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

Overview

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.

Key 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 strategies.

Qualifications

• Bachelor’s degree in Business, Finance, Economics, Data Analytics, or related field required; MBA preferred.

• 8–10+ years of experience required in B2B pricing, deal desk, commercial strategy, or finance within a matrix environment.

• Proven experience supporting or leading deal desk or complex deal structuring in a commercial environment strongly preferred.

• Strong experience in pricing strategy, discount optimization, and value-based pricing strongly preferred.

• Demonstrated ability to influence Sales leadership and drive commercial discipline required.

• Strong analytical skills with ability to translate data into actionable insights required.

• Solid financial acumen including P&L and deal-level profitability required.

• Experience with pricing tools, CPQ systems, or deal workflow platforms preferred.

Core Competencies

• Strong business and financial acumen

• Advanced analytical and problem-solving capabilities

• Ability to influence commercial decisions and outcomes

• Strong stakeholder management across Sales, Finance, and Product teams

• Excellent communication and negotiation skills

• Ability to balance speed, competitiveness, and governance in deal environments

At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.

For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.

Why Join Us?

To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.

We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.

To learn more about BD visit https://bd.com/careers.

Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally protected characteristics.

Required Skills

Optional Skills

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Primary Work Location

USA CA - San Diego (BDB)

Additional Locations

USA CA - Milpitas 135

Work Shift

At BD, we reward, support and develop our associates through our comprehensive Total Rewards program. We are committed to attracting and retaining high quality talent by providing reward and recognition opportunities that promote a performance-based culture, as well as a competitive package of compensation and benefits programs. You can learn more on our career site under "Our Commitment to You."

Our salary or hourly rate ranges reward associates fairly and competitively. We regularly review these ranges and factors, such as location, contribute to the range displayed.

Our pay is based on the role and the necessary skills and education to perform it successfully. The salary or hourly rate offered is determined by the role's specific requirements, including any applicable step rate pay system at the work location. Salary or hourly pay ranges are influenced by labor laws and Collective Bargaining Agreement (CBA) requirements applicable to the work location which may also affect the workplace arrangement of the role.

Salary Range Information