Business Operation Analyst

Mô tả Công việc
Our Company
BioTuring is an innovative bioinformatics company that develops algorithms, and agentic AI software to serve scientists from hundreds of pharmaceutical companies and leading research institutions, enabling discoveries about human diseases.
Role Description
Reporting to the COO, this role owns the operational side of pricing and contract execution. The role will support deal structuring, monitor profitability, and ensure that pricing, discounts, and contract terms are aligned with BioTuring's commercial strategy and financial goals. This role will work closely with the Commercial, Finance, and Legal teams to track revenue impact, maintain pricing discipline, and provide clear, data-driven recommendations for customer and vendor negotiations.
Responsibilities
Develop and execute comprehensive pricing strategies aligned with product line objectives, market dynamics, and overall company revenue targets.
Analyze market trends (US/Japan/Europe), competitive pricing, and customer value to position our offerings optimally.
Identify opportunities for cost reduction and pricing optimization across sales and business processes.
Conduct cost analysis and monitor pricing performance, discount levels, and deal profitability, adjusting strategies as necessary to maintain desired profitability and margin goals.
Build and maintain deal models (e.g., ACV/ARR, multi-year scenarios, renewal vs new logo, discount tiers) to support commercial decision-making.
Generate detailed reports and presentations on pricing performance, providing data-driven recommendations for improvement.
Capacity to lead pricing negotiations with key clients and vendors, ensuring desired profit and effective cost management.
Support and, where appropriate, lead pricing discussions and negotiations with COO for key clients and vendors, ensuring target margins and effective cost management.
Own a central tracker of all non-standard pricing and contract terms (discount approvals, special conditions, uplifts, multi-year commitments) and regularly brief the COO on patterns and risks.
Coordinate with Legal on commercial clauses (pricing, payment terms, renewal language, uplifts, service credits, caps, etc.) to ensure they are financially sound and consistent across customers.
Track key commercial KPIs such as renewal rates, average discount level by segment, margin by product line, and provide regular reporting to the COO and leadership.
Collaborate cross-functionally (with Commercial, Product, Engineering, Accounting, and Finance teams) on client and vendor contract management.
Review and analyze contract terms, proactively identifying potential financial risks and strategic opportunities.