Accountable for executing all individual/IDN customer contracting activities (contract lifecycle). Support the development of individual/IDN contracts including price and T&Cs ensuring adherence to GPO strategies ICU Medical Management Approval Matrix. Drive throughput, optimization and timely execution of individual/IDN contracts. 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 within Model N capabilities and understanding of all impacts.
Essential Duties & Responsibilities
• Maximize opportunities for ICU Medical revenue and margin growth by driving marketing initiatives through contract management and executing Individual and IDN Contracts and Anniversaries
• Individual/IDN Contract Development, Implementation & Maintenance
• Identify and pursue projects to enhance contracting and operational efficiencies.
• Action Contract Expirations and Individual/IDN Contract Amendments, LOxs, etc.
• Manage priorities effectively for the team and communicate status to leadership and key stakeholders on a regular basis
• Develop, train and manage Tools and Templates (profit analysis, quote tool, anniversary tool, contract templates, etc.)
• Create an environment to promote development of the analysts through training, coaching, and leadership enhancement
• Internally Collaborate with Marketing, Legal, Finance, and Field Sales to both strategically and tactically manage contracting needs including approval of non-standard terms and conditions for RFPs and contracts
• Responsible for all analytics and contract needs for Individual/IDN RFP/RFI and bid request
• Field Point-of-Contact
• Develop and Manage Tools (quote tool, anniversary tool, etc.)
• Internally Collaborate with Marketing, Legal, Finance, and Field Sales to both strategically and tactically manage contracting needs
• Identify and pursue projects to enhance contracting and operational efficiencies.
• Maximize opportunities for ICU Medical revenue and margin growth by driving marketing initiatives through contract management and executing Individual and IDN Contracts and Anniversaries
• Strategically develop and execute processes that enable the execution of Marketing needs while balancing resource constraints
• Create an environment to promote development of the analysts through training, coaching, and leadership enhancement
• Accountable for the management of all individual/IDN customer contracting activities (contract lifecycle)
• Manage bottom line revenue enhancement for ICU Medical through the anniversary process
• Responsible for all analytics and contract needs for Individual/IDN RFP/RFI and bid requests
• Enforce the teams adherence to ICU Medical policies by promoting, developing and monitoring Standard Operating Procedures
• Work on special assignments as assigned
Knowledge & Skills
• Substantive knowledge of standard terms and conditions, SOPs, company policies 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
• Strong negotiation skills
• Must have the ability to work independently with minimal supervision
Minimum Qualifications, Education & Experience
• Must be at least 18 years of age
• Bachelor’s degree from an accredited college or university is required. Master’s degree preferred.
• 5-7 years of experience required.
Work Environment
• This is largely a sedentary role.
• This job operates in a professional office environment and routinely uses standard office equipment.
• Typically requires travel 5% of the time
Accountable for executing all individual/IDN customer contracting activities (contract lifecycle). Support the development of individual/IDN contracts including price and T&Cs ensuring adherence to GPO strategies ICU Medical Management Approval Matrix. Drive throughput, optimization and timely execution of individual/IDN contracts. 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 within Model N capabilities and understanding of all impacts.