Senior Director, Contract Marketing (Distributor Contract Relations)

Fresenius Kabi USA, LLC; Lake Zurich (IL); On-site; USD 200,000 - 230,000; Full time

Job summary

An established industry player is seeking a Senior Director of Distributor Contract Relations to lead strategic partnerships and drive business growth. This pivotal role involves optimizing distributor relationships and collaborating across functions to develop negotiation strategies and expand market opportunities. With a focus on compliance and operational excellence, the ideal candidate will leverage their extensive experience in healthcare and contract management to foster high-value partnerships. If you're a self-driven leader with a passion for innovation and a track record of success in the pharmaceutical sector, this opportunity is your chance to make a significant impact.

Benefits

Medical Insurance

Dental Insurance

Vision Insurance

401K with Company Contribution

Wellness Programs

Qualifications

• 12+ years in healthcare or related industry, with pharma experience preferred.
• Strong project management and organizational skills required.

Responsibilities

• Develop and maintain relationships with key accounts and drive strategic opportunities.
• Draft, negotiate, and finalize contract terms with internal stakeholders.

Skills

Project Management

Communication Skills

Relationship Management

Negotiation Skills

Analytical Skills

Education

Bachelor's Degree

Master's Degree

Tools

Microsoft Office

Salesforce

Job description

Job Summary

The Senior Director, Distributor Contract Relations is a strategic leader responsible for managing, directing, and executing Pharmaceutical & MedSurg reporting distributor agreements, alternative channel partnerships, and house accounts. Serving as the primary liaison, this individual fosters high-value partnerships that drive business growth. The role focuses on optimizing existing and new distributor relationships in targeted markets, collaborating cross-functionally to develop negotiation strategies, ensure seamless agreement execution, and expand market opportunities through innovative channel solutions. Additionally, the role supports national wholesaler activities in coordination with the Head of Trade Relations.

Salary Range: $200,000 - $230,000 per year

The position is eligible for a bonus plan with a target of 22% of base salary and participation in a medium-term incentive plan. Final pay depends on experience, education, skills, and abilities. Our benefits are comprehensive, supporting a healthy work-life balance.

Responsibilities

• Understand growth strategies and foster partnership opportunities with Pharmaceutical and MedSurg reporting distributors aligned with business goals. Present new strategic growth areas to commercial leaders.
• Partner with the U.S. sales team to identify opportunities and develop contract strategies for onboarding new distributor clients.
• Vet all new distributor inquiries in accordance with internal policies.
• Develop and maintain strong relationships with key accounts and drive strategic opportunities.
• Draft, negotiate, and finalize contract terms, collaborating with internal stakeholders for review and approval.
• Analyze key contract terms, serve as subject matter expert, and escalate exceptions as needed.
• Prepare account strategies, KPIs, and review contract implications with stakeholders.
• Manage house accounts, including sourcing programs, and present opportunities.
• Oversee distribution agreements' daily operations.
• Collaborate with legal and finance to ensure compliance with regulations and policies.
• Work with supply chain, finance, and customer service to resolve operational issues.
• Ensure accurate contract implementation and manage customer expectations through communication and business reviews.
• Stay informed on market trends and competitors; analyze activities to identify growth opportunities.
• Contribute to planning for new product launches and distribution strategies.
• Participate in conferences, trade shows, and customer events.
• Support departmental strategies and daily operations in collaboration with SVP, Commercial Operations.
• This role does not have direct reports but involves matrix management for projects and stakeholder updates.
• Mentor and coach team members, complete required training, and participate in work activities as assigned.
• Take responsibility for health, safety, environment, energy, and quality management systems, ensuring a safe and compliant workplace.

Requirements

• Bachelor's degree required; master's or advanced degree preferred.
• 12+ years in healthcare or related industry; experience in pharma preferred.
• 5+ years in Trade Relations, Distribution, Contracting, or Sales.
• Self-driven, capable of working independently and collaboratively.
• Strong project management and organizational skills.
• Attention to detail and excellent communication skills.
• Proficiency in relationship management and Microsoft Office; familiarity with CRM tools like Salesforce.
• Ability to travel approximately 15%, including overnight travel.
• Must meet access requirements for customer sites, including compliance with credentialing and vaccinations.
• Ability to prioritize tasks in a dynamic environment and work flexible hours.

Additional Information

We offer a competitive salary and benefits package including medical, dental, vision, life insurance, disability, 401K with company contribution, and wellness programs.

Fresenius Kabi is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration without regard to race, color, religion, sex, national origin, citizenship, immigration status, disabilities, or veteran status.