Director of Contracts
Company: HCA
Location: Nashville
Posted on: June 25, 2022
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Job Description:
Are you experienced with Healthcare Contracts and looking to
join a National leader? Expand your career as a Director of
Contracts on our Medical Device Sourcing team. HealthTrust, an
affiliated company of HCA Healthcare, is committed to performance
improvement across the healthcare continuum. We offer an array of
medical, dental, and vision packages as well as several add-on
perks to make your rewards and benefits customizable to your needs.
Some unique offerings include: Tuition Reimbursement/Assistance
Programs/Student Loan Repayment Paid Personal Leave 401k (100%
annual match - 3% to 9% of pay based on years of service) Employee
Stock Purchase Program (ESPP) Identity Theft Protection discounts
Auto, Home, and Life Insurance options Adoption Assistance At
HealthTrust, you have the opportunity to make a difference. Every
associate in our organization has an impact on patients' lives. We
are looking for an experienced Director of Contracts to be a part
of our winning team. Overview The HealthTrust GPO Sourcing
organization is responsible for a contract portfolio totaling $48
billion in volume. HealthTrust is responsible for negotiating
contracts on behalf of a 1,600 acute care hospitals (approximately
1/3 of the entire US acute care market and 5 of the largest
healthcare systems), 44,500 non-acute sites and a significant
customer base of private equity firms, and other commercial
companies including multinational corporations. Job Summary
Negotiation/Category Portfolio Responsible for negotiating industry
leading national agreements for the group purchasing organization
in the area of [INSERT CONTRACTING AREA]. Objective is to ensure
best in class industry pricing and contract terms and conditions.
Position's key area of focus will be sourcing initiatives that are
primarily categories with medium to high complexity, risk and
sensitivity. Individual will own the negotiation of a portfolio in
the spend range of $200m-$350m annually. Position may have some
responsibility for other types of categories for the purposes of
development and workload allocation. Individual is a seasoned
negotiator with in-depth knowledge and experience in contract
negotiations. Individual continuously demonstrates ability to
improve the contract portfolio and yield strong outcomes.
Individual exercises judgement in selecting and/or adapting methods
for obtaining solutions - taking a new perspective on using
existing solutions to solve for complex problems. Individual will
receive guidance and oversight from manager, but is mostly expected
to execute based on their individual experience/knowledge. Sourcing
Process and Member Alignment Thorough understanding and
accountability for the sourcing process for their assigned
portfolio. Individual is responsible for the sourcing process for
their assigned portfolio. The process includes market research,
strategy development, RFI/RFP/Bid preparation, contract
negotiations (pricing and terms), gaining consensus on award
decisions, and launching the contracts. Individual is responsible
for presenting contract strategies and final award recommendations
to internal stakeholders via the Functional Team Meeting and Dry
Run meetings. Internal stakeholders include HealthTrust Senior
Leaders and Functional Team members including finance, legal,
clinical, portfolio specialists and others. Most importantly,
individual is responsible for Strategy Validation and Final Award
presentations to applicable customer-led Advisory Boards. Board
types include groups of physicians/clinicians, supply chain
executives, or non-clinical subject matter experts. Individual must
be articulate and able to present effectively. Individual must be
able to align members and garner consensus. Little support from
manager required. Strategy Development, Validation and Risk
Mitigation A key step in the sourcing process is strategy
development. Individual must identify potential risks, challenges,
and opportunities of the category. In addition, they must
understand member needs/requirements. Individual is responsible for
developing the contracting strategy that will mitigate risks,
address member needs, and maximize the best outcome. Given the
magnitude of the HealthTrust membership, the strategy must take
into account a very diverse and complex mix of member organizations
(for profit, not for profit, acute, non-acute, non-healthcare,
etc.) Individual must formulate a clear vision of the strategy, be
able to articulate the vision, and execute the steps necessary to
achieve the strategy. Strategies typically contemplate a variety of
complex considerations. The individual must be adept at reading
situations, people/parties and adapting strategies or negotiations
as necessary throughout the sourcing process. In addition to
presenting to boards (as mentioned previously), this individual
must be able to work closely with individual member stakeholders
(clinicians, supply chain, physicians or other executives) to align
the customer with the strategy. Project Management Ability to
independently plan and execute project timelines for assigned
categories. Must maintain and keep accurate the contracting work
plan and contracting details in the Contract Lifecycle Management
system. Must have: demonstrated level of organizational ability and
attention to detail. ability to translate objectives into project
planning priorities, create and manage work plans and timelines for
multiple projects and priorities, and finalize negotiations in the
time-frame designated for the project. ability to be highly
efficient and highly productive, demonstrating high volume of
contracts/categories handled without sacrificing on quality.
Category and Supplier Knowledge Individual must know and be able to
use knowledge about suppliers and category to develop strategies,
create leverage, mitigate risks, anticipate direction of the market
and potential supplier direction. Includes, but not limited to,
understanding the following factors of the supplier: ownership
organizational structure key contacts product / service offering
and market share position historical performance (customer service,
quality, etc.) where products are manufactured, assembled, raw
materials/API and other supply chain information of supplier future
product pipelines interpret of SEC filings, annual reports, or
analyst reports Understanding of categories assigned, including
in-depth aspects of portfolio: product features and benefits
product comparisons between supplier offerings operational impact
to provider future product pipe-line and impact on market
interpretation of current and new FDA 510k filings understanding of
cost drivers (direct and indirect) raw materials that impact
products and interpret raw material indices new supplier or product
entrants to market that could change category dynamics
reimbursement dynamics Contract Terms and Conditions HealthTrust
rigorously negotiates very thorough contract terms and conditions.
While support is provided by legal, it is the expectation that the
majority of contract terms are the direct responsibility of the
negotiator. Key terms include but are not limited to firm pricing,
termination rights, indemnification, market competitive pricing,
failure to supply remedies, liabilities, confidentiality, supplier
performance obligations, information security, and intellectual
property rights. Supplier and Customer Relationship Management
SUPPLIER: Oversee supplier relationship during the sourcing
process. Participate in supplier business reviews and review new
products/technologies as they arise in assigned categories. Build
strong relationships with senior level supplier contacts. CUSTOMER:
Build strong customer relationships through frequent interaction
(all levels, including executive). OTHER: Representing HealthTrust
at small-to-medium sized industry events, or other organizational
projects with Suppliers and Customers. Communication Ability to
conduct self-confident and articulate business conversations with
internal stakeholders, customers and suppliers (all levels,
including executives). Major communications include: facilitate
conversations with internal functional team during project kick-off
to gather feedback, opinions, and alignment of resource needs to
meet contracting initiative timelines. communication of bid
process, negotiation status, agreement on terms, financial proposal
concerns and other matters with supplier and internal team.
engaging customers through one-on-one conversations (with account
team) to articulate business strategy and resolve customer specific
issues/concerns with contracting strategy or outcome. interfacing
with key supply chain executives and end-users in a live
environment presenting and/or gaining commitment (advisory boards
and supply chain board). capable of securing desired outcomes
through persuasion and influence. Collaboration Collaboration
required with functional team throughout sourcing process: with
legal staff on development and finalization of contract with
financial analysts on assessing supplier proposals with board leads
on meeting with advisory boards with contract analysts on
product/price loading of awarded agreements with portfolio
specialists and communications on contract launch/implementation
with account management in their customer-facing duties related to
the portfolio Financial & Operational Goals Meet/exceed financial &
operational goals in the annual contracting plan. Policies &
Procedures Maintain timely achievement of all assigned sourcing
initiatives ensuring activities adhere to all established policies
and procedures and standards of business conduct. Customer Service
Resolve supplier and/or customer issues, as escalated by Portfolio
Specialist. Maintain strong customer relationships and build trust
and respect by consistently meeting or exceeding customer
expectations. Customers are internal and external. Work with
HealthTrust audit team to assist and facilitate engagement and
finalization of audit projects. Executive Disposition, Change
Management, Leadership and Execution Champion for business process
change, organizational change, and/or cultural change Lead process
improvement or training initiatives Lead or participate in company
strategic planning efforts Lead or participate in operational
initiatives Consistently exhibits executive disposition Provides
thought leadership and exhibits ability to influence/persuade
Guidance Mostly works independently. Trusted to provide guidance,
training and coaching to other negotiators. Financial Knowledge
Must have strong analytical skills with the ability to create or
interpret potentially complex financial models. Knowledge, Skills &
Abilities Demonstrated ability to: maintain grace under pressure
while displaying a high level of professionalism align internal and
external resources to achieve objectives pay attention to details
work effectively as part of a team lead resources that may not be
directly managed comprehend, and interpret complex instructions,
proposals, and contract language identify problems independently
and demonstrate creativity in developing alternative solutions and
recommendations quickly comprehend the desired end-result, goal or
objective as communicated by executive management and take action
to accomplish Excellent oral, written communication skills, and
presentation skills. Polished presentation skills are required as
the position will interface with suppliers, customers and represent
HealthTrust at industry events. Solid knowledge of all MS Office
Products, proficient in the use of Excel, Word and PowerPoint.
Education Accredited College Bachelor's Degree required (Supply
Chain, Healthcare, Business, Finance) Experience 5+ years of
relevant work experience. Ideal candidate will have experience in
strategic sourcing and negotiating a variety of contracts in the
[Insert Contracting Area]. Candidate must have demonstrated success
in managing equivalent or similar responsibilities. Relevant work
experience includes, but is not limited to: strategic sourcing
contract negotiation contract management supply chain operations
Healthcare knowledge is preferred. Physical Demands/Working
Conditions - Requires prolonged sitting, some bending, stooping and
stretching. Requires eye-hand coordination and manual dexterity
sufficient to operate a keyboard, photocopier, telephone,
calculator and other office equipment. Requires normal range of
hearing and eyesight to record, prepare and communicate appropriate
reports. Requires lifting papers or boxes up to (XX) pounds
occasionally. Work is performed in an office environment. Work may
be stressful at times. Contact may involve dealing with angry or
upset people. Staff must remain flexible and available to provide
staffing assistance for any/all disaster or emergency situations.
OSHA Category - The normal work routine involves no exposure to
blood, body fluids, or tissues (although situations can be imagined
or hypothesized under which anyone, anywhere, might encounter
potential exposure to body fluids). Persons who perform these
duties are not called upon as part of their employment to perform
or assist in emergency care or first aid, or to be potentially
exposed in some other way. HealthTrust strengthens provider
performance and supports clinical excellence through an aligned
membership model and the delivery of total spend management
solutions that leverage our operator experience, scale and
innovation. With headquarters in Nashville, Tennessee, we serve
over 1,600 hospitals and health systems, and more than 43,000 other
member locations including ambulatory surgery centers, physician
practices, long-term care and alternate care sites. We operate as a
limited partnership with HCA Healthcare as the managing general
partner. Our membership roster is split equally between for-profit
and not for profit hospitals across the U.S. and the U.K. As a
HealthTrust associate, you will join the HCA Healthcare family
270,000+ strong Our Talent Acquisition team is reviewing
applications immediately for our Director of Contracts position.
Highly qualified candidates will be promptly contacted for
interviews. Submit your resume today to join our community of
caring We are an equal opportunity employer and value diversity at
our company. We do not discriminate on the basis of race, religion,
color, national origin, gender, sexual orientation, age, marital
status, veteran status, or disability status.
Keywords: HCA, Nashville , Director of Contracts, Executive , Nashville, Tennessee
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