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Executive Search Consultants

IDN Strategic Solutions Director

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open, NC
Job Type
Direct Hire
Nov 17, 2016
Job ID
IDN Strategic Solutions Director - North Carolina/South Carolina/Tennessee

Job Description
Focused on the Top 125 National Integrated Delivery Network (IDN) this position requires strong market place knowledge and existing relationships in their assigned 8-10 IDN’s to develop and execute portfolio strategies in the Acute Care channel. The IDN Director positions the clinical and economic value of Company Hospital Therapy brands with all levels of IDN senior leadership in their targeted accounts to create long term business partnerships with contracts for patient benefit. The IDN Director coordinates all Hospital Therapies team members within their assigned 8-10 accounts to achieve collective quality, portfolio and contract goals.
Principal Duties and Responsibilities
  • Partner with executives within their 8-10 assigned IDN’s accounts to develop mutually beneficial partnership relationships within assigned P&P.
  • Collaborate with GPO Team, Trade, Outcomes Team, Field Sales, Operations, Marketing, Medical Affairs to evaluate procedural opportunities developing unique contract options that optimize patient benefit and business unit performance.
  • Review contract details from a business perspective, pointing out exceptional and unique items to improve or enhance business partnership with their assigned IDN’s.
  • Develop product proposals/offers, terms & conditions, etc., as well as, ensure all agreement terms, product rebates and prices fall within approved guidelines.
  • Designated expert in contract strategies, contract performance, execution and negotiation concerning the acute care market.
  • Responsible for resource optimization within assigned 8-10 IDN’s to achieve contract objectives and value proposition created for both Pain and Bleed Management Platforms.
  • Designated expert in legal/compliance within all aspects of business practices within their 8-10 IDN targets insuring all customer activity is within P&P.
  • Drive / negotiate and implement innovative contracts, utilization and outcome programs within targeted procedures delivers the value proposition commitments to all stakeholders within assigned targets.
  • Track, problem solve, and analyze contracted product performance and communicate targeted 8-10 IDN performance broadly with key stakeholder through team conference calls, call summaries, share-point and quarterly business reviews both internally and externally with targeted IDN’s.
  • Meet and exceed all sales, P&L and customer expectations from successful portfolio contract growth within assigned 8-10 IDN’s. (Travel 60-70% to targeted accounts, sales and national meetings.)
Minimum Qualifications        
  • Bachelor’s degree required, MBA or other advanced degree preferred.
  • 10+ years of documented success in Specialty Pharmaceuticals, Medical Device, Pain Management or Bleed Management platforms required and documented success in the operating room preferred.
  • Extensive procedure, anatomy and application knowledge within Pain Management, Hemostat and Sealant surgeon preference brand segments using various segmentation and clinical levers.
  • Extensive existing IDN relationships in target accounts with documented performance results.
  • Expert contract negotiation skills and business acumen. (Computer proficiency in MS Office suite)
  • Financial analysis and modeling capability including pivot table use.
  • Performs company business in accordance with all regulations (e.g., EEO, FDA, OSHA, PDMA, EPA, PhRMA, etc.) and Company and Department policies and procedures.
  • Excellent verbal, written communication and presentation skills.
  • Solution oriented through the application of advanced problem solving skills.
  • Ability to influence support and action from peers and senior leadership.
  • Demonstrated clinical and product knowledge in broad range of surgical and pain management clinical targeted procedures.
The job duties outlined is not meant to be an all-inclusive list, additional responsibilities may be assigned.