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Director, Contracts and Pricing

Location: Chelmsford, MA


ZOLL Medical is a growing, innovation-driven company on the forefront of delivering medical devices to save lives, and software solutions to improve efficiency. With customers in more than 140 countries, we continue to expand our reach, as well as our product offerings. Hospitals, emergency medical services (EMS), and others trust us to provide high-quality products and exceptional customer service. ZOLL products are used every day across the globe to save the lives of people who suffer sudden cardiac arrest. From Real CPR Help® technology—an industry first—to the world’s only wearable defibrillator, our capabilities and features set us apart. But none of this would be possible without the motivation and dedication of ZOLL employees, and we’re invested in their success.

We offer competitive salaries and a comprehensive benefits package. Join our team. It’s a great time to be a part of ZOLL!

Job Summary:

Responsible for leading the Customer Contracting and Pricing team for ZOLL’s North American Sales division.  The Contract Management team supports the end to end customer contracting process which includes RFP bids, pricing analysis, strategy and execution for National Group Purchasing Organizations (GPO), Integrated Delivery Networks (IDN), individual Hospitals, EMS and Distributor customers including fee payments.

 Essential Functions:

  • Lead the Contracts team supporting the North American Sales division ensuring ZOLL’s interests are served, risks are mitigated, and all corporate objectives are met
  • Build and retain an engaged and qualified team that are seen as valued business partners
  • Oversee all aspects of customer RFP, bids and contracts by performing strategic pricing analysis and overall profitability analysis of the business opportunity for all customer segments, including National Accounts, Group Purchasing Organizations, Integrated Delivery Networks, State/Local Government, etc.
  • Provide oversight in the negotiation and administration of ZOLL’s customer contracts
  • Ensure proposals and contracts are issued and administered in accordance with Company policies and procedures as well as Federal/State or other applicable regulations
  • Develop and recommend policies and procedures to be used to manage and monitor programs, contracts and proposals to ensure a consistent approach
  • Serve as a strategic advisor and strong partner to other leaders and internal clients on contractual, corporate, and compliance issues
  • Define and establish the strategic framework for client negotiations while partnering with the sales organization to improve procedures and processes to accelerate proposal response times
  • Develop and maintain pricing tools and data repository for the business and ensure required data flows are in place
  • Assist in the formulation of the pricing strategy and take necessary pricing actions to improve profitability
  • Monitor customer activity relative to contractual obligations and find opportunities to improve financial performance over the client life cycle
  • Revise and improve pricing strategies and models in response to changing business conditions, and changes in the competitive landscape
  • Develop and deploy performance key indicators that can be used as a means to evaluate the pricing and profitability objectives of the sales division
  • Collaborate with sales leaders on complex deals and client transactions and assist with pricing negotiations of client's proposals and counteroffers considering the financial impact of pricing approach and view of overall history as well as client profitability
  • Oversee and develop financing programs for the Sales division by employing various lease options (i.e. Capital Leases, FMV Leases, Rentals, etc.) to meet the leasing needs of the customer
  • Negotiate specific lease terms and conditions for more complex leases within parameters defined by Sales leadership
  • Works with the Sales team to ensure that the Sales team has information on finance and lease programs and understands the benefits of the Division’s financing programs

Required/Preferred Education and Experience:

  • 10+ years of financial and contract experience, including FP&A, deal evaluations and pricing. Leadership roles within financial services including varied product types
  • Minimum of 8+ years’ experience managing team, including performance management, providing feedback & having crucial conversations, coaching, new associate onboarding, and providing career development planning and opportunities, is preferred
  • Validated analytical skills with a hands-on and detail-oriented nature, able to accomplish deep-dive analysis both individually and through the team
  • Collaborative and proactive individual with a track record of approaching management with original and creative views on how to improve the business decision-making using data driven analysis
  • Strong Excel and PowerPoint skills
  • Strong organizational and verbal/written communication skills with the innate ability to lead/influence to get results and process improvement
  • High degree of integrity and accountability in a fast paced, dynamic environment
  • Ability to adapt to continually changing organizational structures and needs

Other Duties:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job.  Duties, responsibilities, and activities will be reviewed periodically as duties and responsibilities change with business necessity.  Essential and marginal job functions are subject to modification.

ZOLL Medical Corporation appreciates and values diversity.  We are an Equal Opportunity Employer M/F/D/V. 

ADA:  The employer will make reasonable accommodations in compliance with the Americans with Disabilities Act of 1990