VP Commercial Operations and Strategic Analytics

PURPOSE AND SCOPE:

Responsible for providing strategic and tactical leadership for sales administration, pricing, and contract solutions. This leadership role has responsibility for ensuring sales and marketing has the budgets, forecasts, financial KPIs and reports, commission programs, pricing models, contracts support, and IT tools, among others, to achieve maximum revenue and the desired levels of profitable growth in the products and pharmaceutical businesses.

PRINCIPAL DUTIES AND RESPONSIBILITIES:

• Provide strategic leadership of overall objectives through the application of thoughtful techniques in the communication of the company’s mission and core values as a means to effect positive change and/or create organizational structure within the Sales Administration, Pricing, and Contracts.
• Leads operational efforts through subordinates to complete the administration of business processes and services to ensure the operations effective achievement of goals within the assigned business unit(s).
• Directs and oversees the broad activities of the group through the interpretation, application, and implementation of company-wide policies and procedures relevant to the assigned functional area(s).
• Responsible for the budget process for products/pharma; consolidates and publishes all revenue budgets, subsequent forecasts/MQEs, KPIs, board-level presentations, customer reports, commission results, and one-off requests for sales reports.
• Oversees the development and approval of all supply agreements for external accounts, managed accounts, and joint ventures, including pricing, special offer letters, limited time offers, and gross margin analysis.
• Manages the creation of forecasting models of the pricing impact on government reporting, the calculation of rebates according to contractual obligations, the calculation and reporting of Best Price, Average Manufacturers Price, Average Selling Price, etc., according to healthcare regulations.
• Ensures all published policies and procedures, especially those related to supply agreements, government pricing, and reporting, are compliant. Consults with appropriate internal and external experts to review and resolve issues of compliance.
• Reviews each function’s quarterly/annual goals and monthly KPIs with a constant view towards improvement of processes, timing, and service.
• Promotes a high level of teamwork for all business partners, within compliance and legal parameters, while ensuring appropriate documentation and an audit trail.
• Forecasts and operates within own specific annual Operating Expense Budget (OPEX) as well as providing oversight for all Departments’ OPEX Budgets under responsibility.
• Maintains solid working relationships with Sales, Finance, Operations, Administration, Customer Service, Medical Affairs, Legal, and Compliance departments.
• Develops, updates, and implements an inclusive business plan to meet objectives.
• Represents the company in the community and industry with the highest standard of excellence and decorum in keeping with the Corporation’s Mission Statement and Values Declarations.
• Reviews and complies with the Code of Business Conduct and all applicable company policies and procedures, local, state, and federal laws and regulations.
• Ensures all employees within the assigned team(s) understand and comply with the Code of Business Conduct and all applicable company policies and procedures, local, state and federal laws and regulations; establishing and maintaining effective internal systems and controls to promote compliance.
• Provides leadership, guidance, and coaching to all direct reports to maintain an engaged and productive workforce; partnering with Human Resources on employee relations issues.
• Collaborates with employees in the establishment of clear and concise development plans to ensure succession planning and the advancement of future leaders within the organization.
• Participates in the development of cross-division or business unit strategies. Facilitates strategic interdepartmental cooperation, motivates development of new tools and methods for dealing with crisis situations.
• Provides technical guidance.
• Assists with various projects as assigned.
• Other duties as assigned.

Additional responsibilities may include focus on one or more departments or locations.  See applicable addendum for department or location specific functions.  

PHYSICAL DEMANDS AND WORKING CONDITIONS:

• The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Travel required at least 20%.

SUPERVISION:

Responsible for the direct supervision of various levels of Sales Administration, Pricing, and Contracts staff.

EDUCATION:

Bachelor’s Degree required in Science, Business Administration, or a related field.  MBA preferred.

EXPERIENCE AND REQUIRED SKILLS:        

• Minimum 15+ years progressive experience in sales administration, contracting, and/or finance in healthcare industry, with specific emphasis on pharmaceuticals and medical devices; 5+ years of experience internal senior management role, or 10+ years external experience in a senior management role.
• Demonstrated experience managing one or more departments.
• Strong management skills with the ability to lead cohesive and productive teams.
• Strong interpersonal skills with the ability to communicate with all levels of management through diplomacy and tact.
• Ability to link strategic plans, budgets/forecasts, and results in manner and format easy to understand by executives and sales/marketing stakeholders.
• Superior negotiation skills and skillful development of contracts that protect the company, are compliant, and provide customer with desired value that creates long-term, mutually beneficially commercial relationships.
• Must be able to build strong partnerships with a variety of internal and external customers, balancing growth and compliance/controls imperatives.
• Excellent leadership, communication (written and oral), and management skills to successfully direct a team with numerous, related sub-processes that support full sales and marketing team.
• Strong working knowledge of ERP systems (SAP preferred) and how to use them to optimize the sales and marketing functions.
• Superior organizational skills with the ability to effectively multi-task and adapt to changing priorities.
• Ability to present and communicate ideas and programs in a clear and succinct manner, especially to the Executive team.
• Ability to influence others within and outside of the Organization. 
• Proven ability to motivate and mentor the workforce Business acumen and the analytical skills required to make sound decisions.
• Must be able to work cross functionally within the organization. Strong analytical skills.
• Must be able to represent the company within the local community, trade shows, and within the renal technologies arena.

EO/AA Employer: Minorities/Females/Veterans/Disability/Sexual Orientation/Gender Identity

Fresenius Medical Care North America maintains a drug-free workplace in accordance with applicable federal and state laws.