About Us

At Hawthorne Health, we believe that clinical research is the cornerstone of continuous improvement in healthcare. Clinical trials are about hope for patients of all ages and maladies, are the bedrock of medicine and innovation in healthcare, and their success is largely based on accessibility and patient experience.

We challenge convention, embrace creativity, and always keep the experiences for patients at the core of our endeavors. We believe that data is the valuable story of patient’s lives. Through the completeness of data, we see the full picture for individuals and communities. When protected and shared with trusted partners we increase opportunities and efficiencies of health care decisions for all. We believe that our team, our HERO community, and our technology solutions can make a significant contribution to the future of healthcare, making it more effective, less expensive and an all-around better experience for patients.

About the Role

The Senior Manager of Pricing & Sales Operations will be a key leader in advancing the pricing strategy for our clinical trial services, while also playing an essential role in the proposal and contract development process. This individual will lead the pricing efforts with clear direction, ensuring alignment with customer needs and company objectives, and supporting our sales team to drive revenue growth and customer success.

As a seasoned pricing professional, this person will be instrumental in developing competitive, data-driven pricing models, conducting in-depth market analysis, and providing expert pricing guidance to the sales team. They will work closely with cross-functional teams, including sales, operations, legal, and finance, to optimize our pricing strategies and maximize profitability.

This role is critical in supporting both our core business with existing enterprise clients and helping to expand our footprint with new customers. The ideal candidate will have a proven track record of success in pricing, proposals, and contract management, and will be passionate about enhancing the customer experience.

This person will report to the Chief Commercial Officer and will be a central figure in the commercial team, driving strategic pricing initiatives and delivering high-quality proposals and contracts that support our business goals.

Key Responsibilities

Pricing Strategy & Management

• Lead Pricing Strategy: Own the development and execution of the company’s pricing strategy for mobile clinical trial services, ensuring it aligns with business objectives, competitive positioning, and market trends.
• Market Research & Competitive Analysis: Conduct in-depth market research and competitive analysis to understand pricing trends and client expectations, using this information to drive pricing decisions and refine pricing models.
• Financial Modeling & Analysis: Build and maintain detailed financial models to evaluate pricing scenarios, forecast profitability, and assess pricing strategies’ impact on revenue and margins.
• Pricing Process Ownership: Oversee the end-to-end pricing process, from initial proposal creation to final pricing approval, ensuring consistency, accuracy, and alignment across all pricing proposals.
• Collaborative Cross-Functional Work: Partner with sales, operations, finance, and senior leadership to ensure pricing aligns with customer needs, internal cost structures, and strategic goals.
• Revenue Optimization: Work with the sales team to identify opportunities for margin improvement, including optimizing discounting strategies and exploring new revenue models.
• Pricing Tool Development: Develop and implement pricing tools and systems to streamline and automate pricing processes, ensuring efficiency and scalability.
• Compliance & Documentation: Ensure pricing models and proposals comply with internal policies, legal requirements, and contractual agreements.
• Reporting & Metrics: Monitor and report on key pricing metrics, including win rates, pricing performance, and competitive positioning, and provide regular updates to senior leadership.

Proposals & Contracts Support

• Proposal Development & Review: Collaborate with the sales team to develop pricing and financial components of client proposals, ensuring alignment with overall pricing strategy.
• Contract & Change Order Management: Provide expertise and support in the development and negotiation of contracts, change orders, and any adjustments to pricing during contract renewals or amendments.
• Client Relationship Management: Develop strong relationships with clients to understand their needs and ensure high-quality proposal deliverables, ensuring timely and accurate communication on contracts and pricing.
• Bid Support & Presentations: Participate in bid defense meetings and customer discussions to support the sales team with expert pricing insights and strategies.

Qualifications

• Education: Bachelor’s degree in Business, Finance, Life Sciences, or a related field; MBA or relevant advanced degree preferred.
• Experience:
• 5-7 years of experience in pricing, financial modeling, or strategic analysis, ideally in clinical trials, healthcare services, or life sciences.
• 3+ years of experience in proposal and contract management, including pricing components, ideally within the CRO (Contract Research Organization) or health tech industries.
• Proven track record of leading pricing strategy development, financial modeling, and proposals/contracts processes in complex service-based businesses.
• Experience working with both enterprise clients and new business proposals in a highly competitive environment.
• Skills:
• Advanced proficiency in pricing software tools (e.g., CPQ systems, Excel), financial modeling, and pricing analysis.
• Strong analytical skills with the ability to translate data into actionable pricing insights and recommendations.
• Expertise in the proposal and contract development lifecycle, with the ability to interpret and create budgets, pricing models, and contract terms.
• Exceptional verbal and written communication skills, with the ability to present complex pricing models and contract details to senior leadership and clients.
• Ability to work independently, manage multiple priorities, and collaborate effectively across departments.
• Strong organizational skills and high attention to detail.

To find out more about Hawthorne Health, visit: https://hawthornehealth.com