Job Summary
The Manager, Contract Negotiations is primarily responsible for managing complex lead negotiations for large and/or complex client contracts across various Fresenius Kabi markets, including but not limited to, Payor, Specialty Pharmacy, GPO, IDN, Hospital, and Clinic contracts. This is a new role to Fresenius Kabi and will be responsible for supporting the growth initiative in Biosimilars and Specialty products.
This position is heavily reliant on interacting with multiple Fresenius Kabi US business functions and will collaborate with National Account Managers, Field Sales, and Marketing teams, ensuring alignment with company goals and objectives. The Manager must practice proactive management, drive collaboration, and be a positive cross-functional team leader. The individual must be able to successfully facilitate and complete projects in a matrix environment to facilitate critical business decisions.
This is a hybrid position, and the selected candidate will be required to work onsite in the Lake Zurich, Illinois office 3 days a week.
Responsibilities
- Draft, develop, prepare, and review contract documents in accordance with established company policies and procedures designed to minimize potential exposure while maximizing benefits.
- Directly interfaces with key Payors, 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.
- 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.
- Participates in any and all reasonable work activities as assigned by management.
Requirements
- Bachelor's Degree required. Advanced degrees, paralegal, or certifications are a plus.
- Minimum of 5+ years of related experience in customer contracting, sales/marketing, pricing, including reviewing, drafting with proven and proficient negotiating skills.
- Knowledge of pharmaceutical industry, hospital/pharmacy products, and/or medical device contractual terms and conditions is strongly preferred.
- Biosimilars/Biologic experience highly preferred.
- Demonstrated business acumen and experience with negotiating and redlining customer agreements (preferably experience with GPO, IDN, and hospital and/or clinic contracting).
- Knowledge of and comfort working with various contract types.
- Strong written and verbal communication, critical thinking, problem resolution and interpersonal skills.
- 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.
- Knowledge and comfort level of operating systems; for instance, experience with SAP, BEX, Qlik, Veeva, Spring CM, Model N preferred; working knowledge of contract management tools is a plus.
- Able to manage and prioritize multiple complex projects with demonstrated time management skills.
- Ability to work effectively with all employees and external business contacts while conveying a positive, service-oriented attitude.
- Ability to maintain complete confidentiality and discretion in business relationships and exercise sound business judgment.
- All employees are responsible for ensuring the compliance to company documents, programs and activities related to Health, Safety, Environment, Energy and Quality Management System as per your roles and responsibilities
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.
