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VP Revenue Management

Stericycle | Bannockburn IL 60015 USA | Full Time | Posted: 07/31/2020

Job Descriptiontop

Position Purpose:

North American Stericycle business units (Hospital, National, and Independent accounts for both Healthcare and Shred-it) representing ~$2B in revenue. This role will also provide pricing oversight for our international business. This role drives the strategic initiatives for the Revenue Management team in all aspects revenue management including strategic pricing, rate cards/price setting, surcharge management, prevention of revenue leakage, governance processes, pricing approvals, pricing tools, price/promo management (limited), and revenue planning/forecasting.

Key Job Activities:

Leads and owns the existing deal review committee processes and works cross-functionally (e.g. Shared Services, Sales Operations) to ensure business initiatives and objectives are met. This role will also be a key senior leader to manage the MTQ transition as part of Monarch. This leader will work in close partnership with sales leadership, financial shared services, product management, and Go-To-Market marketing teams to ensure cohesion in the revenue management strategy.

Lead and manage deal review committee activity for enterprise-size customers across all business units (LQ, SIT, ESOL, and National SQ). This includes managing the pipeline of large deals, preparing analysis, developing pricing recommendations, and facilitating reviews with executive leadership along with sales teams/leadership

Develop strategy for and execute on surcharges and other revenue enhancing terms including potential charges aligned to customer value that we do not execute today (e.g. Equipment deposits, systematic charges for extra containers, etc.)

Conduct analysis and pilots to optimize rate cards for new business and retention for the SQ and SIT business. Partner with sales to optimize retention discounts

Monitor for and close sources of revenue leakage including IWSS/SMS volume/baseline adjustments, contract admin/billing gaps, missed surcharges/fees, and ensuring sales offers prices in compliance with approvals

Direct and manage the governance processes for pricing across the enterprise. Directly approve or delegate pricing approval for deals to his/her team to ensure independence from sales

Create and maintain metrics and KPIs to monitor quality of revenue.

Provide oversight to key IWSS reporting processes (e.g. IWSS portals).
Build and maintain tools for sales reps and sales management to analyze customer performance and assess success of pricing/commercial initiatives

Provide inputs to finance for revenue annual budgeting and quarterly revenue forecasting

Experience & Education Required:

•Education equivalent to a Master's degree in Sales, Marketing, or related field, preferably from a top tier institution
•Ten or more years of marketing, strategy, pricing, or other relevant business experience
•Five or more years of experience in commercial or strategic leadership roles
•Extensive experience with price management and ERP/CRM systems

Certifications and/or Licenses:

The above description is meant to provide a summary of the nature and level of work being performed; it should not be construed as an exhaustive list of all responsibilities, duties and requirements of the job or person. This document does not create an employment contract, implied or otherwise. Stericycle will consider requests for workplace accommodations for protected physical or mental limitations in accordance with its human resources policies and local laws.To the extent permissible under local law, and consistent with business necessity, Stericycle reserves the right to modify the content formally or informally, either verbally or in writing, at any time with or without advance notice.

Job Detailstop

Location Bannockburn, IL, 60015, United States
Categories Marketing/PR

Location Maptop

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Job Code 2602

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