Job Summary

The Senior Manager, Contract Negotiations (Rebate Disputes) manages contract negotiations and rebate disputes. This role drives strategic growth initiatives, collaborates cross-functionally to optimize contract terms, and ensures alignment with organizational objectives. As a key influencer in critical business decisions, the Sr. Manager provides expert guidance to executive leadership and partners with stakeholders to deliver innovative contracting solutions in a dynamic, matrixed environment. This role will be responsible for supporting the growth initiative in Biopharma and Specialty products.

Salary Range: $135,000 - $160,000 per year
Position is eligible to participate in a bonus plan with a target of 14% of the base salary. Final pay determinations will depend on various factors, including, but not limited to experience level, education, knowledge, skills, and abilities. Our benefits and programs are comprehensive and thoughtfully crafted to ensure our colleagues live healthy lives and have support when it matters most.

Responsibilities

• Draft, develop, prepare, and review contract documents in accordance with established company policies and procedures designed to minimize potential exposure while maximizing benefits.

• Manage rebate disputes.

• 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.

• Act as a subject matter expert when presenting to Senior Leadership on complex deal concepts and non-standard provisions requiring executive approval.

• 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.

• Working knowledge of the administration and governance of pricing relationships, membership rosters, and contract eligibility process.

• 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.

• Work both independently/autonomously and as part of a team to identify and analyze unique contractual relationships and craft business terms to best fit the business relationship and Fresenius Kabi.

• May require administration of customer pricing and maintaining master customer data in enterprise systems.

• Identify and lead cross-functional process improvement opportunities in coordination with stakeholders.

• Participates in any and all reasonable work activities as assigned by management.

• Act as the point of contact for onboarding new EDI customers, responsible for creating project request and for kicking off onboarding activities between Fresenius Kabi and new customers EDI teams.

• Act as the point of contract for Fresenius Kabi Customer Service responsible for providing correct pricing and payment terms in a timely manner so orders that are being held can be released to the distribution center for processing.

• Work with Fresenius Kabi Customer Data and Systems to maintain Bx promotional and standard payment terms tables.

• Work with cross functional teams to operationalize novel agreements to sell through short dated products, increase sales of slow moving products, and to sell products directly to non-traditional direct customers.

• Participates 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 8+ 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 required.

• 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.

• Ability to work effectively with all employees and external business contacts while conveying a positive, service- oriented attitude.

• Ability to maintain complete confidentiality and discretion in business relationships and exercise sound business judgment.

• The Company’s primary business language is English. The successful candidate must be able to effectively speak, read, write, and understand English to perform the essential functions of the position, including independently understanding policies, procedures, training materials, and workplace communications written in English due to our heavily regulated work environment.

Additional Information

We offer an excellent salary and benefits package including medical, dental and vision coverage, as well as life insurance, disability, 401K with company contribution, and wellness program.

Please note that joining our team does not create a guaranteed or permanent employment arrangement. All employment is at‑will, meaning both the employee and Fresenius Kabi have the right to end the employment relationship at any time, in accordance with applicable federal and state laws.

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.