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Years of Experience
Date Last Verified
Senior Manager, Contract Development and Assessment Duties: Responsible for successful assessment, development, and implementation of contracting and pricing strategies, and the associated proposal/contract documents to drive market share, revenue, and margin growth for U.S Insulin Delivery business unit. Will focus on national pharmacy benefit manager (PBM) and managed care organization (MCO) accounts, other strategic customer opportunities, developing/instituting efficient contracting process, and supporting development of innovative new contracting approaches. Will work closely with Account Management teams, Legal, Finance, Contract Operations, external customers, and other key stakeholders to gain and maximize key market opportunities. Creatively strategize with Account Management and other key stakeholders to construct pathways to achieve company’s objectives with major customers. Assess business case options to develop optimal contract proposals for key managed markets opportunities (i.e, commercial MCO’s, Medicaid MCO’s, Medicare Advantage, Medicare Part D) for both inline products and new product launches. Support Account Management in contract negotiations with key customers. Serve as a key member of Pricing Committee Work Group, and take a major role in developing and driving recommendations for annual strategic pricing guidelines for all customer classes of trade. Develop, implement, and utilize business models to identify optimal account-specific pricing tactics. Oversee development of contract and amendment documents for relevant customers, coordinating with Legal and other key stakeholders to manage risk factors and effectively balance Insulet’s priorities with customers’ interests. Develop and manage effective cross-functional contracting processes to achieve exceptional cycle time for proposals and contracts, while effectively managing all risk factors (including, but not limited to, those relating to legal/compliance norms, financial justification, and distribution channel integrity). Contribute to development and maintenance of sound policies and procedures to govern contracting processes. As appropriate, assist with planning and rollout of sales and marketing “pull-through” actions to leverage additional access provided by new contracts. As appropriate, complete opportunity assessments, customer informational requirements, and contract documents for Trade/Channel partners (i.e., drug wholesaler and DME Distributor channel partners), strategically-important hospital/IDN accounts, and federal government (i.e., TRICARE/VA). Complete appropriate research, analysis, and proposal/contract generation to support development and deployment of effective new contracting approaches (e.g., value-based and risk-sharing contractual arrangements).
Qualification and Experience
Qualifications: BA or BS and/or equivalent combination of education and experience. MBA, JD Degree, or other advanced degree preferred. 5+ years contracting experience within the health care products industry, including in the managed markets and life sciences spaces. Experience with, or in-depth exposure to, other functions within the health care products industry is desirable (e.g., some combination of field sales, account management, contract operations, marketing, financial analysis, reimbursement, distribution, customer service). Proven experience in developing and advancing constructive, collaborative working relationships with account management teams and key functional subject matter experts (SME’s). Ability to drive, with minimal supervision, timely and complete results on complex, high-visibility projects. Experience and comfort level with participating in customer negotiations. Conversant in major reimbursement, policy, and compliance issues/dynamics for commercial and government sectors of the life sciences industry. Demonstrated expertise in legal contract content, key customer contracting priorities, and functional contract management activities. Ability to concurrently manage multiple complex projects and adapt effectively in a dynamic environment with unpredictable/shifting priorities and time-sensitive deadlines. Effective communication skills, both written and oral; ability to complete and deliver concise, effective presentations for cross-functional teams and senior management. Strong attention to detail and organizational skills. Able to proactively anticipate issues, and able/willing to make recommendations for process improvements and other changes to advance company’s approaches. Strong analytical skills, including in Microsoft Excel. Ability to synthesize quantitative data analysis and subjective evaluations of issues into effective summaries in support of business goals. Proficient in Microsoft suite of products.
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