Fresenius Kabi USA, LLC
Manager, Contract Negotiations
Fresenius Kabi USA, LLC, Lake Zurich, Illinois, United States, 60047
Overview
The Manager, Contract Negotiations is primarily responsible for managing complex lead negotiations for large and/or complex client contracts across Fresenius Kabi markets, including Payor, Specialty Pharmacy, GPO, IDN, Hospital, and Clinic contracts. This is a new role to Fresenius Kabi and will support growth initiatives in Biosimilars and Specialty products. This position requires collaboration with multiple Fresenius Kabi US business functions and will align with National Account Managers, Field Sales, and Marketing teams. The Manager must practice proactive management, drive collaboration, and be a positive cross-functional team leader. The individual must facilitate and complete projects in a matrix environment to enable critical business decisions. This is a hybrid position with onsite work in Lake Zurich, Illinois, 3 days a week. Salary Range: $105,000 - $125,000 per year. Position is eligible to participate in a bonus plan with a target of 10% of base salary. Final pay determinations depend on factors including experience, education, knowledge, skills, and abilities. Our benefits and programs are comprehensive and crafted to support colleagues in health and well-being. Responsibilities
Draft, develop, prepare, and review contract documents in accordance with established company policies and procedures to minimize exposure while maximizing benefits. Interface directly with key Payors, GPOs, IDNs, Clinics, and Sales Leaders to develop and manage the contract negotiation process by influencing contract terms and providing sound guidance. Manage the contracting process from start to finish, including RFPs, business drivers, and overall contract negotiation. Provide strong business logic and detailed negotiation skills to help cross-functional teams (Legal/Pricing/Sales/Marketing) support the contract and price strategy to move requests from opportunity discovery to the contract phase. Negotiate and redline key terms of various pharmaceutical contract documents, offering alternative language options with appropriate risk levels. Analyze contract requirements, provisions, terms and conditions to ensure compliance with applicable laws and corporate policies. Demonstrate working knowledge of pricing relationships governance, membership rosters, and contract eligibility processes. Communicate the importance and intent of required terms and conditions to internal and external stakeholders. 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 responsible stakeholders. Manage deadlines and follow up with key stakeholders regarding status of bids and agreements to ensure timely execution. Identify contractual risks for escalation to Senior Leadership and Fresenius Kabi management on contractual issues. Lead discussions and revisions to contract language reflecting new requirements and finalize new contract template documents through 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 independently and as part of a team to analyze unique contractual relationships and craft business terms to fit the business relationship and Fresenius Kabi. May administer customer pricing and maintain 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. Participate in reasonable work activities as assigned by management. Requirements
Bachelor's Degree required; advanced degrees, paralegal training, or certifications are a plus. Minimum 5+ years of related experience in customer contracting, sales/marketing, pricing, including reviewing, drafting, and negotiating. Knowledge of pharmaceutical industry, hospital/pharmacy products, and/or medical device contractual terms and conditions is strongly preferred. Biologics/Biosimilars experience highly preferred. Demonstrated business acumen with negotiating and redlining customer agreements; preferably with GPO, IDN, hospital, and/or clinic contracting. Knowledge of and comfort 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 an advanced level, with strong analytical and decision-making abilities. Familiarity with SAP, BEX, Qlik, Veeva, Spring CM, Model N; working knowledge of contract management tools is a plus. Able to manage and prioritize multiple complex projects with effective time management. Ability to work with all employees and external contacts with a positive, service-oriented attitude. Ability to maintain complete confidentiality and exercise sound business judgment. All employees are responsible for ensuring compliance with company Health, Safety, Environment, Energy and Quality Management System requirements relevant to their roles and responsibilities. Additional Information
We offer an excellent salary and benefits package including medical, dental and vision coverage, life insurance, disability, 401K with company contribution, 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.
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The Manager, Contract Negotiations is primarily responsible for managing complex lead negotiations for large and/or complex client contracts across Fresenius Kabi markets, including Payor, Specialty Pharmacy, GPO, IDN, Hospital, and Clinic contracts. This is a new role to Fresenius Kabi and will support growth initiatives in Biosimilars and Specialty products. This position requires collaboration with multiple Fresenius Kabi US business functions and will align with National Account Managers, Field Sales, and Marketing teams. The Manager must practice proactive management, drive collaboration, and be a positive cross-functional team leader. The individual must facilitate and complete projects in a matrix environment to enable critical business decisions. This is a hybrid position with onsite work in Lake Zurich, Illinois, 3 days a week. Salary Range: $105,000 - $125,000 per year. Position is eligible to participate in a bonus plan with a target of 10% of base salary. Final pay determinations depend on factors including experience, education, knowledge, skills, and abilities. Our benefits and programs are comprehensive and crafted to support colleagues in health and well-being. Responsibilities
Draft, develop, prepare, and review contract documents in accordance with established company policies and procedures to minimize exposure while maximizing benefits. Interface directly with key Payors, GPOs, IDNs, Clinics, and Sales Leaders to develop and manage the contract negotiation process by influencing contract terms and providing sound guidance. Manage the contracting process from start to finish, including RFPs, business drivers, and overall contract negotiation. Provide strong business logic and detailed negotiation skills to help cross-functional teams (Legal/Pricing/Sales/Marketing) support the contract and price strategy to move requests from opportunity discovery to the contract phase. Negotiate and redline key terms of various pharmaceutical contract documents, offering alternative language options with appropriate risk levels. Analyze contract requirements, provisions, terms and conditions to ensure compliance with applicable laws and corporate policies. Demonstrate working knowledge of pricing relationships governance, membership rosters, and contract eligibility processes. Communicate the importance and intent of required terms and conditions to internal and external stakeholders. 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 responsible stakeholders. Manage deadlines and follow up with key stakeholders regarding status of bids and agreements to ensure timely execution. Identify contractual risks for escalation to Senior Leadership and Fresenius Kabi management on contractual issues. Lead discussions and revisions to contract language reflecting new requirements and finalize new contract template documents through 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 independently and as part of a team to analyze unique contractual relationships and craft business terms to fit the business relationship and Fresenius Kabi. May administer customer pricing and maintain 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. Participate in reasonable work activities as assigned by management. Requirements
Bachelor's Degree required; advanced degrees, paralegal training, or certifications are a plus. Minimum 5+ years of related experience in customer contracting, sales/marketing, pricing, including reviewing, drafting, and negotiating. Knowledge of pharmaceutical industry, hospital/pharmacy products, and/or medical device contractual terms and conditions is strongly preferred. Biologics/Biosimilars experience highly preferred. Demonstrated business acumen with negotiating and redlining customer agreements; preferably with GPO, IDN, hospital, and/or clinic contracting. Knowledge of and comfort 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 an advanced level, with strong analytical and decision-making abilities. Familiarity with SAP, BEX, Qlik, Veeva, Spring CM, Model N; working knowledge of contract management tools is a plus. Able to manage and prioritize multiple complex projects with effective time management. Ability to work with all employees and external contacts with a positive, service-oriented attitude. Ability to maintain complete confidentiality and exercise sound business judgment. All employees are responsible for ensuring compliance with company Health, Safety, Environment, Energy and Quality Management System requirements relevant to their roles and responsibilities. Additional Information
We offer an excellent salary and benefits package including medical, dental and vision coverage, life insurance, disability, 401K with company contribution, 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.
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