Manager, Contract and Trade Analytics
Xellia

The Manager, Contract and Trade Analytics is responsible for receiving, analyzing, and reviewing product trends in trade channel and contracts. The Manager will partner with the Trade and Xellia Sales organization to drive incremental revenue through inventory control, price adjustments, contract compliance, new product launch set-up, and ad hoc analytical requests. Manager will support the Director, Contracting on tasks including, competitive analysis, trade supply planning, pricing policy and contract performance. This position will work across associate/peers from each function that comprises the key account support team (e.g., Marketing, Field Sales, pricing/contracts, finance, supply chain, customer service) to drive performance.

Key Responsibilities Include

• Track sales performance by ensuring maximum product inventory, timely loading and ongoing administration of all Individual and GPO contracts and price changes, and ensuring maximum pull-through of all Xellia products included, and measured by the respective source contract performance
• Partner with sales, marketing, and national accounts to develop and implement key strategic programs and procedures to optimize Xellia product pull- through for wholesaler and distributor partners
• Project manage price challenges, collaborating in a cross functional environment (PRC) with Sales, Marketing, finance, and other key commercial functions
• Collaborate with the sales organization by collecting, organizing, and evaluating customer and market data to provide customer-oriented recommendations, arrive at conclusions and provide recommendations to senior management on the information obtained
• Works with 3PL teams for government price reporting, baseline AMP calculations, best price, administrative fees/rebates, membership discrepancies, class of trade fallouts, etc.
• Analyze historical sales data to determine sales trends and market dynamics to inform future decision making
• Prepare presentations, deliver findings, and make strategic recommendations to senior management
• Develop, administer, and track growth programs to drive incremental revenue
• Serve as point person for field sales organization with ad hoc requests, customer analytics, compliance reports, quarterly business reports, etc.
• Works with counterparts to ensure pricing strategies/initiatives can be executed within Xellia's contracting requirements
• Create, review, and redline commercial contract terms and conditions as needed
• Comfortable negotiating pricing and terms & conditions with external customers
• Download, analyze, and summarize large amounts of data from various sources (chargeback data, pricing databases, GPO memberships, etc.)
• Coordinates with other functions (Finance, Supply Chain, Marketing, etc.) to collect required information for key business decisions

Skills and Abilities

• Strong Analytical, organizational, and problem-solving skills
• Ability to interact with and present to senior management
• Work cross functionally in order to achieve desired results
• Advanced Excel and SQL skills and preferred experience in Salesforce and Tableau
• Project management skills to prioritize multiple tasks and drive continuous process improvements
• The ability to develop, balance and understand the outcomes of individual decisions and actions, which may impact cross functional teams and downstream results.

Qualifications

• Bachelor (4-year) or higher degree required, ideally with a Master's degree in Business Administration
• +5 experience in contracting, sales, marketing, and/or finance, ideally in US sterile injectable market
• Strong verbal/written communication and data presentation skills, including an ability to effectively communicate with all levels of organization
• Strong attention to detail and excellent follow through
• Strong working knowledge of Microsoft office programs i.e. Excel, PowerPoint, and Microsoft Word
• Experience working with and partnering with Group Purchasing Organizations, IDNs, Government price reporting and Trade Partners
• "Hands on" experience in IDN contract activities, i.e. customer analytics, bids, contract authoring, contract negotiations, rebates, etc.
• Strong business understanding of the US Institutional channel for injectable drugs, ideally including anti-infectives / antibiotics
• Knowledge of FSS, 340B, NFAMP, AMP and/or state price transparency

Physical Requirements of the Role

This role is continuously sitting and typing. Frequently talking and using eye and hand coordination. Occasionally requiring lifting and carrying less than 10 lbs. Standing, walking, bending over, and repetitive use of legs are done occasionally.

Xellia Pharmaceuticals is owned by Novo Holding A/S and is a specialty pharmaceutical company leading in the development, manufacture and supply of anti-infective treatments. Headquartered in Copenhagen, Denmark, Xellia has global facilities in Europe, North America, and Asia, currently employing over 1700 people. With over 100 years of industry experience in developing last resort treatments for infectious diseases, Xellia is focused on the supply of products which not only save lives, but also improve and enhance patients' quality of life. Together with us, you can help lead the fight against bacterial infections.

Read more about Xellia Pharmaceuticals here

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