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Senior Manager, Contract Strategy

Job ID: 128986
Job Views: 551
Location: Somerville/Warsaw/Cincinnati, New Jersey, United States
Zip Code:
Job Category: Ethicon
Employment Type: Full time
Posted: 08.05.2020

Job Description

The Contract Strategy & Pricing Team is responsible for the development and execution of contracting strategies for customers within the JJMDC Strategic Customer Group (SCG). Contract Strategy includes the development and delivery of Contracted Pricing Guidance (matrices and business rules), Contracting Strategies (including value-based contracting options, shared performance and risk sharing),and driving the Governance process via the Contracted Pricing Committees (CPCs), business boards that lead the approvals of pricing and strategy exceptions. We work in close collaboration with the Deal Desk (single point of contact, rapid response hub for analytics support and developing contracts), and Contract Administration (contract execution, T&Cs, uploading, and contract compliance). The team also works closely with the SCG Account Management Teams to understand customer strategies and needs, marketplace dynamics, and support the development of key account plans.

The Senior Manager, Contract Strategy for Ethicon is responsible for crafting contracting and pricing strategies for the Ethicon business utilizing insights, expertise and analysis to improve volume and market share growth, optimize profitability and deliver outstanding customer responsiveness. This includes development and deployment of price matrices, pricing guidance, business rules, pricing tools and ongoing reporting and analytics to measure the impact of our contracted strategies. He or she collaborates with their Franchise Pricing counterparts and Marketing to build and execute strategies on each of the platform businesses. He or she guides analysis to assess total market opportunity and understand areas of discontinuity, quantifies the upside/risk in a multifaceted marketplace. He or she also chairs the Ethicon Acquisition CPC's. As chairperson, this individual guides the review of pricing and strategy exceptions with a multi-functional committee of leaders. This role also includes continuous improvements in the CPC process, maintenance of delegations, reporting of CPC efficiency and impacts. This role requires the individual to collaborate effectively and partner closely with a wide array of business partners across multiple functions and organizations including Marketing, Health System Marketing, HEMA, Finance, Legal, HCC, SCG Account Management, Field Sales, Deal Desk and Contract Administration.

Key Responsibilities:

  • Work closely with the other members of the team to coordinate the needs assessments to develop and deploy new contracting and pricing strategies and approaches for Ethicon.
  • Utilize baseline experience and expertise in the Healthcare industry to closely monitor the changing customer and competitor landscape and develop hypotheses related to key trends in prioritized channels as well as changes in provider needs, payer behavior and reimbursement models.
  • Deliver highly effective collaboration and engagement across various functions to secure input and feedback, communicate and validate findings, evaluate business opportunities, create advocacy and support specific customer negotiations to deliver on Ethicon's strategic priorities.
  • Display a high degree of ownership for the quality of our offers and the fit with our strategic and financial objectives.
  • Conduct ongoing reporting of strategies on contract access, volume, market share, price erosion, and profitability.
  • Coordinate with Health System Marketing to translate brand strategies and pricing guidelines into revenue and margin accretive commercial approaches.
  • Engage with Deal Desk and Contract Administration on the end-to-end process for the execution and administration of the contracting strategies.
  • Define key messages, training plans and support needs to drive adoption of new contracting approaches with Account Management in support of field rollout.

Job Requirements



  • A minimum of a BS/BA is required
  • A degree in Business, Finance, Accounting or Sales & Marketing is preferred.


Experience and Skills:




  • A minimum of 6 years of combined experience in Finance, Pricing, Marketing, Commercial Leadership, HEMA or related business experience is required.  

  • Validated ability to work in a highly dynamic and ever-changing setting where agility and flexibility are essential to delivering success.


  • Ability to analyze diverse data sets, make meaningful connections, summarize key trends and implications is required.
  • Ability to form strong, trust-based relationships across functions
  • Drive and curiosity to understand business products and offerings, market dynamics and trends, strategies and business objectives.
  • Strong level of ownership and dedication to meeting and exceeding expectations
  • Proficiency in MS Excel including pivot tables, v-lookups and standard functions




  • A minimum of 3 years working in Medical Device is preferred.


  • Experience with and understanding of the end-to-end contracting continuum.
  • Experience working with sales teams, contracting teams and business leadership.




Up to 10% Domestic travel may be required. 

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