Mainstay Medical
Mainstay Medical is a medical device company focused on marketing an innovative implantable neurostimulation system, ReActiv8®, for people with disabling chronic mechanical Low Back Pain. The company is headquartered in Dublin, Ireland, with subsidiaries operating in the United States, Australia, the United Kingdom, and Germany.
The Role:
This experienced individual will lead the pricing and contracting efforts within Sales Operations to provide support that includes, but is not limited to, extensive reporting and pricing analysis, comprehensive contract preparation and management, proactive, forward thinking business decision support. This individual will also work on the design and development of comp plans, quotas and sales reporting.
Position Responsibilities:
- Defines, develops, evaluates, and oversees the implementation of pricing and contracting strategies designed to drive revenue growth and market share.
- Works cross-functionally with Sales, Marketing, Legal, Finance, Reimbursement, and other functions to ensure effective workflow throughout the contract lifecycle and consistent process execution. Works with both external and internal customers to resolve contract redlining issues.
- Relies upon experience and knowledge to develop pricing models for proposals.
- Serves as the SME for contracts and pricing.
- Develops and owns SOPs and workflows for area of responsibility.
- Provides consultation, analysis, and guidance to create pricing solutions to maximize return.
- Monitors and tracks existing and new pricing agreements.
- Conducts contract valuation analysis in support of contracting negotiations and cost management strategies.
- With limited guidance, develops pricing models for proposals for multiple scenarios.
- Analyzes data from multiple sources and integrates it into interactive pricing models.
- Reviews pricing proposals and provides recommended course of action by working with field to develop appropriate contract type, scope, price, profit and terms.
- Prioritizes contract requests by adhering to established turnaround time to ensure timely resolution.
- Prepares financial deal analysis including pricing options based on a variety business factors such as: market, utilization, costs and other appropriate aspects.
- Educates teams on contracts and pricing processes and systems to increase turnaround time and efficiency.
- Acts as the bridge between field teams and internal departments for review and approval of end-user agreements.
- Partners with Sales, Marketing, Legal, Finance, Reimbursement, and other key stakeholders to correctly establish pricing programs aligned with product/sales strategy and revenue recognition requirements.
- Monitors the ongoing business environment to ensure competitive pricing/market position and leads the development and analysis of pricing models.
- Effectively manages the creation and deployment of agreements across multiple channels and contracts that span across various GPO/IDN affiliations and other account dynamics.
- Develops, interprets and disseminates contract specific performance reporting and trend analysis to sales executives in a timely manner, leveraging analytical tools and producing customized contract reporting as required.
- Tracks and reports on Key Performance Indicators (KPIs), including pricing metrics, revenue, contract compliance, and contract performance metrics on a regular basis.
- Identifies and supports implementation of best practices, processes, and tools to ensure effective
workflow throughout the contract lifecycle, consistent process execution, and unified approaches that maximize sales support execution, quality, effectiveness, efficiency, and productivity.
- Maintains a complete understanding of contract requirements to ensure all applicable contract
obligations are met in a timely and accurate manner.
- Reviews sales performance to support account-specific rebate and pricing strategies and suggests alternative contract structures as appropriate.
- Solves complex problems, exercising sound business judgment to make recommendations based on the analysis of multiple sources of information.
- Champions development of and where applicable - builds analytical tools/databases that
independently support the data & informational needs of the pricing contracting function.
- Embraces salesforce.com , or other CRM solutions to evaluate platform possibilities to deploy pricing/contracting/consignment information to facilitate field sales execution.
- Appropriately contributes to field and customer/stakeholders’ discussions to positively influence results.
- Will work to ensure that contracts and customer data are standardized to the extent possible and
linked/interfaced to core business systems to allow efficient and reliable access to critical data for accurate invoicing and account analysis.
Qualifications:
- Typically requires a Bachelor’s degree in Business, Economics, Finance or similar/related discipline.
- 5+ years of experience in pricing, contract management/analysis business analysis, or sales operations with financial analysis and modeling experience. (Preferably in a medical device or similar organization)
- Ability to travel up to 20% of the time.
- Advanced analytical background with strong skills (Excel, Power BI, Power Query).
- Prior experience with Salesforce, and/or other CRM systems.
- Experience with Business Intelligence platforms, Reimbursement data and with Contracting/Revenue Management systems.
- Demonstrated organizational skills, attentiveness to detail, and ability to both work independently and with a team and handle multiple projects simultaneously.
- Demonstrated interpersonal, communication and presentation skills, including the ability to listen, and effectively communicate at all levels of the organization.
- Must have the knowledge and ability to extract data from multiple information systems on an ad-hoc basis.
- Personal ethics and integrity that embodies the best practices and highest corporate values, with ability to handle confidential information.
- Requires a well-organized individual who is able to effectively work and thrive in a fast-paced environment owning a variety of Sales Operations items.
The salary range for this position is $93,000 to $114,510/year; however, base pay offered will take into account a range of factors, including job-related knowledge, skills, and experience. The total compensation package includes a range of medical, dental, vision, financial, and other benefits, as well as equity.
Mainstay Medical is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to gender, race, color, religious creed, national origin, age, sexual orientation, gender identity, physical or mental disability, and/or protected veteran status. Mainstay Medical participates in E-Verify.
