Manager, Contract Negotiations

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.
• 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.
• Proactively track, govern and lead expiring contracts or extension activities.
• Participate 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.
• Able to work effectively with all employees and external business contacts while conveying a positive, service-oriented attitude.
• Able to maintain complete confidentiality and discretion in business relationships and exercise sound business judgment.