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Click here or scroll down to respond to this candidateCandidate's Name
Philadelphia Metro Area (Street Address ) EMAIL AVAILABLEPHONE NUMBER AVAILABLE LINKEDIN LINK AVAILABLEDIRECTOR OF GLOBAL PRICINGResults-driven Director of Global Pricing with decades of expertise in pricing, operations, and finance, primarily within healthcare, public sector, commercial, and financial industries. Skilled in leading complex business unit turnarounds, optimizing operational efficiencies, and managing large-scale outsourcing, software, and services offerings. Adept at delivering strategic pricing solutions that drive profitability while adhering to federal acquisition regulations and government pricing guidelines. Known for fostering collaboration across cross-functional teams, with strong executive presentation skills and the ability to influence key stakeholders. Holds an MBA in Finance and a proven track record of implementing innovative solutions to streamline processes and enhance financial outcomes. Core competencies include:Strategic Pricing & Operations Federal & State Government Contracts (FAR) Business Unit Turnaround & Optimization Team Leadership & Development Financial Modeling & Analysis Proposal Development & Contract Negotiations Competitive Benchmarking & Market Analysis Pricing Strategy for SaaS & Outsourcing Cross Functional Collaboration Executive Stakeholder Engagement Cost-Volume-Profit (CVP) Analysis Process Improvement & StandardizationPROFESSIONAL EXPERIENCEIQVIA HEALTH SYSTEMS, Collegeville, PADirector Global Services Pricing 4/2011 5/2024Implemented an Outsourcing pricing, proposal development and contracting process, based on generally accepted Industry standards, which was adopted on a corporate-wide. IQVIA is a $15 billion company and the leader in Healthcare Marketing Data Analytics and Consulting.Created an Outsourcing 101 curriculum, training Executive Management and all internal Project and Finance personnel. Process used for large-scale, complex proposals for large clientsDeveloped a standardized operating income cash flow comparison model when leveraging existing Data contracts to drive incremental services revenue. Resulted in development of an equilibrium, or breakeven point to determine optimal product discounts/ services revenue tradeoffs between as is vs. to be alternatives.Project Lead for the development of a comprehensive on-line, end to end, services pricing and approval system for evaluating all new business opportunities.Continuously improved the throughput of deals quarterly to over 1,500 of all sizes currently. Previously IQVIA had processed approvals through Excel spreadsheets and e-mail, with no database capabilities.Established Pricing calculation tools for newly acquired, newly developed IQVIA software-as-a-service (SaaS) product offerings.Developed framework methodology for testing and analyzing price levels for these same newly acquired offerings, testing the following: direct competitor, internal/ external comparative, internal business case, discount capacity and client ROI price/gross margin thresholds as part of this process.Project Lead for the annual list price review process to determine optimal price points across all IQVIA data and services offerings globally from 2012 through 2023 resulting in increased annual revenues each yearDeveloped a standard Work Breakdown Schedule (WBS) template and methodology for disciplined management of all internal Global pricing initiatives.COMPUTER SCIENCES CORPORATION (CSC) Newark, DEPricing Director 2/2008 4/2011Responsible for leading and coordinating a pricing team of approximately fifteen (15) individuals in both the United States and Canada, working in the outsourcing market. CSC is a $15 billion company and a leader in global consulting, systems integration and outsourcing. CSC's mission is to provide customers in industry and government with solutions crafted to meet their strategic goals and enable them to profit from the advanced use of technology.Duties include participating in Opportunity review calls to assign appropriate pricing resources, training and development of junior/new pricing team members, and participating in development of proposals and bid strategies.Conducted bi-weekly communication/training sessions to address staffing of critical proposal resource needs and to improve communication and readiness within a geographically fragmented organization, improving efficiency and achieving workload balance.Development of pricing and strategy for several large Outsourcing wins, and direct participation in contract negotiations with the respective clients.Knowledge and proper application of accounting and finance concepts in effectively pricing outsourcing opportunities so that P&L and balance sheet goals of the corporation are met.Project managed an initiative with Gartner Group to develop pre-bid competitive price benchmarks which were critical in helping CSC in two (2) new business awards.Primary source of knowledge within the organization regarding benchmarking and competitive analysis. Performed roughly a dozen benchmarking studies.Developed client credit analysis approach and methodology adopted corporate-wide.Leadership role on Multiple Corporate-sponsored internal projects and initiatives.UNISYS CORPORATION, Reston, VADirector of Finance/Pricing Operations Federal Systems Division 3/2006 2/2008Conducted operational assessment of department gauging effectiveness and readiness in meeting federal government requirements (GSA and DCAA audits) regarding policies and procedures.The outcome resulted in co-leading the development and implementation of a new Contracts and Pricing reporting information system (CAPRi), based on MS.net architecture. Total timeframe from project concept through final implementation was six (6) months, which was ahead of schedule and significantly under budget.The new system allows Unisys FS to track and manage proposals from concept through contract close-out, providing real time management reporting information as well as web-enablement of documents and forms, while also providing Unisys the ability to be compliant with Government audit requirements. Received Gold recognition award for this effort.Executed the Pricing improvement initiative (or Pi2), designed to improve the quality and flow of information among disparate systems, from the initial project estimating stage through final pricing and contract negotiation, enabling consistency and accuracy of financial data.A significant portion of this project involved reducing the amount of data inputs (keystrokes), required from the various teams (solutions, sales, etc.) throughout the proposal process, creating standardized models and templates touching on project cost estimating (Basis of Estimates), quality control and pricing with the intention of moving data more quickly across the enterprise in a more cost-effective manner. Received Gold recognition award for this effort.Spearheaded effort to qualify Unisys FS for certification under the Homeland Security Presidential Directive 12 (or HSPD-12) program.Efforts included working with contracts, procurement and vendor groups in negotiating terms, conditions and rates as well as development of the overall program budget.Developed a pro-forma business model to ensure that established program prices would achieve acceptable return on investment targets for the corporation given cost constraints. Received Gold recognition award for this effort.Developed pro-forma business case and sales strategy for a third party owned, security-based, software product. Efforts included development of an ROI based pricing strategy, competitive benchmarking, and CVP (Cost Volume Profit) analysis in determining (i) appropriate negotiating strategy with vendor, (ii) appropriate channel strategy (i.e. Managed Service vs. Turnkey solution), and (iii) appropriate competitive price points.Tasked with special projects requiring financial expertise.One such project was the negotiation of a buyout of a multi-million project for the United Nations, owned at the time by Unisys and purchased by IBM.Able to sort out some complicated cashflow issues in IBMs offer to Unisys and restructure the deal so that it was acceptable to Unisys senior management on an IRR/ROI basis. The deal was able to close on 12/31/07 thereby allowing for profit and cash to be recognized within the 2007 calendar year.AVAYA, Basking Ridge, NKStrategic Pricing Manager 3/2005 2/2006Conducted analysis of Avayas Special Bids Excel database, uncovering the following information: (i) customer decision-making dynamics re: win/loss and buying rationale, (ii) potential excess discounting due to lack of competitive analysis and internal controls, and (iii) disjointed and inconsistent discount policies with respect to new vs. existing customers.Prior to work, Avaya had been building the database, with no apparent use, and requiring sales to take an inordinate amount of time to populate this database from which no information was being used or was being used incorrectly.Led a six-sigma project to evaluate the overall effectiveness of the companys pricing approval process. The key deliverable showed an overabundance of small dollar (<$350k), low discount (<40%), high margin (>70%) deals flowing into the review process tying up critical resources with a detrimental ROI impact. Result was creation of a pilot implementation for an automated approval process for deals meeting certain size, margin, discount thresholds, thereby reducing the number of bids flowing into the process by an estimated 20% annually.Provided a framework to perform ROI analysis on various pricing review processes within the company through analysis of requested discounts vs. approved discounts. As a result of my efforts, empirical data showed that only a very small number of deal requests (~5%) were being modified in any material way by our pricing group. This activity provided solid foundation to begin to provide financial justification for consolidation of multiple review processes worldwide.Developed a pro-forma business case to quarterback new product through initial stages of development cycle, providing prototype pricing through initial concept stages. Developed prices based on competitive feature /function (matrix) analysis vs. comparable products.ENSCO, Springfield, VADirector of Strategic Pricing 8/2003 3/2005Served as de-facto Program Manager for third party CRM product, creating fully allocated business plan and development of overall sales and marketing strategy. ENSCO, Inc. provides engineering, science and advanced technology solutions for the defense, security, transportation, environment, aerospace, and intelligent automation industries. ENSCO is an $85 million, 700-person, privately owned corporation headquartered in Falls Church, Va.Conducted market research and competitive analysis, as well as developed pricing structures for subscription-based and turnkey sales. Also developed commission and discount incentive structures for direct and indirect sales channels and created and negotiated reseller agreements.Spearheaded effort to identify and implement commercial of the shelf (COTS) pricing software package on an enterprise-wide basis. Performed feature/function comparison and financial analysis demonstrating savings and return on investment justification to company President. Performed Pilot of chosen product and provided full scale implementation planning for eventual rollout.Implemented new lifecycle review process for software products in conjunction with product groups. In short time, multiple products went through various phases of this process, developing a fully allocated pricing strategy for each.Established a company-wide methodology to develop standard software product pricing using numerous pricing approaches including One-Time Charge (OTC), usage related (transaction-based), and subscription-based software licensing plans.Developed Cost-Volume-Profit (Breakeven) and Return on Investment (ROI) models to measure impact of fixed/variable costs, and variable software pricing levels, against R&D investment.Performed significant analysis with respect to direct Competitor and Industry environments, developing competitive analysis template (matrix) in Excel to provide feature/ function comparison.Developed standard contractual agreements for software (end-user, private label & subscription) and support services.Developed currency hedging strategies for several international transactions, demonstrating ability to reduce risk and protect profit. One such transaction resulted in a potential $100k+ positive cashflow benefit to the Company by adopting my recommendation.Provided target profit metrics for all existing projects for bonus planning.ADDITIONAL PROFESSIONAL EXPERIENCEUNISYS CORPORATION, Director of Pricing/Business Operations & Director of Business Operations/Information Services Group & Pricing ManagerEDUCATIONMaster of Business Administration (MBA) in FinanceBachelor of Science (BS) in Business AdministrationLa Salle University, Philadelphia, PAVOLUNTEERING & INVOLVEMENTServed three (3) years as President of Warrington AA football, w/$100k+ annual budget, tripling number of program participants and building Community interest in the program through sponsorships, etc. Also served one year as Vice President.Served as President of Doylestown AA Girls softball.Served on Board of Warrington and Doylestown Youth AAs for two (2) years.Conducted football clinics with local High School football coaches to raise funds for Ronald McDonald House.Board member of St. Athanasius Church Alumni, Philadelphia Pa. Personally sponsor a website that helps to raise scholarship money for underprivileged inner-city children as well as for Veterans causes.TECHNICAL EXPERTISEFinancial Modeling Tools & Systems, Pricing Calculation Tools, MS.NET Architecture, CAPRi Pricing System, SaaS Pricing Methodologies, Competitive Analysis Software, Enterprise Resource Planning (ERP), Microsoft Office Suite (Excel, PowerPoint, Word), Project Management Tools, Data Management & Reporting Tools, CRM and ERP Systems Development, ROI & Breakeven Analysis |
