Associate Director of Offer Development Commercial Contracting - Franklin Lakes
Reporting to the Director, Commercial Contract Offer Development, this position manages a portfolio of agreements from the Offer Development to Signature touching all US Business Segments (currently excluding BioSciences, Diabetes Care and Pharmaceutical Systems). This strategic role leads specific contracting capabilities within the CoE combining strengths and best practices which will be successfully accomplished through people leadership and best practice contract development and associated policies, ensuring that the US Commercial Operations strategy is implemented. Working in partnership within the Commercial Analytics and Insights and Commercial Contract Ops teams and with, the US Region Leaders, Commercial Integrators, Cross functional Business Partners, Legal Partners and Customers, this role will drive best in class, innovative, enterprise contract offer development and negotiation capabilities and also establish policy, process and governance to ensure the effective implementation of complex, critical contract activities which manage business opportunities and risk appropriately.
Essential Responsibilities:
Lead the Offer Development Contracting capability within the Contracting CoE pillar including all talent selection and overall team development, process harmonization, systems design and deployment
Manage, with autonomy, contracting activities from request to signature for consumable products across specific US Region’s BUs and products (currently excl. Biosciences, Diabetes Care, and Pharmaceutical Systems)
Scope includes cross-business National Reference Lab, CRO, Distributor and Self-Distribution agreements and incentive/corporate program/etc. agreements for these customers, End-User (IDN, Hospital, Non-Acute, etc.) consumable pricing, rebate, incentive and committed agreements for specific business units, and Master Agreements. Excludes GPOs.
Directs the sales contracts lifecycle including planning, drafting/redlining, negotiation directly with customers (C-Suite, Supply Chain execs, Portfolio Managers) execution, amendment, extension and retirement
Provide team-based direct support of Distributor/Channel (CMG) Leaders, as well as indirect support (through Commercial Integrators) of Strategic Customer Vice Presidents, Corporate Program Directors, Sales Vice Presidents/Leaders and Solutions team. Negotiate directly with customers.
Serve the BU and Strategic Customer teams as key internal-business partners, with high quality, responsive service, negotiation competencies and value add to drive revenue growth
Work closely with Commercial Analytics and Insights pillar partners and Commercial Integrators/BU representatives to adapt customer offer proposals into customer contract terms and conditions. Collaborate to drive a defined offer approval workflow process including communication/collaboration with Commercial Legal teams to ensure that offer development is timely and approved deals are executed quickly through contract agreements
Understand emerging healthcare industry trends and assess their potential impact on IDN and other segment contracting and negotiation strategies
Implement contracting, incentive and pricing strategies, policies and processes through day-to-day execution, as well as advising on potential new offers to meet customer/market needs. Ensure that risk is mitigated and provisions are preferred or acceptable per company standard
Work closely with Commercial Contract GPO Offer Development pillar counterpart to ensure consistency with policies, procedures and overall general provisions across customer segments
Manage a defined contract review/approval workflow process, ensuring appropriate process is in place and enforced, liaising with Business/Legal as needed
Coordinate across Offer Development teams related to business practices associated with deal modeling/ creation and post-deal activities to ensure smooth handover with post-deal counterparts
Directly engage in process improvement projects (templates, standard terms, system updates, etc.) to drive operational efficiencies and standardization
Actively utilize and define new technology platforms and electronic systems (Excel/QlikView/ Lotus Notes/CLM tool) functionality and ensure that performance appropriately supports contract offer activities, workflow management and archiving database as required by company policies
Hold accountability for team goals and KPIs (e.g., contract cycle time)
Have strong functional, business and strategic expertise with the ability to impact the outcome of corporate financial objectives
Inspire and empower direct team to act with speed, agility and accountability enabling them to achieve excellence
This leadership position directly manages an overall organization of 4 personnel: attract,
develop, and retain talent, helping to guide career paths and driving employee satisfaction
This leadership position directly manages approx. 4 associates, with primary US Region accountability.
Required Qualifications:
A Bachelor’s degree required, MBA preferred
Demonstrated experience working with a Matrixed Organization
Minimum of 7-10 years of overall contracting experience, a minimum of 3 years with Governmental Contracts preferred.
Experience leading contract compliance standards and audit procedures
Experienced with Anti-Kickback, Anti-trust, and or Sarbanes Oxley projects.
Strong financial and analytical capabilities and the ability to work with and manipulate large data sets, required
Minimum of 10 years leading teams with a proven track record of accomplishments, required
Customer facing experience; required
Demonstrated ability to work collaboratively and proactively with others to achieve individual business unit and region goals, continually communicating with stakeholders on progress, issues and opportunities
Previous experience working in Life Sciences, preferably within Medical Devices, with an in depth knowledge of customer types, business models and industry practices and processes, highly preferred
High performing, credible professional, with a track record of successfully leading cross-functional teams and projects and continuous improvement initiatives that support the teams development and capabilities as well as for the overall Federal Government business
Proven ability to quickly establish credibility, trust, and support with cross-functional stakeholders at all levels of the organization
Ability to network, communicate and advise with top management of various functions, strong cross-functional and business knowledge
Superior communication and influencing skills with the ability to effectively understand and communicate detailed and complex information with others, including government officials
Highly strategic and analytical problem solver with a high degree of accuracy and attention to detail. Able to evaluate key business drivers and develop clear strategic recommendations
Extensive and demonstrated background in effectively managing people and fostering career development; proven coaching, mentoring and leadership skills
Ability to build and motivate a team to achieve well communicated expectations
Experienced leading change during ambiguous times
Skilled in SAP Business Information Warehouse and applications; preferred
Ability to travel – up to 15% (team and businesses supported are dispersed across multiple business sites)