Director, Contract Marketing

Job Summary

The Director will be responsible for establishing and managing all contracting priorities for the IV Therapy & Medical Devices team.

The primary responsibilities for this role include leading a team responsible for commercial contracting activities and associated deliverables to ensure successful outcomes aligning with Fresenius Kabi's commercial strategies.

In addition, this role will support departmental strategies and decisions regarding daily business functions and ad-hoc projects.

Apply promptly! A high volume of applicants is expected for the role as detailed below, do not wait to send your CV.

Responsible for monitoring and understanding the Medical Surgical, Infusion Therapy and Devices market and contracting strategies.

Including bringing awareness of business risks due to changing competitive landscape and suggests solutions. This role will work with key stakeholders to direct cross-functional teams and manage priorities that deliver optimal commercial value.

This position is heavily reliant on interacting with multiple Fresenius Kabi US business functions. The Director must practice proactive management, drive collaboration, and be a positive team leader.

The individual must be able to successfully facilitate, prioritize and complete projects in a matrix environment to facilitate business decisions that generate the greatest revenue and profit return.

Responsibilities

Responsible for leading a team accountable for administering all aspects of contracting strategies and overseeing policies that support IV Therapy & Device market.

Supervise and have responsibility in the training and development of all direct reports.

• Leads contracting activities and guide contract negotiations of National / Corporate Accounts and field sales contracts including GPO, IDN & Hospital contracting strategies / initiatives.
• Demonstrates strong business acumen to weigh multiple factors when making decisions.
• Contributes to complex redlining and contract negotiations with contracts for a variety of Fresenius Kabi customers that deliver optimal commercial value while ensuring technical and legal viability.
• Oversees submission of contract bids / RFPs and request for information (RFI) by customers. Prepares bid responses through collaboration with Marketing, National / Corporate Accounts, and field sales.
• Participates in a Review Committee that include managing recommendations with the ability to execute key stakeholder feedback.
• Interfaces regularly with Marketing, Pricing, Legal, Finance, and other functional areas to ensure that key information is incorporated in the decision-making process.
• Fosters collaboration and support various FK internal departments (Executive, Legal, IT, Customer Service, Marketing, National Accounts, Master data, Sales, and Finance), as well as with external customers : wholesalers, distributors, GPOs, IDN's, government, etc.
• Assesses business trends to determine viable contract opportunities to grow and / or defend business. Prepares customer facing offers and negotiate contract terms for GPO, IDN and Hospital agreements.
• Supports the IV Therapy commercialization strategy and influence decision-making including value-based contracting and negotiations, while ensuring compliance to internal and external policies and regulations.
• Identifies and leads process improvement opportunities and develop tools to assist in the project deliverables.
• Organizes and socializes business metrics and key performance indicators (KPIs).
• Contributes to the preparation of ad-hoc presentations and make appropriate recommendations to Senior Management.
• Attends local, regional, and national meetings as needed.
• Participates in any and all reasonable work activities as assigned by management.
• As part of Top Management, you have the overall responsibility and accountability for all aspects of the Health, Safety, Environment, Energy, and Quality Management Systems, including the following :
• Taking overall responsibility and accountability for the prevention of work-related injuries and ill health, the protection of the environment, as well as the provision of safe, harmless, and healthy workplaces.
• Ensuring that the Health, Safety, Environment, Energy, and Quality Management Systems' policies and related objectives are established and are compatible with the strategic direction of the organization.

Requirements

• Bachelor's degree required.
• Minimum 10+ years related work experience in a Med Tech Device, Medical Surgical, and / or Pharmaceutical industry, with relevant marketing, contracting or sales experience.

Including 5 years of management experience required.

• Knowledge of the healthcare industry or hospital / pharmacy products sales, Med Tech Device, Medical Surgical and marketing with financial / business / contract analysis experience highly preferred.
• Strong written and verbal communication skills.
• Ability to redline and negotiate complex commercial agreements.
• Executive-level verbal / written communication, negotiation, and presentation skills.
• Demonstrated business acumen skillset to weigh multiple factors when making decisions.
• Superior interpersonal and leadership skills with the ability to manage cross-functional teams.
• Microsoft Excel at the advanced level experience required, including superior analytical and critical thinking skills with ability to make recommendations based on analysis.
• Must have knowledge and comfort level of operating systems; for instance, experience with SAP, BEX, Qlik, Veeva, Spring CM, and Model N preferred.
• Able to manage and prioritize multiple complex projects with demonstrated time management skills.
• Travel is required to attend meetings / trainings / programs / client visits (approximately 15%) and is based on business need (via public transportation : air / auto);

may require overnight travel. Must have a valid driver's license.

• Must maintain all requirements for access to customer sites, including active and current compliance with all credentialing requirements (may include COVID-19 and annual influenza vaccinations), in order to perform the essential functions of the role at customer locations.
• Knowledge of Fresenius Kabi global business and organization is a plus.
• Ability to work flexible hours and weekends to meet business / customer needs.
• Ability to work effectively with all employees and external business contacts while conveying a positive, service-oriented attitude.
• Highest level of integrity and good judgment, with the ability to effectively deal with highly sensitive, confidential information.
• Ability to maintain complete confidentiality and discretion in business relationships and exercise sound business judgment.
• Ability to work flexible hours and weekends to meet business / customer needs.

Additional Information

We offer an excellent salary and benefits package including medical, dental and vision coverage, as well as life insurance, disability, 401K with company match, and wellness program.

Fresenius Kabi is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship, immigration status, disabilities, or protected veteran status.

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