VP of Sales Contracting

Job Summary

Job Description

Medline has an immediate need for a VP of Sales Contracting.  This position is responsible for ensuring effective contract management and compliance within the sales organization, developing and executing contracting strategies that align with the organization’s goals and objectives, collaborating with senior leadership to ensure contracting activities support the overall business strategy, defining organizational goals and strategic plans designed to achieve growth, exceeding revenue targets and service goals, directing sales division’s contract operations function, and leading functional and cross-functional teams to meet objectives, improve processes, and improve customer satisfaction.

Responsibilities

Policy Development

• Direct the development of policies and processes governing the contract administration staff to include providing guidance on contract terms and assessing contract proposals.
• Drive policy and practice for sales proposals and contract negotiation with internal sales teams and customers.
• Accountable for the development and implementation of systems, processes, and SOPs and ensure training and communication to sales teams. 
• Streamline processes to improve efficiencies and address questions and concerns in a timely manner.
• Elevate issues to sales executives as necessary.

Stakeholder Collaboration

• Work closely with sales and business leaders to understand their needs and to ensure contracts support operational goals.
• Serve as a primary point of contact for business leaders regarding contract-related inquiries and issues.
• Foster collaboration with other departments to align contracting efforts with the organization’s overall strategy.
• Overall responsibility for communicating the terms of contracts (new, updated) to internal stakeholders including but not limited to implementation, A/R, rebates and operations.
• Develop and maintain strong relationships with peers in client companies to facilitate favorable contract terms.

Contract Negotiation and Management

• Influence contract negotiations and adherence to contracts/agreements. 
• Lead contracting department to draft and negotiate contracts that are consistent with business objectives and engage in contract amendments and renegotiation to accommodate scope changes.
• Oversee the administration and management of existing contracts, ensuring compliance and performance.
• Work closely with the legal department to ensure compliance and mitigate contractual risk. 

Financial Management

• Develop and manage the budget for the contracting department.
• Monitor contract performance and implement strategies to address underperformance and maximize revenue.

Data Analysis and Reporting

• Utilize data analytics to assess the effectiveness of contracts and identify opportunities for improvement.
• Develop and monitor key performance indicators (KPIs) related to contracting activities.
• Prepare and present reports to senior leadership on the status of contracts, financial performance, and strategic initiatives.

Accountable for ensuring overall contracting support to the Commercial Sales organization.

Utilize expert knowledge of the contract life cycle, types of contracts, and applicable government regulations to lead and develop strategies for negotiation of complex or high-value contracts to meet business objectives.

Management responsibilities include

• Typically manages through Directors
• Provides leadership and management to one or more major departments of an operating unit or to a department that has system-wide accountability
• Strategic, tactical and operational planning (24 + months) for the function or department
• Direct budgetary responsibility for one or more departments, functions or major projects/programs
• Interpret and execute policies for departments/projects; develop, recommend and implement new policies or modifications to existing policies
• Hiring staff, recommending pay increases, performing performance reviews, training and development of staff, estimating personnel needs, assigning work, meeting completion dates, interpreting and ensuring consistent application of organizational policies

Minimum Job Requirements

Education

• Bachelor’s degree in a Business-related field.

Work Experience

• At least 10 years of overall sales contracting and/or pricing experience to include experience negotiating contracts, prices, resolving service issues and/or reconciling differences.
• At least 10 years of experience directly managing people including hiring, developing, motivating, and directing people as they work.

Knowledge / Skills / Abilities

• Experience evaluating information to determine compliance with contracts, standards, laws, and regulations.
• Knowledge and experience developing, documenting implementing procedures and internal controls.
• Proven track record of successful contract negotiation and management.
• Strong financial acumen and experience with budget management.
• Ability to work collaboratively with diverse stakeholders and build consensus.
• Excellent communication, negotiation, and interpersonal skills.
• Experience developing strategic initiatives to align with company vision, goals and budget.
• Experience working with cross-functional teams and leading or facilitating teams to identify and implement solutions to complex problems.

Benefits - Medline is committed to offering competitive benefits and a variety of choices to best meet the needs of you and your family. For employees scheduled to work at least 30 hours per week, this includes health and well-being, financial fitness, career development, paid time off and more. Employees scheduled to work less than 30 hours per week can participate in the 401(k) plan, access the Employee Assistance Program (EAP), Employee Resource Groups (ERG) and Medline Service Corps. For a more comprehensive list of our benefits, please click here.

Every day, we’re focused on building a more diverse and inclusive company, one that recognizes, values and respects the differences we all bring to the workplace. From doing what’s right to delivering business results, together, we’re better. Explore our Diversity, Equity and Inclusion page here.

Medline Industries, LP is an equal opportunity employer. Medline evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.