Director job – The Getinge Group – Tennessee

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The Director, Strategic Pricing and Contracts (DSPC) leads and manages the functions essential to support the Healthcare Solutions organization be successful in an evolving healthcare marketplace. This role will be responsible for developing and introducing new processes, controls, systems and tools while building capabilities to support the evolution of the Healthcare Solutions function within Getinge Americas. This role works closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled and supported within the Getinge Americas organization. The need for the DSPC to be an effective communicator of precise and accurate information is an integral part of this role. This person will work closely to establish mutually beneficial relationships and processes with a multitude of internal support groups, including Contracts and Pricing, Distribution, E-Commerce, Finance, Legal, Marketing, Operations and Supply Chain. Direct reports include business analysts, paralegals and other personnel as assigned. The position provides strategic financial information and guidance to the various Healthcare Solutions teams to ensure that they achieve the goals laid out in the Getinge strategy.

Job Details:
Oversee and direct activities of the Sales Operations team including sales business processes, procedures, documents, systems and personnel within the department.

Develop support plans, activities, and campaigns that are implemented to support the organization’s overall sales strategy for an assigned geography, product line, market segment, or list of customer accounts.

Provide support and direction to Sales Operations team regarding best practices, quality and approving proposals/agreements.

Provide performance reports and dynamic financial models to the various Healthcare Solutions teams for use in negotiations, business reviews and contracting.

Refine and improve the existing monthly, quarterly and annual performance reports for the various Healthcare Solutions stakeholders.

Monitor the accuracy and efficient distribution of these reports and other intelligence essential to the Healthcare Solutions team. Recommend revisions to existing reports or assist in the development of new reporting tools as needed.

Maintain high levels of quality, accuracy and process consistency for order processing, contract creation and processing and all other functions within Sales Operations.

Lead Sales Operations’ correspondence with Contracts & Pricing, Legal, Business stakeholders and Finance regarding all contracting activities including: Group Purchasing Organization, Health Systems, Government and Distribution Agreements, in addition to interfacing with the Contracts and Pricing team for responses to RFQs, RFIs, RFPs and bids.

Maintain high levels of quality, accuracy and process consistency for order processing, contract creation and processing and all other functions within Sales Operations.

Coordinate Healthcare Solutions financial training efforts to coincide with sales training delivery and measurement for the sales organization to achieve annual business objectives.

Oversee the maintenance and improvement of sales tools & systems for the Healthcare Solutions teams. Work closely with One Getinge Leadership to optimize the effectiveness of technology investments. Assist Healthcare Solutions with future CRM implementation, utilization with the goal to drive organizational compliance with required standards.

May directly participate in the negotiation of pricing with existing and new customers who are of strategic importance to the organization.

Contribute to the development of sales, marketing, customer retention, advertising, pricing, and distribution strategies for area of responsibility.

Interact internally and externally with executive level management, outside regulatory agencies, customers, vendors and/or suppliers.

Ensure organizational talent is developed and provide strategic guidance to the Sales Operations leadership team. This includes evaluating performance, assisting in the career development of team members, and identifying coaching and development opportunities across the team.

Ensure compliance with company policies and procedures (e.g. compliance with FDA, BSI, EEO regulations, etc.).

Other assigned duties or miscellaneous tasks.

Build Quality into all aspects of work.

Ensure compliance to all FDA and Worldwide Quality & Compliance regulations (As applicable to the job function).

Attend all required Quality & Compliance training at the specified interval.

Able to adopt the “Beyond Compliance Quality Culture” in the work environment; always meet and exceed requirements.

Able to practice verbatim compliance (exact compliance, no interpretation) with corporate Quality and Regulatory procedures (as applicable to your job function).

If your job description requires customer facing activities, you must thoroughly understand and comply with the Customer complaint reporting process and complaint procedures (As applicable to your job function).

Able to promptly report any non-compliance issues to Chief QA, RA, Compliance officer or appropriate administrator, including the Compliance Hotline.

Must not be debarred by FDA for work in any Medical Device or Pharmaceutical business

Environmental/Safety/Physical Work Conditions:
Responsible for understanding and conforming with the Environmental Policy to ensure that significant environmental aspects that relate to actual or potential impacts with their work are executed to minimized the effects on the environment.

Responsible for bringing to the attention of management any potential improvements that could reduce our environmental impact or to report activities that could result in a negative impact to the environment.

Responsible for understanding and conforming with the Health and Safety Policy to ensure that the significant risks that relate to actual or potential hazards with their work are identified.

  • Travel requirement of over 50% which could include international travel.

Background Requirement

Bachelor’s degree.

A minimum of 12 years of experience as Sales Management or Sales role in the medical device industry or an equivalent combination of education and work experience. Advanced degree preferred.

5-8 years of supervisory experience required.

Contracts and Pricing experience preferred.

Demonstrate effective leadership in the management of all commercial operations, financial analysis, modeling and contracting.

Experience in regulated industry requirements and contract negotiation.

Proven leadership capability and goal oriented management style with capability to manage in a matrix style organization with international business partners.

Possess a broad range of skills in order to provide the necessary leadership and direction in the face of various situations and market demands, such as a proven ability to handle multiple tasks/projects, manage priorities accordingly, and be able to grasp complex business issues and logically develop solutions.

Ability to monitor progress of the assigned business unit towards organizational goals; monitors company-wide indicators such as market share and profitability; this includes monitoring the external environment including changes in the political and social climates, economic trends, market conditions, and global business.

Develop and articulate a strategic vision for the function, and influences individual, group, and organizational goals, rewards and systems.

Strong analytical, research and problem solving skills with high attention to details.

Strong verbal and written communication skills with the ability to interact with different levels of management and field associates.

Ability to effectively manage multiple priorities and ensure excellent attention to detail. Strong organizational skills are a must.

Advanced Microsoft Excel, intermediate skills in Outlook and Word.

Must have a valid driver’s license.

Getinge Group is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, pregnancy, genetic information, national origin, disability, protected veteran status or any other characteristic protected by law.


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