Director, Contracts- Facility Solutions in Nashville, TN at HealthTrust

Date Posted: 7/13/2018

Job Snapshot

Job Description

HealthTrust( committed to strengthening provider performance and clinical excellencethrough an aligned membership model and the delivery of total spend managementsolutions that leverage its operator experience, scale and innovation. Membersinclude over 1,500 hospitals and health systems, and more than 31,000 non-acutecare sites.
TheCoreTrust Director, Facility Solutions is a quota bearing position responsiblefor developing and growing contract revenue across both new and existingCoreTrust members as well as having responsibility for negotiating and managingindustry leading vendor national agreements. The director will identify and build new category specific solutions,recruit existing members to support new category development, identify andcontract with strategic vendors and support the CoreTrust sales team in sellingestablished Facility Solution categories across the membership. His/her performance will be measured againsta projected Facility Solutions revenue forecast. Individualmust be a seasoned negotiator with in-depth knowledge and experience incontract negotiations and understanding of contract terms and conditions. Individual must be able to use best practicesand knowledge of internal or external business issues to improve contractportfolio. Individual exercises judgmentin selecting and/or adapting methods for obtaining solutions - taking a newperspective on using existing solutions to solve for complex problems. Individualhas a proven track record of meeting goals in a customer facing role andbuilding strategic relationships with clients in the manufacturing anddistribution industry.  Individual musthave a credible history in a procurement role supporting Facilities/MRO thatexhibits subject matter expertise and builds creditability based on his/her pastwork experiences. Individualshould demonstrate project leadership for back office team members (finance,contract administration, etc.).
DUTIES(included but not limited to):

  • Developsthe sales and contracting strategy for CoreTrust.  Formulates a clear vision and articulatessteps to achieve the objectives to both internal and external stakeholders inboth vendor engagements as well as member engagements.
  • Workclosely with customers and internal stakeholders that manage customerrelationships to develop a strategy that aligns with customerneeds/requirements and meets objectives of the group purchasingorganization.  An integral part ofdeveloping the strategy is managing category specific advisory boards andcouncils.  Following similar processesand procedures to that of HealthTrust, employ the boards to be the voice of themembership while influencing them to aligned commitment.
  • Strategiesmust contemplate a variety of complex considerations.  Individual must develop a strategy thatmanages and hedges risk to achieve the desired outcome.  The individual must be adept at readingsituations and adapting strategies or negotiations as necessary throughout thesourcing process.
  • Manageall aspects of new category creation to include member facing sales communications,data collection and requirements definitions, vendor negotiations, followingthe contracting process, creating financial analysis, and managing andvalidating implementation.
  • Strong understandingof the product categories assigned and how end-users interface with theproducts.        
  • Individualmust know and be able to use knowledge about supplier to develop strategies,create leverage, mitigate risks, and anticipate direction of the market andpotential supplier direction.
  • Thoroughunderstanding and accountability for the sourcing process for their assignedportfolio, including market research, bid preparation, RFI, StrategyDevelopment & Validation, RFP, Contract Negotiations, and contract launch.
  • Overseesupplier relationship during the sourcing process as well as during the clientengagement process.  Participate insupplier business reviews and review new products/technologies as they arise inassigned categories.
  • Buildstrong relationships with senior level supplier contacts.  
  • Build strongcustomer relationships through frequent interaction (all levels, includingexecutive).
  • Workacross the CoreTrust sales team and existing members to recruit companies toparticipate in the development of new Facility Solutions offerings.  Such activity will include securing membercommitment, data requirements, and participation in developing contracts
  • Communicationsare primarily focused on effective and efficient communications with internalstakeholders and suppliers as well as frequent communication to customers.
  • Facilitateconversations with internal functional team during project kick-off to gatherfeedback, opinions, and alignment of resource needs to meet contractinginitiative timelines
  • Communicationof bid process, negotiation status, agreement on terms, financial proposalconcerns and other matters with supplier and internal teams, advisory boardsand engaged members
  • Engagingcustomers through one-on-one conversations to articulate business strategy andresolve customer specific issues/concerns with contracting strategy or outcome.
  • Salesengagements through either introductory calls or in person meetings where theoverall value proposition is explained in a compelling manor to interestedmember companies
  • Collaborationrequired with functional team throughout sourcing process to includecollaboration
  • Meet/exceedfinancial & operational goals in the annual contracting plan and the annualsales plan.
  • Maintaintimely achievement of all assigned sourcing initiatives ensuring activitiesadhere to all established policies and procedures and standards of businessconduct. 
  • Resolvesupplier and/or customer issues, as escalated by Portfolio Specialist.
  • Maintainstrong customer relationships and build trust and respect by consistentlymeeting or exceeding customer expectations. Customers are internal and external.
  • Work withHealthTrust audit team to assist and facilitate engagement and finalization ofaudit projects.
  • Act as achampion for business process change, organizational change, and culturalchange.  May include leading processimprovement or training initiatives. 

Job Requirements

AccreditedCollege Bachelor's Degree required (Supply Chain, Business, Finance)
5 yearsof relevant work experience preferred. Ideal candidate will have experience in strategic sourcing andnegotiating a variety of contracts in the facilities management industry. Candidatemust have demonstrated success in managing equivalent or similarresponsibilities.


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