About the position
The Senior Manager, Contract Strategy is responsible for contributing to achieving customer and organization satisfaction relevant to providing expertise to the development and maintenance of contracts (short and long term) for all customer types within all targeted business channels of Sun in the US. In addition, this position is responsible for the negotiation process, creating and developing contracts and contract templates for critical large and/or complex customers. This position is responsible for the contract redline process and serving as a liaison between Legal, internal key stakeholders and Sales functions. This position is key in the development of both Contract strategy and Contract initiation due to the nature of the very complex contracts this role manages. Leads evaluation and analysis of customer contracting opportunities including performing financial modeling and contract risk assessment analysis and preparation of legally approved contract documents. Works closely with account managers, pricing and contract analytics, finance, compliance and others to ensure offers are competitive, legally compliant, and strategically structured to create value for both the customer and Sun Pharma. Sr, Mgr Contract Strategy is the internal expert on assigned customers and ensures contracts are structured to be consistent with brand strategy and supports the latest pull-through efforts. Assists Contract Analyst when score carding accounts. Supports development of Gross to Net (GTN) budget and accruals. Provides ad hoc support and input as required for Government Pricing calculations.
Responsibilities
- Manages the contract portfolio within targeted business channels to ensure consistent creation and workflow of contract documents by coordinating with Legal, Sales, Finance, Marketing, and all other key stakeholders within the SUN US business as required.
- Manages compliance for contracts within a targeted business channel, ensuring customers are meeting the requirements needed to maintain discounts provided on contract offerings.
- Identifies needs to improve operations and processes of the group and leads any changes or improvement efforts.
- Develops and maintains good customer relationships with both internal and external stakeholders.
- Provides consistent high quality service level to all internal and external customers ensuring accuracy, efficiency, and courteous follow-up.
- Supports the development and implementation of systems improvements and independently leads any efforts to represent the input of Contract Strategy.
- Creates strategically sound contracts and provides contract solutions that will satisfy both customer and business needs.
- Manage complex and/or critically large valued contracts.
- Provides solutions in the development of contract strategy to Account Directors and Stakeholders.
- Co-Leads alongside Account Directors and Brand teams, all cross functional efforts relating to commercial contracts (in Project management form) for any large, critical RFP, BID and/or commercial contract that may develop significant risk to the organization.
- At advanced senior levels, this expert position also manages service agreements and any agreement that defines new drug therapies or services newly launched by Sun Pharma.
- Provides strategic input and co-development of complex Sales Strategies and presentations with and for Key Decision Makers and Executive Leadership.
- Provides ad hoc analysis and risk assessments as needed to evaluate sales offers, execute on look back analysis' and determine contract value and compliance.
- Provides proactive insights and recommendations to Market Access Account Managers to deliver stronger value for the customer and Sun Pharma.
- Works with Contract Administration team to ensure pricing strategies/methodology can be operationalized within Sun Pharma's revenue management system prior to executing agreements.
- Provides direct customer-facing support for Market Access Account Managers with contract negotiations, including developing and presenting supporting information that enhances negotiation discussions.
- Monitors the competition, marketplace, and regulatory changes that could influence contract terms.
- Works with internal government and legal experts to monitor the latest government contracting and reporting requirements, and ensures government pricing implications are identified and considered.
- Analyzes and monitors customer compliance and performance against contract terms and reports out to Market Access Account Managers Customer performance.
Requirements
- Bachelor's degree in a related discipline.
- MBA preferred but not required.
- 8+ year's business experience preferably in Contracts, Pricing or Market Access including 7+ years of experience in contract generation and drafting.
- Strong interpersonal / analytical/communication skills with ability to integrate information from multiple sources.
- In-depth knowledge of working with complex and specialized contracts.
- Ability to exercise initiative and independent judgment in the solution of work problems.
- Demonstrated ability to manage information and input from several functions and sources.
- Experience in Specialty Pharma and biopharmaceutical market.
- Understands Medicare, buy and bill and the Medical benefit healthcare design.
- Understands Pharmacy benefit adjudication and formulary compliance.
- Understands government markets.
- Strong technical/functional skills.
- Experience in negotiating, executing, and implementing contracts.
- Strong analytical skills and ability to think strategically about the impact of various contracting approaches which could be employed in a complex ecosystem/marketplace.
- Firm understanding of the healthcare marketplace and demonstrates strong business acumen.
- Ability to work across boundaries to partner, influence and build consensus with various stakeholders in order to get results.
- Exceptional aptitude for learning quickly and ability to communicate technical concepts to a wide range of stakeholders.
- Must have strong oral and written communication skills.
- Proficient in Microsoft suite: Word, PowerPoint and Excel Required.
Benefits
- Medical coverage
- Dental coverage
- Vision coverage
- Life insurance
- Disability insurance
- 401(k) savings plan
- Flexible spending accounts
- Employee assistance program
- Paid time off benefits including vacation time and sick time
