Manager, Contract Negotiations

• Directly interfaces with key GPO, IDN, Clinics, and Sales Leaders to effectively develop and manage the contract negotiation process by influencing contract terms and providing sound guidance.
• Manages the contracting process from beginning to end, including Requests for Proposal ("RFP"), business drivers, and overall contract negotiation process.
• Draft, develop, prepare, and review contract documents in accordance with established company policies and procedures designed to minimize potential exposure while maximizing benefits.
• Provides strong business logic and detailed negotiation skills to help the cross-functional teams (Legal/Pricing/Sales/Marketing) supporting the contract and price strategy in order to move requests from opportunity discovery into the contract phase.
• Effectively negotiate and redline all key terms of a variety of pharmaceutical contract documents, including but not limited to, providing alternative language options with the appropriate level of risk.
• Analyze all contract requirements, special provisions, terms and conditions to ensure compliance with applicable laws and corporate policies.
• Working knowledge of the administration and governance of pricing relationships, membership rosters, and contract eligibility process.
• Effectively communicate the importance and intent of all required terms and conditions to both internal and external stakeholders is crucial to success in this role.
• Partner with cross-functional stakeholders to lead the development of RFP requests by providing the necessary contractual documentation for bid submission.
• Lead contract discussions during RFP and RFI negotiations and ensure problematic provisions are reviewed by the responsible stakeholders.
• Manage the deadlines and follow-up with all key stakeholders regarding status of projects bids and agreements to ensure timely and accurate execution.
• Accurately and comprehensively identify contractual risks for purposes of escalation to Senior Leadership and various levels of Fresenius Kabi management on contractual issues.
• Lead discussions and revisions to contract language reflecting new requirements and finalize new contract template documents through appropriate internal subject matter experts.
• Act as a subject matter expert when presenting to Senior Leadership on complex deal concepts and non-standard provisions requiring executive approval.
• Work both independently/autonomously and as part of a team to identify and analyze unique contractual relationships and craft business terms to best fit the business relationship and Fresenius Kabi.
• May require administration of customer pricing and maintaining master customer data in enterprise systems.
• Identify and lead cross-functional process improvement opportunities in coordination with stakeholders.
• Proactively track, govern and lead expiring contracts or extension activities.
• Regularly interfaces with Marketing, Pricing, Legal, Finance, and other functional areas to ensure that key information is incorporated in the decision-making process.
• Completes all training requirements, including all department-specific, compliance training, etc.
• Participates in any and all reasonable work activities as assigned by management.
• All employees are responsible for ensuring the compliance to company documents, programs and activities related to the Health, Safety, Environment, Energy, and Quality Management Systems, as per your roles and responsibilities.

Requirements

• Bachelor’s degree required (or advanced degree).
• 5+ years of relevant experience in healthcare or related industry (Med Tech, Medical Device, Pharmaceutical preferred).
• Minimum 1 year management/leadership experience.
• Strong knowledge of infusion therapy, medical device, and healthcare contracting. 
• Experience in pricing strategies and value-based contracting.
• Knowledge of FDA and antikickback laws.
• Highly self-driven, capable of working independently and collaboratively in dynamic conditions.
• Must demonstrate proactive management, drive collaboration, and be a positive team leader.
• Must be able to successfully facilitate and complete projects in a matrix environment and facilitate business decisions to generate the greatest revenue and profit return.
• Able to manage and prioritize multiple complex projects with demonstrated time management skills.
• Exceptional attention to detail.
• Solid interpersonal and effective communication skills (verbal and written).
• Strong team player that is solution-oriented and can build influential relationships with both internal department and external customers.
• Exercise sound business judgment, confidentiality, and discretion in business relationships.
• Strong presentation skills accompanied with exceptional interpersonal and communication skills (verbal and written).
• Intermediate to advance skillset with Microsoft Office (Word, Outlook, PowerPoint) and familiarity with CLM and CRM tools (SalesForce.com).
• Able to manage and prioritize multiple complex projects with demonstrated time management skills.
• Demonstrated ability to prioritize and execute tasks in a fast-paced dynamic environment.
• Ability to work flexible hours and weekends to meet business/customer needs