Senior Director, Government Contracts

Fresenius Kabi is hiring a Senior Director, Government Contracts.

The Senior Director, Government Contracts is responsible for successfully establishing and leading the business of selected key Government relationships. This position keeps the organization's vision and values at the forefront of decision making and action, and focuses on Government strategy as designated, in order to develop long term relationships and maintain a favorable image of Fresenius Kabi, as a customer-focused healthcare leader. In addition, the position drives sales and services for assigned Fresenius Kabi business units within the Government accounts by developing revenue[1]enhancing contracts and determining the needs of the business with Fresenius Kabi. Through these efforts the position will identify and develop alternative market opportunities by establishing and leveraging contacts that are not a part of the field sales team’s normal call patterns. It is essential that this person not only possess extensive knowledge of Fresenius Kabi’s products and services but be well versed on internal capabilities required to support large customers and be able to effectively negotiate internally and externally more effectively.

Responsibilities

• Manage internal and external resources to ensure successful contract negotiations and implementation of Government Agreements.
• Lead Government contracting process and negotiations to secure and execute new agreements.
• Build strategic partnerships to further departmental and organizational objectives and develop/ implement the strategies and tactics necessary to advance Government Projects.
• Manage all aspects of Government Agreements from inception, daily business transactions through termination or renewal of the Agreement.
• Ensure compliance with governmental and company regulations.
• Provide progress reports and other statistical analysis to Corporate Executive Leaders as required to assist with determining the success and profitability for all Government Agreements.
• Identify opportunities to maximize profitable growth and expand Fresenius Kabi brand within all elements of the Government sector.
• Determine key contacts within each Government partner.
• Meet with key contacts to uncover opportunities to solve customer issues and uncover future growth potential.
• Complete analysis of existing business.
• Align plan with corporate strategy.
• Identify Fresenius Kabi resources needed.
• Organize resources and gain alignment among business management to ensure resource availability, alignment, and cooperation.
• Develop scorecard to monitor progress.
• Focus product growth in accounts.
• Overall product growth including new product launch strategies.
• Revenue growth.
• Margin improvement.
• Customer expectations as needed.
• Define next steps with deliverables and timelines.
• Clarify roles and responsibilities.
• Communicate strategy and actions to all parties.
• Communicate results, adjust strategy as needed.
• Collaborate with field and corporate management to regularly evaluate targets and determine program focus and priority.
• Develop and manage strategy for pricing models, ensure Government negotiations and languages are structured to not jeopardize GPO agreements and relationships, Communicate Government conflicts as necessary to ensure pricing integrity, and work with business units to uncover and develop value added offerings to provide as part of Government relationships.
• Completes all training requirements, including all department-specific, compliance training, etc.
• Participates in any and all reasonable work activities as assigned by management.

Requirements

• Bachelor’s degree (master’s or advanced degree preferred).
• 12+ years of relevant healthcare industry experience along with a proven track record of success in leading Government contracting, negotiations, and relationships.
• 7+ years’ experience in a Corporate Accounts Government role.
• Government or Military Service experience preferred.
• Established Government contracting relationships and clear understanding of Government contracting processes and requirements.
• Solid influencing skills accompanied with outstanding negotiation skills.
• Strong presentation skills accompanied with exceptional interpersonal and communication skills (verbal and written).
• Intermediate to advance skillset with Microsoft Office (Word, Outlook, PowerPoint) and familiarity with Customer Relationship Management (CRM) tools (SalesForce.com). •
• Ability to travel frequently by car, public transportation (i.e., airline travel); Travel requirement of approximately 50% (overnight travel will vary depending on business need). Must have a valid driver’s license.
• Must maintain all requirements for access to customer sites, including active and current compliance with all credentialing requirements (may include COVID-19 and annual influenza vaccinations), in order to perform the essential functions of the role at customer locations.
• Proficient with Microsoft Office (Word, Excel, PowerPoint, Outlook.
• Experience with ERPs (SAP preferred), CRMs (Salesforce.com preferred) and knowledge of other database concepts.
• Demonstrated ability to prioritize and execute tasks in a dynamic environment.
• Ability to collaborate effectively with internal and external business contacts while conveying a positive, service[1]oriented attitude.
• Highest level of integrity and good judgment, with the ability to effectively deal with highly sensitive, confidential information.
• Ability to maintain complete confidentiality and discretion in business relationships and exercise sound business judgment.
• Ability to work flexible hours and weekends to meet business/customer needs.

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 match, 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.