with the ability to influence cross‑functional stakeholders
• Highly detail‑oriented, organized, and analytical, with a balance of strategic thinking and execution