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This position will support the sales and margin objectives of the Therapeutic Nutrition Institutional business unit. The Sr. Business Analyst, AC Contracting Team, executes against the pricing and contracting strategy for the Acute Care (AC) market and strategic customer groups. The candidate must demonstrate broad business acumen and strategic thinking as it relates to the deal development process for AC and strategic customers which supports overall market segment business objectives.
Accounts assigned will be major national and regional in scope GPOs (Group Purchasing Organizations) that represent a significant portion of institutional sales and have far-reaching implications due to impact on AN sales and share.
The role collaborates with many areas of the organization in the deal development process including Field Sales Force, the Legal Division, and Marketing. The Sr. Business Analyst provides counsel to Field Sales Force during the deal development process which aligns with segment strategy while ensuring strategic business objectives are met. This role also collaborates with other areas impacted downstream such as Chargeback and Customer Service/Logistics Operations to ensure that pricing actions will not adversely affect impacted areas as well as resolve customer contract pricing issues.
The Sr. Business Analyst creates customer-facing tools utilized by the Field Sales Force during the deal negotiation process that clearly and distinctly define AN’s contract offer to enable the Field Sales Force to efficiently close the deal. This role is also involved in monitoring contract performance for AC customers to ensure sales and share objectives for key brands are being achieved.
o Complete complex financial analysis during the deal development process inclusive of AN and competitive volumes performing “What-If” scenarios and determine financial impacts based on share assumptions associated with contracting actions.
o Creation of Deal Summaries during the deal development process which outline all applicable details pertinent to the contract negotiation in a clear, concise and professional manner allowing senior management to efficiently and effectively align on a go-forward strategy. Details include, but not limited to: contracting and rebate history, sales trends, current situation, field sales force request, financial impact and Sr. Business Analyst recommendation.
o Assist sales teams to understand and utilize AN market leverage during contract negotiations
o Create terms and conditions, price exhibits and any other documents for customer proposals.
o Monitor sales trends and market share results for executed agreements and calculate performance rebates.
o Demonstrate strong command and ownership of all systems and business processes.
o Lead cross-functional project teams.
o Search for process improvements and efficiencies for the Business Analyst role and the area. Assess non value-added tasks and make recommendations for change to leadership team.
o Demonstrate strong analytical skills, including the ability to explain what the data means and recommend a course of action based upon the data.
o Bachelor's Degree in business or related discipline with data analytics experience.
o Master’s Degree in business or a quantitative discipline preferred.
o Candidate should have a proven track record of progressive leadership as well as ability to influence leadership based on sound business principles
o Strong work ethic, self-motivated, and internally driven
o Function independently and serves as a source of guidance and direction for others
o Has a solid understanding of contracting, financial and market concepts and can apply them effectively
o Flexibility in shifting priorities due to changing environment and ability to work in a team environment are essential in this role; ability to multitask is required as the business demands are not predictable
o An understanding of pricing and contracting and applicable federal and state laws is important
o Attention to detail is critical