Operating VP, Pricing & Business Development in Mechanicsville, VA at Owens & Minor, Inc.

Date Posted: 7/30/2018

Job Snapshot

Job Description


Responsible for assessing new markets, analyzing business opportunities and establishing strategies and policies that drive profitable business growth.  Develops and maintains key business partnerships, externally, and with internal leadership teams in the effort to win and retain business.  Leads a core team of finance professionals responsible for working cross-functionally with business leaders to develop, evaluate and implement pricing strategies that help achieve business plan objectives of sales & profit growth and price competitiveness.  Also has accountability for advancing the pricing processes and methodologies through the integration of new tools and services, business intelligence and the application of continuous process optimization.


1.       Provides oversight to the development of pricing and profitability models in the effort to win/retain business while achieving the Company's financial goals.

2.       Leads the development of analytics, models and tools, guidelines and processes to enable timely and efficient pricing decisions.

3.       Continuously evaluates current pricing guidance methodologies, including customer segmentation analytics/modeling, and provides recommendations for improvements to advance our pricing and profitability goals.

4.       Conducts financial feasibility studies and develops proposals for new business opportunities.  Engages in contract negotiations, initiates and develops proposals and participates in deal closings.

5.       Recommends and implements effective processes, controls and reports to proactively monitor and manage potential margin deviations and business risk.

6.       Provides consultative pricing support across all business units.

7.       Leads market research and competitive intelligence gathering, and makes recommendations regarding pricing policies.

8.       Leverages processes and technologies to drive improved accuracy and timeliness of pricing solutions.

9.       Builds, develops and leads a high-performing, engaged and motivated team.

10.   Leads a team of finance professionals responsible for effectively partnering cross-functionally with leaders across all areas of the Company (including, but not limited to:  Sales, Operations, Marketing, Finance, Accounting, Legal, Customer Service, Category & Supplier Management) in order to develop and analyze customer business proposals that deliver profitable growth through effective pricing strategies.


1.       Ability to travel up to 20% of the time.

2.     Performs additional duties as directed.



  • Bachelor's degree in business, finance, marketing or related field, or equivalent work experience; MBA preferred
  • Minimum of 15+ years of experience in financial analysis and management, data analysis, pricing, strategy and team or project management


  • Proven leadership skills and the ability to positively influence others to achieve enterprise objectives
  • Strong organizational, analytical, and motivational skills with an ability to thrive in a fast-paced environment
  • Excellent communication skills (oral and written) and an ability to develop relationships at the executive level
  • Strong work ethic and possesses a "can do" attitude; ability to go beyond the call of duty and strive for "stretch" targets in their performance
  • Goal driven with a strong desire to make a positive impact/difference
  • Strong business acumen and a comfort interacting at all levels of the organization
  • Proven leader who has conceptualized, proposed, and executed strategic projects in conjunction with senior leaders
  • Ability to challenge conventional approaches and think outside the box

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