Raymond Brown
Steamboat Springs,CO
Summary
Executive Pricing, Contracting, and Operations leader with a consistent track record of delivering superior price performance and erosion mitigation, margin expansion, and operational excellence while leading strong, thriving teams. Returned $250M+ to the bottom line in three of the world’s largest life sciences firms. Improved service levels 90%+ in three different organizations. Built highly successful pricing and contracting organizations from the ground up multiple times.
Overview
17
17
years of professional experience
Work History
Vice President of Pricing, Contracting, Operations
Roche Diagnostics
09.2020 - 06.2023
- Directed the strategy and led operational activities for the organization, ensuring development and implementation of efficient operations and cost-effective systems to meet current and future needs of the organization
- Personnel experience included recruiting, interviewing, hiring, onboarding, training, directing work, and evaluating performance
- Reduced Contracting turnaround times by 90%+ in 120-person organization
- Returned an estimated $50M in incremental margin in 2022-2023
- Reduced invoicing errors by 50%
- Held annual headcount growth to 2.5%, despite a 40% increase in volumes (20-22)
- Leading CPQ pilot (Conga) in first US franchise; commercial lead for 600-seat implementation.
Senior Director, Pricing, Contracting, Operations
Medtronic Corporation
09.2017 - 07.2020
- Led 10 functions in Medtronic’s 2nd largest division and led a large team of leaders
- Team delivered $75M+ in incremental Net Present Value through step-change improvements in analysis, tighter price discipline and integrity, structural contract improvements, strategic pricing innovation, contract compliance enforcement, and combating diversion/grey market activities globally
- Reduced pricing and contracting turnaround times by 95%
- Erosion reduction resulted in $72M price-performance improvement
- Team won Global “Highest Performing Pricing and Contracting Team” award two consecutive years
- Increased team engagement scores from 65% to 93%.
Director of Pricing, Contracting, Operations
Medtronic Corporation
01.2015 - 09.2017
- Established transactional (deal desk) function in $1.5B business unit
- Improved analytics returned $25M+, reduced price erosion by ~1%
- Improved service levels 90% through automation and lean methods
- Led first-ever capital compliance initiative, improving financial returns and reducing legal risk.
Senior Director of Pricing Platforms
Covidien Corporation
01.2014 - 09.2015
- Commercial lead for CPQ (Conga) 800-seat implementation
- Engaged stakeholders, managed change, streamlined processes
- Translated business needs into platform features.
Senior Director of Commercial Services
Covidien Corporation
01.2011 - 01.2014
- Scaled breakthrough service level improvements in commercial operations through implementation leadership across 23 countries
- SalesForce.com (CRM)
- Eurydice (tendering and contracting)
- Varicent (compensation)
- Vistaar (pricing performance)
- Drove stakeholder- and change-management
- Led Shared Services support teams in Prague and Dublin pre- and post-go live.
Director of Global Pricing
Covidien Corporation
01.2006 - 01.2011
- Established strategic pricing and offer development team for medical device firm
- Centralized offer management function implemented incremental NPV analysis and approval methodology
- Increased margins by $75M+ (over 3 years)
- Led contract compliance initiative, returning $14M/year and reducing legal risk.
Education
Master of Business Administration -
Purdue University
Bachelor of Arts - undefined
University of Michigan
Skills
- Process Improvement
- Process Optimization
- Public Speaking
- Budgeting and Forecasting
- Performance Monitoring
- CRM and CPQ Software
- Okrs and KPIs
- Negotiation and Persuasion
- Coaching and Mentoring
- Conversant in German
- Pilot
- Verbal and Written Communication
- Cash Flow and Financial Analysis
- Executive Leadership
- Pricing Strategy
Timeline
Vice President of Pricing, Contracting, Operations
Roche Diagnostics
09.2020 - 06.2023
Senior Director, Pricing, Contracting, Operations
Medtronic Corporation
09.2017 - 07.2020
Director of Pricing, Contracting, Operations
Medtronic Corporation
01.2015 - 09.2017
Senior Director of Pricing Platforms
Covidien Corporation
01.2014 - 09.2015
Senior Director of Commercial Services
Covidien Corporation
01.2011 - 01.2014
Director of Global Pricing
Covidien Corporation
01.2006 - 01.2011
Master of Business Administration -
Purdue University
Bachelor of Arts - undefined
University of Michigan
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