The Manager, Business Development (BD) Health Systems will have significant interface with customers focusing on contract negotiations and delivering operational and financial modeling including evaluating test menus, equipment replacement planning, FTE reductions, logistics, reagent/supplies savings to be used in the financial model for evaluating new business for regional outreach, POL’s and other strategic opportunities. The Manager, BD Health Systems will be able to lead contract negotiations process with regional opportunities within the health systems and drive contracts to execution. The Manager, BD Health Systems will work closely with the Executive Director BD on strategy of contract negotiations and to prioritize opportunities, etc. This role will own operational, financial and contracting processes for Health Systems customers including storage of documents and approvals of deals. In addition, this role will work with Health Systems (including PLS) Operations, Sales and Customer Retention to implement and transition new deals. The Manager, BD Health Systems should be able to lead multiple contracts at the same time and be able to support other key BD areas (i.e., data due diligence, financial modeling, etc.) on an as needed basis.
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Equal Opportunity Employer: Race/Color/Sex/Sexual Orientation/Gender Identity/Religion/National Origin/Disability/Vets or any other legally protected status.
Responsible for the day-to-day management and deliverables of operational and financial modeling for the purpose of evaluating new business for regional outreach, POL’s and other strategic opportunities
Other modeling responsibilities include evaluating test menus, equipment replacement planning, FTE reductions, logistics and reagent/supplies savings
Responsible for the contracting process of these new customer opportunities
Aligning with BD leadership in on-going development and enhancement of tools for the purposes of operations and financial modeling of PLS customers
Lead the review of the operations modeling (ERP, test movement, FTE reductions, etc.) on conference calls with Region and PLS leadership during proposals
Present model outputs (operational and financial) to customers, regional and commercial leadership
Responsible for developing the PPT template(s) for RFP responses for new business for regional outreach, POL and other strategic opportunities
Key member of team that provides feedback around operations, procurement, equipment and supplies during the contract (red line) process
Education:
Bachelor’s degree in business
Required Work Experience:
5 - 8 years of experience in strategic contracting and/or experience in the laboratory industry is required. Additional experience in finance, sales/marketing and lab industry or related healthcare field with a focus on pricing strategies, establishing market value, customer satisfaction and driving profitable growth is desired.
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5+ years of laboratory business, business development or operations experience, with several years in the hospital lab environment strongly preferred
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Laboratory (medical technologist) background is preferred with experience managing a team, department and responsibility for decisions within the laboratory
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Scientific background (chemistry, biology, etc.) or financial background (business, accounting, etc.)
Skills:
Strong knowledge of laboratory operations
Experience in a Business Development role leading the contract process including customer negotiations
Experience interfacing with “C” suite customers strongly desired
Project Management skills, credentials and/or experience strongly desired
Must demonstrate excellent negotiation and communication skills
Knowledge of laboratory industry and hospital market
Experience in supporting internal (Sales, Finance and BD) leadership and external customers in a high pressure and time sensitive environment.
Must have the ability to multi-task and work with various functional leaders (Ops, Legal, HR, etc.) for contract negotiations and post contract transition period
Knowledge of the different types of PLS opportunities and complimentary services offered including Laboratory Management, Supply Chain Solutions, Reference Testing, Outreach Testing, etc.
Strong analytical, verbal and written communication skills and ability to effectively present business strategy
Strong financial acumen including having the capability to understand and create financial analysis for the purpose of evaluating PLS opportunities as needed
Ability to deal with ambiguity and create scenarios of alternative outcomes and make reasonable judgments about the implications of pricing decisions based on limited and imperfect information
Strong interpersonal skills, possessing intellectual integrity and personal trustworthiness to the extent that he/she generates trust among directors from multiple functions
Organizational Awareness to gain information for research and analysis from multiple sources within the organization in order to know who controls what information and develop communication channels with them
