Contract Director, KAM

This is a fully remote position, open to applicants in Arizona, +1 more state.

📋 Description

• Oversee negotiations, implementation, and management of pricing strategies within extensive health systems.

• Collaborate with Field Sales, Key Account Management leadership, Offer Development, Pricing, Legal, Healthcare Compliance, Finance, and other internal stakeholders.

• Handle contracting, pricing, and daily operations of the Ethicon portfolio with 10–12 major health system clients.

• Formulate account strategies to enhance revenue growth, optimize price performance, and mitigate erosion.

• Track contract compliance and performance objectives.

• Facilitate access within large health systems for targeted product categories and new offerings.

• Establish and nurture relationships with economic decision-makers, Supply Chain, Value Analysis Committees, and other system-wide product decision bodies.

• Manage health system contracts, including RFPs, renewals, deal creation, and delivery.

• Collaborate on contract strategy and pricing across platforms, product lines, offerings, overlay programs, and business goals.

• Report directly to the Director of Key Account Management.

⛳️ Requirements

• A bachelor’s degree is mandatory.

• A minimum of 7 years of demonstrated experience is essential.

• Strong understanding of the U.S. healthcare landscape, encompassing industry trends, customer dynamics, and legal and compliance factors.

• Experience in account management, contracting, marketing, and/or sales management is required.

• Financial proficiency and comprehension of gross profit, erosion, and pricing implications.

• Proven experience in a highly matrixed environment, influencing across various stakeholder groups with a holistic enterprise perspective.

• Capability to navigate multiple, intricate, and often conflicting inputs to develop actionable contract strategies.

• Excellent analytical skills are required.

• Highly effective communication abilities are a must.

• Proven skill in managing through constructive conflict.

• Willingness to travel both domestically and internationally; approximately 60% travel is expected.

• Experience in sales management is highly preferred.

• Strong preference for experience in developing and successfully executing customer negotiations.

• Relevant knowledge of surgical, orthopedic, or capital products is preferred.

• Familiarity with the digital/robotics market is advantageous.

🏝️ Benefits

• Comprehensive medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance.

• Company-sponsored consolidated retirement plan (pension).

• 401(k) savings plan.

• Long-term incentive program.

• Vacation entitlement of up to 120 hours per calendar year.

• Sick leave of up to 40 hours per calendar year.

• Holiday pay, including Floating Holidays, totaling up to 13 days per calendar year.

• Work, Personal, and Family Time of up to 40 hours per calendar year.

• Company vehicle through the Company’s FLEET program.

• Sales incentive compensation program.

• Accommodations for inclusive interviews.