Position Summary

The Director of Pricing is the enterprise-wide leader responsible for designing, governing, and executing Ethos Veterinary Health’s pricing strategy across our specialty and emergency hospital portfolio. This role will ensure our pricing architecture is data-driven, market-responsive, and aligned with organizational financial goals and patient access considerations.

The Director will lead and mature a centralized pricing function that delivers clear frameworks, competitive insights, pricing governance, and scalable tools. They will oversee the full lifecycle of pricing—from strategy and methodology design to implementation, communication, and performance monitoring.

This role requires a senior leader who can operate at both strategic and operational levels, influence executives and hospital leaders, and manage complex pricing initiatives that often span clinical, operational, financial, and technology domains.

Key Responsibilities

Enterprise Pricing Strategy & Governance:

• Sets and drives the pricing strategy for the entire Ethos portfolio, including annual price adjustments, mid-year cycles, value-based pricing, and pricing for new services.
• Establish and maintain a pricing governance model that ensures consistency, transparency, and disciplined decision-making.
• Develop frameworks and methodologies that guide hospital-level pricing decisions.
• Anticipate competitive and economic trends; proactively recommend pricing actions to Leadership Team.

Cross-Functional Collaboration & Stakeholder Communication:

• Serve as the primary pricing advisor to Field Operations Leaders, Hospital Leadership Teams (HLT), and Medical Operations Leadership.
• Drive alignment among clinical, financial, and operational partners on pricing strategy and change management.
• Oversee the creation of communication materials for hospitals, clients, referring DVMs, and internal leadership.

Pricing Implementation & Operational Excellence:

• Lead the design and execution of the Annual Price Adjustment Program, including target setting, implementation timelines, stakeholder training, and related communications.
• Oversee development and enhancement of pricing tools
• Partner with IT and PIMS teams on pricing strategy related to PIMS conversions, ensuring accurate pricing in systems.

Portfolio Performance Management:

• Monitor price elasticity, volume impacts, revenue performance, margin implications, and client value perception.
• Partner with FP&A to develop forecasts, scenario models, and annual budget inputs related to pricing.
• Oversee dashboards and tools to track pricing KPIs (price realization, mix/volume, discount utilization, etc.).

Leadership & Team Management:

• Directly manage and mentor Pricing Analysts; establish a culture of analytical rigor, accountability, and continuous improvement.
• Indirectly lead cross-functional working groups across IT/PIMS, Medical Leadership, Procurement, Marketing, FP&A, and Field Operations.
• Coach teams on pricing best practices and ensure high-quality outputs for senior executives and hospital leaders.

Innovation & Market Intelligence:

• Lead competitive intelligence initiatives to analyze industry pricing trends across specialty and emergency services.
• Evaluate new pricing approaches (e.g., service bundles, value-based frameworks, financing strategies).
• Collaborate with Marketing on positioning, client understanding, and value perception.

Qualifications

• Bachelor’s degree in Business, Economics, Finance, Analytics, or related field; Master’s degree preferred.
• 10+ years of experience in pricing, revenue management, or strategic analytics in a multi-unit environment (healthcare, veterinary, retail, hospitality, or related industries).
• 4+ years of management experience, including leading analysts and managing cross-functional teams.
• Demonstrated ownership of enterprise pricing strategy or significant portfolio-level pricing initiatives.
• Experience with financial modeling, price elasticity, segmentation, and market analysis.
• Strong understanding of P&L levers, cost structures, and operational workflows; healthcare or veterinary experience strongly preferred.

Competencies

Strategic Leadership:

• Ability to set multi-year pricing strategy and influence operational, clinical, and financial partners.
• Demonstrated experience guiding change across distributed teams and diverse stakeholders.
• Comfortable presenting to senior executives with clear, persuasive recommendations.

Analytical & Conceptual Thinking:

• Fluency in pricing economics, elasticity modeling, and advanced analytics.
• Ability to simplify complex data into actionable insights and frameworks.
• Strong command of Excel, data visualization, and analytical tools (Power BI/Tableau a plus).

Cross-Functional Influence:

• Builds trust with HLTs, clinicians, finance partners, and cross-functional leadership.
• Skilled at navigating ambiguity and aligning diverse viewpoints under a unified strategy.
• Proven ability to lead without authority and drive enterprise decisions.

Operational Rigor:

• Consistently delivers high-quality outputs; sets high expectations for team performance.
• Able to manage multiple large-scale initiatives simultaneously with disciplined follow-through.
• Experience designing processes, governance, and tools that scale.

Communication & Executive Presence:

• Executive-level verbal and written communication, including crisp presentation of strategy, financial implications, and recommended actions.
• Ability to communicate difficult concepts (e.g., price increases, discount strategy, value perception) with empathy and clarity.
• Adept at building messaging for field teams, clinicians, and client-facing communication.

*This role is not open to receiving agency candidates and any contingent submissions will not be honored.

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