About Press Ganey:

Job Description

Press Ganey’s Director, Deal Desk & Pricing provides support to the Sales & Growth Team through pricing strategy, deal design, proposal development, and pipeline analytics. The role is critical to our pursuit of new business from existing clients and new logo accounts in the U.S. healthcare market, supporting Market Presidents, Vice Presidents and Managing Directors across the company’s provider and payer markets.

Duties And Responsibilities

The Director, Deal Desk & Pricing ( Internal Title Director, Sales Operations )must be extremely detail-oriented with MS Excel and Salesforce, and will be able to manipulate raw data, prepare customer models, apply/uphold pricing standards, analyze customer historical financial data, and update current pricing lists. Duties and Responsibilities include:

Support growth and sales team members in determining response to proposal/pricing requests.
Support Growth & Sales leadership to identify process improvement.
Support development of internal customer profile/account plans
Create process documentation for key role responsibilities.
Provide analysis and insights to support key business initiatives.
Assist in responding to RFPs, RFIs, RFQs
Manage SFDC Cases and deal trackers.
Regularly interface with key stakeholders to discuss current and upcoming deals in order to proactively manage strategic reviews
Manage opportunities through the approval workflow, ensuring adherence to the Approval Matrix
Identify and provide Sales with targeted training on a regular basis based on observations and feedback
Ensure adherence to our quote to contract processes & policies
Streamline and automate the process for non-standard deal approvals, thresholds and rules, approver roles and responsibilities, approval routing and workflow design, automated exception alerting and communications, and the creation of a hierarchy of special terms, tips/techniques and recommended workarounds.
Identify potential training needs and coordinate with internal teams to develop and deliver sales enablement tools.
Participate in the integration planning and pricing for new lines of business (e.g., platform, software, services)
Work with teammates and management to identify best practices for fulfilling nonstandard deals
Assess, communicate, and document key financial risks and/or identify opportunities for deal strategy improvement
Provide customer-facing quotes and update customer pricing templates
Provide timely, insightful, and relevant analysis of deal financials to enable revenue forecasting and accounting processes
Gain a comprehensive knowledge of Press Ganey product lines and services, the competitive environment, and the healthcare market to better support cross-functional initiatives and provide recommendations
Assist with strategic thinking around new product offerings and pricing models
Participate in the development and implementation of process improvements and supporting tools
Key resource reviewing and approving all non-standard pricing requests.
Manage all deal flow process from the time a signed contract is received from the customer to the hand-off to Implementation Team Work with Finance to ensure all deals have the appropriate documentation
Provide recommendations to management on the profitability, viability and strategic nature of specific deals
Capturing key internal business trends regionally including competitive positioning, product sales within regions, average discounts, win/loss analysis, and other key market insights and trends
Develop strong relationship that can be transferred across the business, this is vital as the first point of contact for many separate business units including
Work in partnership between Growth & Sales and Finance to ensure the company is reaching its overall goals in regard to profitability, margin and market share
Building, editing & trouble-shooting quotes/agreements
Work with teammates and management to identify best practices for fulfilling nonstandard deals and process improvement opportunities
Conducts and coordinates financial, market, operational and related research to support strategic pricing, discounting and overall guidance for the large account sales team
Analyze customer buying patterns and compare to similar industry segments in order to optimize customer programs and solution packages
Identify buying trends which can influence business decisions.

Qualifications

Required skills for The Director, Deal Desk & Pricing include:

MS Excel
Prior experience with modeling and analysis
Salesforce.com CRM Solution
End to end Quote to revenue process.

Desired experience for the Director, Deal Desk & Pricing includes:

Responsible for monthly/quarterly releases of the model
End user support and training of the same
Deliver periodic end-user training of pricing updates and template use to sales.
Demonstrate strong oral and written communication skills, strong documentation skills
Demonstrate ability to support transactions, reconciliations and process changes
Ability to meet deadlines and efficiently interact with various groups across the company
Support quarterly business review development and execution.
Demonstrate ability to influence and work collaboratively at all levels of the organization, be comfortable advising senior sales management on key deals to support the business

Education

Bachelor’s degree in finance, Business, Business Studies, Economics, Accounting, Business/Administration, Marketing

Minimum 5+ years’ experience in software or related industry
Master’s degree is preferred.
Healthcare experience is preferred.
Sales Operations or Sales Analyst background is a plus.

Special Working Conditions

The Director, Deal Desk & Pricing is a remote position based in the U.S. There is an expectation for periodic domestic travel to include business meetings and internal strategy sessions at Press Ganey offices.

All positions at Press Ganey require an applicant who has accepted an offer to undergo a background check. The specific checks are based on the nature of the position. Background checks may include some or all of the following: SSN/SIN validation, education verification, employment verification, and criminal check, search against global sanctions and government watch lists, fingerprint verification, credit check, and/or drug test. By applying for a position with Press Ganey, you understand that you will be required to undergo a background check should you be made an offer. You also understand that the offer is contingent upon successful completion of the background check and results consistent with Press Ganey's employment policies. You will be notified during the hiring process which checks are required for the position.

Press Ganey Associates LLC is an Equal Employment Opportunity/Affirmative Action employer and well committed to a diverse workforce. We do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, veteran status, and basis of disability or any other federal, state or local protected class.

Pay Transparency Non-Discrimination Notice – Press Ganey will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information.

The expected base salary for this position ranges from $ 125,000 to $ 150,000. It is not typical for offers to be made at or near the top of the range. Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, licensure or certifications obtained. Market and organizational factors are also considered. In addition to base salary and a competitive benefits package, successful candidates are eligible to receive a discretionary bonus or commission tied to achieved results.

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