Summary
Overview
Work History
Education
Skills
Timeline

Michael R. Goede

Summary

I am a highly skilled pricing professional with over 7 years of experience in developing and implementing pricing strategies for the global leader in pharmaceutical research. I have a successful track record of driving pricing transformation and execution, and I am proficient in various pricing models and strategies, including SaaS, auction-based, credit/token, and consumption. I am an excellent communicator with the ability to influence and drive actions, and I have excellent interpersonal and relationship-building skills with the ability to work on cross-functional teams. I am comfortable working in a rapid-paced and dynamic business environment, and I have experience working remotely and in a global company. In my previous roles, I have demonstrated the ability to develop data-driven pricing strategies and drive alignment across business stakeholders. I am a proactive team player with exceptional leadership skills and a high outcome-oriented mindset.

Overview

9
9
years of professional experience

Work History

Associate Strategic Pricing Director

IQVIA
11.2017 - Current
  • Work with sponsors and stakeholders to improve pricing accuracy through data analytics, develop novel pricing solutions, and work with customers to build custom pricing on a service, study, or program basis.
  • Implemented the IQVIA unit based pricing strategy that resulted in an average 8.5% increase to gross margin per project.
  • Developed SaaS technology offerings pricing structure for IQVIA's decentralized trials globally.
  • Developed value based pricing model within IQVIA Translations Services capturing revenue of +60M USD through Q1-Q4 2022.
  • Led cross-functional team to design and implement banded rate cards for all service lines, resulting in decrease in price fluctuation and increase in customer satisfaction.
  • Support pricing model user to monitor training gaps and monitor best practice compliance.
  • Collaborate with the sales team to develop pricing guidelines and incentives frameworks, resulting in a increase to cross-selling and up-selling.
  • Responsible for Strategic Pricing Analytics and quarterly Win/Loss Reporting and develop metrics to track progress and adjust pricing strategy.
  • Built strong relationships with key stakeholders, including Sales, Operations, and Finance, to effectively communicate pricing decisions and drive alignment across IQVIA.
  • Comfortable operation in a dynamic business environment, consistently improving the status quo and drive towards clarity and best practices.

Sr. Business Analyst

IQVIA
11.2013 - 11.2017
  • Coordinate directly with Sales Lead and Project Lead to respond to RFPs, develop study budgets, provide work orders, cash flow models, payment schedules, and ATP/ad hoc agreements.
  • Successfully developed trial sponsor budgets and assisted sponsors with budget understanding.
  • Created executive-level, budget-focused content for internal and external stakeholders.
  • Developed and refined budgets based on customer feedback.
  • Created and presented training content on budget development and management.
  • Acted as a subject matter expert on biosimilar projects and provided internal quality control.
  • Presented face-to-face to customers on budget development and management.

Education

MBA -

Creighton University, Omaha, NE
  • Foundation in marketing and pricing principles and strategies. Focused on marketing and pricing to gain a deep understanding of these disciplines. My coursework included consumer behavior, market research, brand management, product development, pricing strategy, sales management, along with comprehensive price modeling within pharmaceutical innovation and IP valuation.

Skills

  • Proficiency in various pricing models, including cost plus, unitize, consumption, subscription, tiered, volume, value-based, and pay-per-use
  • Knowledge of pricing strategies such as price skimming, penetration pricing, and price bundling And, pricing tactics, including discounts, promotions, and upselling
  • Foundational understanding and experience with pricing research and market analysis to inform pricing strategy
  • Ability to analyze market trends and customer behavior to inform pricing decisions and use strong analytical skills and ability to develop data-driven pricing strategies
  • Ability to lead cross-functional teams through navigating ambiguity, drive towards best practices, and influencing stakeholders
  • Proactive nature and team-focus in a high outcome-oriented fast-paced industry
  • Member Professional Pricing Society (PPS) Familiarity with industry best practices and standards

Timeline

Associate Strategic Pricing Director - IQVIA
11.2017 - Current
Sr. Business Analyst - IQVIA
11.2013 - 11.2017
Creighton University - MBA,
Michael R. Goede