Manager, Contract Marketing

About the Role

Accountable for executing all individual/IDN customer contracting activities throughout the contract lifecycle. Support the development of individual/IDN contracts including price and terms & conditions, ensuring adherence to GPO strategies and ICU Medical Management Approval Matrix. Drive throughput, optimization, timely execution of contracts, and post-execution contract management, including compliance. Align Contracting Teams to support Business Unit strategies. Deliver contract excellence using performance analytics, dashboards, and process improvements to drive efficiencies and support business initiatives. Optimize contracting processes leveraging Microsoft Tools and Model N.

Responsibilities

• Maximize opportunities for ICU Medical revenue and margin growth by driving and managing the contracting process from targeting through renewal of Individual and IDN Contracts.
• Draft, redline, and manage complex contract amendments in alignment with business requirements and organizational standards.
• Partner with Legal, Marketing, Finance, and other stakeholders to facilitate efficient review, revision, and execution of amendments.
• Manage end-to-end amendment workflows, including documentation, version control, and price file management.
• Conduct audits to ensure contract accuracy, clarity, and compliance.
• Support Sales through pricing analysis, contract compliance analysis, business reviews, and development of reporting and insights.
• Manage priorities effectively for the team and communicate status to leadership and key stakeholders on a regular basis, including key metrics.
• Prepare and present analysis summaries and recommendations to internal and external stakeholders.
• Identify and pursue projects to enhance contracting and operational efficiencies.
• Create an environment to promote development of the analysts through training, coaching, and leadership enhancement.
• Direct Customer Engagement to support the sales process and resolve issues.
• Develop and Manage Tools to support effective process execution (workload tracking, quote tool, P&L models, renewal reporting, customer-facing pricing, customer letters, compliance tracking, quarterly business review templates, contract compliance summaries, and terms summaries, etc.).
• Maintain an up-to-date knowledge of product offerings, policies and procedures, and purchase acquisition/marketing programs.
• Apply working knowledge of US Antitrust laws, HIPAA laws, Sarbanes Oxley rules, Internal Audit procedures, and regulatory controls.
• Apply working knowledge of both the pre- and post-signature contracting processes including GPO contracting and membership, rebate management, contract compliance, price increases, shipping and fulfillment, and trading partner pricing and rebate processes.
• Complete ad hoc analyses and support contract-related initiatives as needed.

Requirements

• Substantive knowledge of standard terms and conditions, SOPs, and contracting guidelines relating to U.S. commercial and wholesaler/distributors.
• Ability to communicate effectively with sales, customers, and internal functions to ensure customer centricity and speed in support of the US device and Major Account Executive sales teams.
• Strong analytical skills and creative approach to developing effective sales tools to support the business.
• Proficiency in Microsoft applications and Customer Relationship Management software (e.g., MS Teams, Word, PowerPoint, Excel, SharePoint, and Model N (preferred not required)).
• Management experience of a team responsible for contracting.
• Strong negotiation skills.
• Ability to work independently with minimal supervision.

Qualifications

• Must be at least 18 years of age.
• Bachelor’s degree from an accredited college or university is required; Master’s degree preferred.
• 7-10 years of relevant experience.

Work Environment

This is largely a sedentary role operating in a professional office environment, routinely using standard office equipment. Typically requires travel 5% of the time.

About Us

ICU Medical consistently provides clinical innovations that help solve real-world challenges. With the acquisition of Hospira Infusion Systems in 2017 and Smiths Medical in 2022, we are now a global market leader with a complete line of clinically-essential IV therapy and high-value critical care products for hospital, alternate site, and home care settings. Our focus allows us to bring dedicated and non-dedicated IV sets and needlefree connectors clinically proven to provide an effective barrier against bacterial transfer and colonization, the industry’s broadest IV smart pump offering, IV medication safety software, and significant US IV solutions manufacturing and supply capabilities.

This role is based remotely; the incumbent may be remote in any state other than Colorado, California, Connecticut, Montana, Maine, or New York.