Job Summary

The Manager, Contract Negotiations is responsible for leading and managing the full lifecycle of pharmaceutical contracting, from RFP development through negotiation, execution, and ongoing governance. This role serves as a key liaison to GPOs, IDNs, Clinics, and Sales leaders, providing expert guidance on contract strategy, terms, risk exposure, and compliance requirements. The Contract Manager drafts, analyzes, and negotiates complex contractual documents, ensuring alignment with legal, regulatory, and corporate standards while enabling competitive and profitable business opportunities.

In partnership with cross-functional teams—including Legal, Pricing, Sales, and Marketing—the role drives contract strategy, identifies and mitigates risks, and supports the development of high-quality bid submissions. The Contract Manager communicates contractual intent and requirements to stakeholders at all levels, including Senior Leadership, and acts as a subject matter expert on complex or non-standard deal structures. This role also oversees contract governance activities such as pricing administration, customer data maintenance, process improvement initiatives, and proactive management of contract expirations to support business continuity and operational excellence.

Salary Range: $105,000 - $125,000 per year
Position is eligible to participate in a bonus plan with a target of 10% of the base salary. Final pay determinations will depend on various factors, including, but not limited to experience level, education, knowledge, skills, and abilities. Our benefits and programs are comprehensive and thoughtfully crafted to ensure our colleagues live healthy lives and have support when it matters most.

Responsibilities

• Directly interfaces with key GPO, IDN, Clinics, and Sales Leaders to effectively develop and manage the contract negotiation process by influencing contract terms and providing sound guidance.
• Manages the contracting process from beginning to end, including Requests for Proposal ("RFP"), business drivers, and overall contract negotiation process.
• Draft, develop, prepare, and review contract documents in accordance with established company policies and procedures designed to minimize potential exposure while maximizing benefits.
• Provides strong business logic and detailed negotiation skills to help the cross-functional teams (Legal/Pricing/Sales/Marketing) supporting the contract and price strategy in order to move requests from opportunity discovery into the contract phase.
• Effectively negotiate and redline all key terms of a variety of pharmaceutical contract documents, including but not limited to, providing alternative language options with the appropriate level of risk.
• Analyze all contract requirements, special provisions, terms and conditions to ensure compliance with applicable laws and corporate policies.
• Working knowledge of the administration and governance of pricing relationships, membership rosters, and contract eligibility process.
• Effectively communicate the importance and intent of all required terms and conditions to both internal and external stakeholders is crucial to success in this role.
• Partner with cross-functional stakeholders to lead the development of RFP requests by providing the necessary contractual documentation for bid submission.
• Lead contract discussions during RFP and RFI negotiations and ensure problematic provisions are reviewed by the responsible stakeholders.
• Manage the deadlines and follow-up with all key stakeholders regarding status of projects bids and agreements to ensure timely and accurate execution.
• Accurately and comprehensively identify contractual risks for purposes of escalation to Senior Leadership and various levels of Fresenius Kabi management on contractual issues.
• Lead discussions and revisions to contract language reflecting new requirements and finalize new contract template documents through appropriate internal subject matter experts.
• Act as a subject matter expert when presenting to Senior Leadership on complex deal concepts and non-standard provisions requiring executive approval.
• Work both independently/autonomously and as part of a team to identify and analyze unique contractual relationships and craft business terms to best fit the business relationship and Fresenius Kabi.
• May require administration of customer pricing and maintaining master customer data in enterprise systems.
• Identify and lead cross-functional process improvement opportunities in coordination with stakeholders.
• Proactively track, govern and lead expiring contracts or extension activities.
• Regularly interfaces with Marketing, Pricing, Legal, Finance, and other functional areas to ensure that key inf