Director of Contract Optimization (Remote)

06 Nov 2024

Vacancy expired!

Director of Contract Optimization (Remote)Location:United StatesRequisition #:21000TKCPost Date:11 hours agoA Day in the LifeThe Director of Contract Optimization (DCO) for HCA has responsibility for coordinating efforts to develop the Administrative and Contracting relationships at HCA, its contracting organization, and providing support to Directors of Enterprise Accounts with managing Divisional Distribution Centers. This person will drive Medtronic contract development and implementation, which will support share gain and revenue growth across HCA members and Divisional facilities. The DCO also coordinates hospital-specific initiatives through OU field teams that match the unique breadth of Medtronic products and service offerings.The primary work will be commercial support for Directors of Enterprise Accounts and engagement/partnership with other commercial and functional leaders (Finance, Contracting, Legal, Operations, Marketing, etc across all OUs), Sr. Area Directors, Area Vice Presidents, and Regional Vice Presidents across all OUs to inform and coordinate cross-functional team collaboration. To educate and inform the Medtronic Operating Units as it pertains to HCA specific needs and process enabling efficiency and growth across our business and improve our competitive advantage.The Director of Contract Optimization will also partner with the field to build mutually preferred relationships with targeted enterprise accounts, while coordinating operational efficiency, contract development preparation, and agreement negotiations.Responsibilities may include the following and other duties may be assigned.Lead the development, execution, and communication of our contracting and contract operations efforts in 1-2 key strategic accounts (primary HCA)

Support in the development of the strategy in collaboration with the Sr Managing Director for Enterprise Premier Accounts, Directors of Enterprise Accounts, Area Vice Presidents, Regional VPs, field teams, and Business Units to drive the CV portfolio of products and solutions at select strategic accounts

Manage Tier Access, LOCs, Rebates, and Sales programs to drive customer satisfaction and aligned behavior.

Manage and coordinate the RFP and negotiation process.

Achieve assigned MBO targets

Help move strategic customers from current state to a trusted strategic partnership

Build a strong Medtronic brand and relationship with HCA leadership, contract negotiators, analysts, and other personnel.

Assist the sales team in building internal relationships across all operating units.

Encourage OU sales teams to leverage individual physician relationships in Strategic Accounts

Coordinate efforts between the Enterprise Accounts Directors and Strategic Solutions Managers to deliver and implement programs that drive unique value

Work closely with the Strategic Solutions Managers to launch and lead execution of CV solutions into strategic accounts to address customers long-term strategic imperatives and provide feedback to the internal organization on potential new solutions

Provide feedback and insights to DEAs on the changing healthcare dynamics and the needs of the Administrative customer. Proactively share best practices with the Strategic marketing team

Support DEAs to offer backing with the Sr. Area Director and the RVPs to coach the DMs and local sales teams on strategic account management and solution-based selling that deliver economic value

Work closely with the Sr Managing Director, DEAs, RVP, and DM to develop the strategy and execution of CV contracts that leverage multiple businesses within Strategic Accounts. Support driving incremental share and profitable growth.

Create presentation materials and help conduct quarterly business reviews in collaboration with DEAs for Divisional presentations

Support quarterly business review efforts with regional operating unit leaders.

Ensure customer Solution ideas and requests are communicated internally.

Must Have: Minimum QualificationsBachelors DegreeMinimum 10 years of sales experience or equivalent consulting and/or leadership experience in healthcare or advanced degree with a minimum of 8 years sales experience or equivalent consulting and/or leadership experience in healthcare

Ability to travel (40%)

Nice to HaveStrong administrative and project management skills

Demonstrated ability to work effectively across a matrixed organization

MBA or masters degree in marketing or communications

Strong Strategic and Business Acumen skills. Understanding of PL and customer financial statements

Strong negotiating skills

Proven ability to successfully execute a complex sales/implementation process and coordinate interaction with the C-Suite

In depth knowledge of healthcare industry, environment and GPOs/IDNs

Experience in reading, analyzing and writing strategic plans and proposals with customers

Proven ability in defining and developing business or markets

Demonstrated ability to collaborate and influence in a matrixed marketing environment and to work effectively with sales, sales management, and customers

Excellent verbal, written and presentation communication skills

Proven ability to build and facilitate strong, productive working relationships with a wide variety of cross-functional and customer contacts

High degree of flexibility and adaptability in a rapidly changing business/negotiation environment; ability to rapidly acclimate to change and embrace new business opportunities

High performer in current and previous roles

Together, we can change healthcare worldwide. At Medtronic, we push the limits of what technology, therapies and services can do to help alleviate pain, restore health and extend life. We challenge ourselves and each other to make tomorrow better than yesterday. It is what makes this an exciting and rewarding place to be.We want to accelerate and advance our ability to create meaningful innovations - but we will only succeed with the right people on our team. Lets work together to address universal healthcare needs and improve patients lives. Help us shape the future.Physical Job RequirementsThe physical demands described within the Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. For Office Roles: While performing the duties of this job, the employee is regularly required to be independently mobile. The employee is also required to interact with a computer and communicate with peers and co-workers. Contact your manager or local HR to understand the Work Conditions and Physical requirements that may be specific to each role. (ADA-United States of America)Nice to HaveStrong administrative and project management skills

Demonstrated ability to work effectively across a matrixed organization

Minimum 10 years of industry experience or equivalent consulting and/or leadership experience in healthcare

Ability to travel (50%)

MBA or masters degree in marketing or communications

Strong Strategic and Business Acumen skills. Understanding of PL and customer financial statements

Strong negotiating skills

Proven ability to successfully execute a complex sales/implementation process and coordinate interaction with the C-Suite

In depth knowledge of healthcare industry, environment and GPOs/IDNs

Experience in reading, analyzing and writing strategic plans and proposals with customers

Proven ability in defining and developing business or markets

Demonstrated ability to collaborate and influence in a matrixed marketing environment and to work effectively with sales, sales management, and customers

Excellent verbal, written and presentation communication skills

Proven ability to build and facilitate strong, productive working relationships with a wide variety of cross-functional and customer contacts

High degree of flexibility and adaptability in a rapidly changing business/negotiation environment; ability to rapidly acclimate to change and embrace new business opportunities

High performer in current and previous roles

About MedtronicTogether, we can change healthcare worldwide. At Medtronic, we push the limits of what technology, therapies and services can do to help alleviate pain, restore health and extend life. We challenge ourselves and each other to make tomorrow better than yesterday. It is what makes this an exciting and rewarding place to be.We want to accelerate and advance our ability to create meaningful innovations - but we will only succeed with the right people on our team. Lets work together to address universal healthcare needs and improve patients lives. Help us shape the future.Physical Job RequirementsThe above statements are intended to describe the general nature and level of work being performed by employees assigned to this position, but they are not an exhaustive list of all the required responsibilities and skills of this position.The physical demands described within the Day in the Life section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.It is the policy of Medtronic to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Medtronic will provide reasonable accommodations for qualified individuals with disabilities.

Full-time