Sr. Manager, Contracting Excellence

The Sr. Manager is responsible for overseeing and leading the Contract Leads and their reports. This role supports the Corporate Accounts and National Accounts sales teams by managing the Contract Leads and ensuring that all quotations and contracting documents are processed efficiently through internal procedures. This includes IDN (Integrated Delivery Network,) GPO (Group Purchasing Organization,) Government & Corporate Account Agreements, master purchase agreements, business justification support, quote document generation, legal reviews, financial analyses, customer establishment, new customer setup, credit checks, approvals, and the handoff to instrument and product order entry.

Primary Responsibilities

1. Monitor and lead the Contract Leads and their direct reports.
2. Support National and Corporate account sales teams by overseeing the Contract Leads and managing the quotation and contracting process.
3. Ensure the accurate and timely generation of corporate contracts documents, quotes, legal reviews, and financial analyses.
4. Support field sales teams with various sales-related processes, including complex sales materials, customer account creation, vendor registration, quotations, and contract administration.
5. Collaborate with various departments to resolve issues related to shipping, materials, production, and legal matters.
6. Ensure the efficient preparation of quotes and related documents, including price verification and alignment with national, corporate, and government agreements.
7. Verify the correct entry of all contracts with appropriate attributes.
8. Ensure GPO activations, GPO price activations are completed within contractual guidelines.
9. Maintain Master GPO Price file and update as necessary.
10. Maintain and publish accurate monthly hierarchy report and corporate contract expiration file.
11. Complete annual GPO tier audits within contractual obligations and notify GPO Account Executive.
12. Ensure sales contracts SharePoint drive is updated and accessible.
13. Ensure Contract Leads audit and maintain all SAP required data for Customer Reagent Contracts and Equipment Contracts entered by the Regional Sales Quoting and Contracts Coordinators.
14. Perform weekly CPQ audits to ensure turnaround times meet target goals and investigate any discrepancies.
15. Verify that all installed instruments are invoiced and that instruments not installed are not invoiced before the end of the month.
16. Ensure that contracts requiring unbundling are correctly unbundled and take corrective actions if necessary.
17. Review all credit memos for accuracy before submission for approval and ensure credit blocks are removed and billed before the end of the month.
18. Conduct weekly CRM audits to ensure appropriate population of install dates and completion of booking status.
19. Lead monthly training workshops for the teams.
20. Provide monthly KPI reporting on accuracy, billing blocks, quoting time, approvals, and amendment turnaround time to identify areas for improvement and additional training needs.
21. Address logistical complaints and investigate to mitigate freight issues.
22. Conduct performance reviews and provide feedback to management and team members.
23. Track the training of new team members and update training plans as needed.
24. Provide oversight, assistance, and quality control for the Contract Leads.
25. Ensure all installed instruments are invoiced in the correct month in collaboration with the Contract Leads.
26. Work with the sales team to address expired pricing and contracts.
27. Oversee price increase, GPO price increase, contract expirations notifications.
28. Ensure timely shipment of equipment for installation, coordinate with the supply chain on out-of-stock materials, and communicate delays to avoid installation disruptions.
29. Manage the Clinical inbox and ensure timely responses to all emails.
30. Oversee and monitor contract performance in the assigned region and assist in determining compliance with contract terms and conditions.
31. Assist with internal and external audits as required.
32. Support month-end and year-end close activities.
33. Other duties and special projects as assigned.
34. Perform all work in compliance with company quality procedures and standards.

Training and Education

• Bachelors degree preferred

Experience

• 5+ years of experience in management
• 3+ years of experience in managing IDN (Integrated Delivery Network,) GPO (Group Purchasing Organization,) Government & Corporate Account Agreements
• Experience in project and/or process management is a plus.
• Prefer previous experience within life sciences, medical device or diagnostics.

Knowledge, Skills, and Abilities

• Strong leadership, decision making, and problem-solving ability.
• Working knowledge of ERP systems and the Sales Contracts function as well as foundational understanding of revenue recognition as they relate to the contracts and installation.
• High attention to detail with strong documentation, planning, and organization skills
• Proficient with Microsoft office suite: Excel, Word, PowerPoint; excel skills necessary.
• Excellent communication skills, both verbal and written
• Effective organization, attention to detail and the ability to meet deadlines are essential.
• Understanding of general accounting principles, to include debits, credits, fixed asset accounting and general ledger account reconciliations.
• Data analysis skills including exporting/importing data, data reporting in excel and ERP.
• Ability to work with customer accounts and a while possessing knowledge of SAP, Salesforce.com and related quoting, contracting, and business management tools.
• Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public.
• Evaluation, problem-solving and decision-making abilities
• Proactive attitude and extremely motivated
• Professional, hardworking, flexible, problem solver
• Exemplary organizational and detail implementation skills
• Knowledge of diagnostics industry preferred.

Working Conditions and Physical Requirements

• Ability to remain in stationary position, often standing, for prolonged periods.
• Ability to ascend/descend stairs, ladders, ramps, and the like.

Domestic travel required 10% of time.

Supervisory Responsibilities

• Direct supervision 2-5 employees
• Indirect supervision 11 employees