Position Overview:

The Senior Commercial Manager is responsible for establishing, managing and maintaining Commercial Models that govern the Order to Cash process for the Omnipod portfolio of products in select European countries where Insulet has direct operations, including but not limited to the German, Austrian and Swiss markets. In this capacity, the role supervises key commercial relationships and agreements for the Omnipod Insulin Management System in the specified markers across relevant stakeholders, including Hospital Trusts, Integrated Careboarss, and Framework Agreements. Insulet strive to be seen as a market leader and preferred partner to our commercial customers, and be proactive and diligent in all aspects of doing business with these critical stakeholders. Importantly, this includes understanding the terms and conditions of doing business under each of our agreements, such as NHS and Belgium tenders, and proactively following up and meeting our obligations as a supplier, communicating actively with each stakeholder. The role is also instrumental in delivering product launches in ensuring that there is unhindered access to new products while achieving exact timelines and other commercial ambitions, such as business model changes and/or revisions to the pricing methodology and procurement processes.
This role is a part of the DACH team and report to the General Manager, DACH.

Responsibilities

• Own the end-to-end CTC process, from contract setup and pricing to invoicing and cash collection
• Monitor and improve key process metrics (e.g. order completion, order entry accuracy, billing accuracy, DSO, contract compliance)

• Lead discussions and implementation at Procurement level of new commercial imperatives and subsequent products and pricing implementation; managing risk and expectations for all stakeholders
• Collaborate with all relevant stakeholders, such as sales, marketing, market access, legal, customer care and finance to ensure commercial strategies are operationally executable.
• Ensure company value proposition is appropriately communicated with all relevant stakeholders
• Ensure payers can compliantly purchase products without restriction from a commercial contracting perspective
• Develop and manage relationships with key stakeholders (framework leads, contract managers, service managers, financial accountants) to understand needs and requirements, to deliver appropriate solutions and maximise potential for Insulet
• Refine and optimise direct market contracting process, with ongoing management in DACH region
• Review and develop operational procedures (eg Order to Cash), standards or policies to improve business performance and maximise growth
• Understand national healthcare structure in relevant contracting country, keeping up to date with any legislation changes and identifying hooks and levers to strengthen business position
• Work with relevant bodies to analyse purchasing processes, identify pain points and work to influence purchasing pathways, documents, and processes; streamlining contracting and purchasing processes where possible
• Collaborate with relevant functions internally to develop accurate and consistent tender / bid submissions
• Provide data and reporting metrics on contract performance internally & externally, identifying and analysing trends
• Handle and resolve any commercial and operational issues within a contract

Required Leadership/Interpersonal Skills & Behaviors

• Excellent external stakeholder relationship management
• Skilled at communicating and aligning internal stakeholders to complex commercial problems and negotiating solutions
• Highly accountable to timelines and delivery and ensuring execution where also dependent on collaboration with internal stakeholders
• Identifies and escalates risks as well as designs possible mitigation strategies

Required Skills and Competencies

• Strong knowledge of Government requirements, standards and processes, at least in Germany at minimum
• Tender & contract management
• Strong financial & procurement stakeholder management within medical device industry
• Good organizational and analytical skills and priority management
• Demonstrated ability to perform independently with minimal supervision
• Well-developed negotiation skills
• Excellent communication, interpersonal and team playing skills.
• Self-motivated, ambitious and positive. 
• Outgoing and friendly, with a “can do” attitude 
• Able to work under pressure to meet tight deadlines.
• Computer skills, in particular spreadsheets in Excel.
• Fluency in spoken and written German and English.

Education and Experience

• Bachelor's degree in Commerce, Professional education in Purchasing, health economics or equivalent
• 5-8 years of demonstrable experience in the hospital pharmaceutical tender / commercial environment, delivering commercial results through business to business partnerships and negotiation;
• Experience in process improvement is a plus
• Medical device business experience preferred.
   

Additional Information

• Hybrid position – remote and in-office
• Travel is estimated at 25% but will flex depending on business need.

Insulet Corporation (NASDAQ: PODD), headquartered in Massachusetts, is an innovative medical device company dedicated to simplifying life for people with diabetes and other conditions through its Omnipod product platform. The Omnipod Insulin Management System provides a unique alternative to traditional insulin delivery methods. With its simple, wearable design, the tubeless disposable Pod provides up to three days of non-stop insulin delivery, without the need to see or handle a needle. Insulet’s flagship innovation, the Omnipod 5 Automated Insulin Delivery System, integrates with a continuous glucose monitor to manage blood sugar with no multiple daily injections, zero fingersticks, and can be controlled by a compatible personal smartphone in the U.S. or by the Omnipod 5 Controller. Insulet also leverages the unique design of its Pod by tailoring its Omnipod technology platform for the delivery of non-insulin subcutaneous drugs across other therapeutic areas. For more information, please visit insulet.com and omnipod.com.

We are looking for highly motivated, performance-driven individuals to be a part of our expanding team. We do this by hiring amazing people guided by shared values who exceed customer expectations. Our continued success depends on it!

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