Mgr, Business Development - Contracting (Patient Lab Services)-Remote in Secaucus, NJ at Quest Diagnostics

Job Description

Mgr, Business Development - PLS Contracting - 

This Manager, Business Development (BD) PLS – Contracting will have significant interface with customers focusing on contract negotiations for PLS opportunities.  The Manager, BD PLS - Contracting will be able to lead contract negotiations process with large (multi-hospital) health systems and drive contracts to execution.  The Manager, BD – Contracting will work closely with the Executive Director BD on strategy of contract negotiations and to prioritize opportunities, etc. This role will own contracting processes for PLS customers including storage of documents, approvals of deals and on-going amendments.  In addition, this role will work with PLS Operations, Sales and Customer Retention to implement and transition new deals. The Manager, BD – Contracting 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. 

Essential Job Duties and Responsibilities

1.    Responsible for the PLS contracting process for new customers including;

2.    Responsible for establishing a new process for Amendment requests (via the customer, CRM, etc.) that streamlines the financial review (proforma) including pricing changes, contract document creation, Quest Counsel review and approval with PLS senior leadership.  The process should include a tracking tool with time from beginning to end in order to understand if resources are appropriate for desired turn-around-time per project.

3.    Responsible for maintaining PLS contract templates (FLMA, LMPA and Supply Chain) including working with Quest Counsel and key PLS area (Operations, HR, IT, etc.) for updates from time to time as needed.

4.    Responsible for the storage (on shared drive and/or common drives) of all customer contract documents. 

5.    Responsible for the storage (on shared drive and/or common drives) of all new final deal approvals (according to the Corporate Authorization Matrix) to be readily made available in the event of an audit.  Support PLS/BD needs in the event of an audit.

6.    Capable of assisting other key areas in Business Development as needed including financial data due diligence, reading and assessing customer equipment leases and contracts, creating financial analysis and on-going customer contract performance financial metrics.

Physical Demands

None

Qualifications

Experience, Education, and Licensure

Bachelor’s degree in business and/or a minimum of Five (5) years of experience in strategic contracting and/or experience in the laboratory industry is required.  Addition 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.

Knowledge, Skills and Abilities

1.    Experience in a Business Development role leading the contract process including customer negotiations.

2.    Experience interfacing with “C” suite customers strongly desired.

3.    Project Management skills, credentials and/or experience strongly desired.

4.    Must demonstrate excellent negotiation and communication skills.

5.    Knowledge of laboratory industry and hospital market.

6. Experience in supporting internal (Sales, Finance and BD) leadership and external customers in a high pressure and time sensitive environment.

7. 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.

8. Knowledge of the different types of PLS opportunities and complimentary services offered including Laboratory Management, Supply Chain Solutions, Reference Testing, Outreach Testing, etc.

9. Strong analytical, verbal and written communication skills and ability to effectively present business strategy.

10. Strong financial acumen including having the capability to understand and create financial analysis for the purpose of evaluating PLS opportunities as needed.

11. Ability to deal with ambiguity.  He/she must create scenarios of alternative outcomes and make reasonable judgments about the implications of pricing decisions based on limited and imperfect information.

12. Strong interpersonal skills.  He/she must possess intellectual integrity and personal trustworthiness to the extent that he/she generates trust among directors from multiple functions.

13. Organizational Awareness.  He/she must gain information for research and analysis from multiple sources within the organization.  He/she must know who controls what information and develop communication channels with them.