Manager, Contract Operations

  • Company: Bristol-Myers Squibb
  • Location: Lawrence Township, New Jersey
  • Posted: August 25, 2017
  • Reference ID: 1703310
This role is responsible for contracting operations for commercial payers, IDNs, GPOs, and physicians and also provides support to field-facing team members in contract negotiations. S/he leads the evaluation and analysis of customer contracting opportunities and the preparation of legally approved contract documents. S/he works closely with colleagues on the brand and the Strategic Pricing & Value teams to ensure that offers are competitive, legally compliant, and strategically structured to create value for both the customer and BMS. In partnership with the account team, they are the internal expert on assigned customers. S/he ensures contracts are structured to be consistent with brand strategy, support the latest pull- through efforts, and align with value-creating programs. S/he may also accompany the RAE/NAE on customer contracting calls to represent the best interests of BMS in delicate contract negotiations.

  • Conducts sophisticated analyses of potential savings for BMS, with consideration of the customers’ perspective of contracted versus non-contracted revenue, and works closely with the RAE/NAE and integrated customer team to evaluate appropriate options and strategies for leveraging additional value-creating opportunities
  • Balances customer needs with brand objectives to ensure deals represent the best interests of all parties
  • Provides direct customer-facing support for the RAE/NAE and integrated customer team in contract negotiations, including developing and presenting supporting information that enhances negotiation discussions
  • Monitors the competition, as well as any changes in the marketplace and regulatory environment that could influence contract elements and terms
  • Utilizes knowledge of the channel and customer economics to negotiate contract language that delivers value for the customer and BMS
  • Works in partnership with the brand, Finance, and Strategic Pricing & Value on customer- specific rebate projections
  • 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
  • Utilizes sophisticated analytical techniques to analyze and monitor customer compliance and performance against contract terms and keeps the RAE/NAE informed on an ongoing and regular basis
  • Understands inter-customer dynamics and the commercial implications for structuring deal negotiations
  • Provides proactive insights and recommendations to the RAE/NAE on ways to improve contracting with customers to deliver stronger value for the customer and BMS
  • Acts as a liaison with the brand team, on behalf of the RAE/NAE, to ensure all contracts are structured to be consistent with brand strategy and to maximize value creation for all stakeholders
  • Works closely with Strategic Pricing & Value counterparts to ensure pricing strategies and philosophy can be executed within BMS’ contracting requirements

Candidate Specifications:
  • BA/BS degree or equivalent
  • A minimum of 5 years experience in pharmaceutical/healthcare industry is strongly advised
  • Must demonstrate strong analytical skills and an ability to think strategically about the impact of various contracting approaches which could be employed in a complex ecosystem/marketplace
  • Must have a firm understanding of the healthcare marketplace and demonstrate strong business acumen including a solid understanding of the way various channels and customer types make money and
  • Must possess an ability to work across boundaries, using influencing skillsto partner and build consensus with various stakeholders to get results
  • Exceptional aptitude for learning quickly and ability to communicate technical concepts to a wide range of stakeholders
  • Must demonstrate an ability to drive execution of key initiatives and meet all deadlines
  • Must have a strong ability to prioritize and work effectively in a fast-paced,dynamic environment
  • Track record of highly ethical and compliant behavior
  • Must have strong communication skills
  • Ability to network across a broad internal and external matrix organization to form strong, productive partnerships

Preferred Qualifications:
  • Advanced degree (e.g., Masters degree in Finance/MBA, Statistics) is a plus
  • Experience in negotiating, executing, and implementing contracts

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