Dedicated Client Manager - Acute Care/GPO/Account Mgt - Nashville/TN
MedAssets, Inc. - Nashville, TN

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Company Overview:
MedAssets (NASDAQ: MDAS) partners with healthcare providers to improve financial strength by implementing spend management and revenue cycle management solutions that help control cost, improve margins and cash flow, increase regulatory compliance and optimize operational efficiency. MedAssets serves more than 180 health systems, 4,000 hospitals and 90,000 non-acute healthcare providers. For more information, visit .

Job Purpose:
This position is responsible for generating the revenue of MedAssets (MA) by providing sales and same store growth as define by annual budget and customer goals by supporting customers in a defined account(s).

This position is also responsible for providing onsite representation and immediate access to all components of the MedAssets Supply Chain Systems contract portfolio, maintaining the integrity of data in the local Compliance Catalog, and information related to all MedAssets products and services.

This position will act as a customer advocate as well as an on-site resource to coordinate activities of the customer, MedAssets and vendor community to ensure responsiveness to customer needs and goals.

This will be achieved through several key job functions:
Contract maintenance

Opportunity identification

Rebate and shareback management

Communication and documentation

customer support functions

This individual is expected to be on-site in the customer facility 4-5 days per week or as assigned by the directing Client Executive.

Role Qualifications: Thoroughly understands and has intermediate skills using software products and internal processes regularly used by MedAssets, including, but not limited to:

CD Quick / LCC / Strategic Information (SI) / RAMP / LOCs/LODs / MicroSoft Excel / MicroSoft Word / MicroSoft Outlook / MicroSoft PowerPoint /Internet /CRM

Thoroughly understands MedAssets contract portfolio, including how to sell additional contracts into customer and how to find answers within the MedAssets organization when necessary

Thoroughly understands solutions available to customers through all MedAssets products and services and seeks to promote additional products and services when appropriate

Thoroughly understands how to get things done in a timely and responsive manner and possesses a commitment to grow the overall MedAssets business through personal motivation

Thoroughly understands MedAssets competition, including maintaining a working knowledge of other GPO programs

Reports competitive intelligence uncovered in the field both positive and negative

Thoroughly understands the customer’s world, including how to identify key issues being faced at each functional level and at the executive level

Routinely reports member problems back into MedAssets for evaluation

Possesses strong cognitive thinking skills which are used to assure customer needs are met and to identify other product and service opportunities

Essential Duties & Responsibilities:
Primary Job Functions

Effectively manages customer by setting objectives, developing strategies to penetrate account(s) utilizing all available internal MedAssets resources and gathers and appropriately acts upon customer intelligence.

Maintains RAMP for all customers including contact information for all departments and Executive suite

Contract Maintenance Functions

Secure, in accordance with customer signature policies, signed Letters of Commitment/Designation (LOCs/LODs) for contracts and/or contract tiers that will drive lower costs for the customer

Follow-up to ensure that LOCs/LODs are implemented at the customer level – documented in the LCC and loaded at the distributor and manufacturer

Run latest usage and identify impact of new contract pricing to customer

In a format, as required by the customer, prepares economic impact analysis for each proposed contract

Work with vendor to ensure neutral or savings impact

Works with customer, manufacturers, wholesalers and distributors to resolve price discrepancies

Coordinates and facilitates efforts between the customer Item Master Administrator, contract managers, MA staff and vendors to investigate and help resolve contract and purchase order pricing variances

Assist and facilitate customer and MedAssets Catalog Administrator with maintenance of the Local Compliance Catalog (LCC) by updating pricing and/or providing contract content to the Catalog Administrator or submitting HELP Desk tickets as needed

Coordinate the efforts of the customer, MedAssets, CAT Contract Coordinator, LOC Support and the MedAssets Catalog Administrator in adding GPO contracts, setting contract tiers and mark-ups and adding Custom Advantage Tier Contract (CAT) price files to the LCC

Review alerts and determine impact and execute any appropriate LCC updates/changes that are required

Coordinate and facilitate the efforts of the customer and the MA Catalog Administrator in adding locally-negotiated contracts (LNCs) to LCC

Inform customer corporate contracting staff and purchasing staff of new MA contracts, terminated contracts, and revisions to existing contracts

Provide monthly contract expiration report to corporate contracting and purchasing staff and coordinate required action to ensure that contracts are renegotiated, extended, or converted to MedAssets contracts

Communicate necessary actions to the MA Catalog Analyst and MA Custom Contracting

Provide daily support to customer corporate contracting, purchasing staff and department managers

Facilitate support from MedAssets contracting staff to meet customer needs

Opportunity Identification Functions

Proactively communicate any authorized price changes to MAS and maintain appropriate tier settings in the LCC to ensure the accuracy of SI opportunities

Review and act upon all Strategic Information (SI) opportunities identified in reports provided by MAS.

Identify and set monthly action (AAAct) goals based upon SI opportunity reports that are provided by MAS

Conduct routine audits of contracts, tiers and prices in customer LCC to identify opportunities to maximize savings

Identify pricing variances, contract coverage gaps and product conversion opportunities

Follow-up on Strategic Information for Rx (SIRx) reports

Compare AP/SI and Vision data to identify incremental revenue opportunities

Meet with regional vendor representatives to determine product and cost impact, as well as feasibility of product conversion

Participate in customer committees to present value analysis as required by the customer

Keep customer corporate contracting, purchasing staff and department managers informed of group buy opportunities.

Meet with various dept heads and committees to assess supply chain and revenue cycle needs and propose ways that MedAssets may increase customer’s operating margin

Provide cost benefit analysis for product conversion and standardization

Identify local contracts that are also MedAssets vendors and analyze data to identify savings and conversion opportunities

Identify opportunities for MedAssets contracting staff to develop contracts with high volume vendors being utilized by the customer, but not presently in the MedAssets portfolio

Introduce high ROI vendors and educate customer about new contract programs

Rebate and Shareback Management Functions

Create and maintain a calendar of expected rebate and shareback checks

Proactively follow-up when an expected check is not received at the expected time

Assist in reconciling the rebate check against sales and administrative fee reports to ensure that all appropriate spend is accounted for

Investigate and resolve sales and administrative fee reporting discrepancies, report results to and work collaboratively with the MedAssets Revenue Recovery team

Communication and Documentation Functions

Manages customer relationship on a day-to-day basis by meeting face-to-face to identify savings opportunities, resolve issues, and promote account penetration

Maintain and track the financial impact of completed initiatives and report to the appropriate customer personnel for use in internal reporting

Monitor savings on a year-to-date basis by either calendar or fiscal year as defined by the customer and obtain savings sign-off

Document all bookings and pipeline data according to established MedAssets reporting and tracking procedures

Maintain and distribute reports with custom analytics as defined by the customer

Maintain high customer service levels by responding to phone calls and emails no later than the next business day

Identify new opportunities for the customer and communicate with Client Executive these findings and observations that will potentially result in new, cross or up-sell opportunities

Train all new customer employees to use the LCC and SI

Participate as an effective member of the sales team by attending meetings and sharing important information that is obtained through sales activities

Completes other functions and responsibilities as required by MedAssets Client Executive or other authorized MedAssets management.

Customer Support Functions

Attend appropriate and required customer meetings and provide MedAssets updates to the attendees as appropriate

Provide customer service to corporate physician practices, clinics and other facilities as needed

Participate in appropriate pharmacy purchasing meetings

Participate in and provide follow-up to all required and requested customer meetings


Adheres to all company policies and procedures including, but not limited to those identified within the Standards of Business Conduct and the Employee Handbook

Adheres to all applicable laws and regulations and the company's governance/compliance program

Responsible for reporting violations of the company's policies and procedures, Standards of Business Conduct, governance program, laws and regulations through the company's Help Line or other mechanism that may be available at the time of the violation

Become knowledgeable of internal control responsibilities through training and instruction

Responsible and accountable for internal control performance within their area of responsibility

Ensure concerns with internal control design or performance are communicated to management

Ensure process changes that impact internal control execution are communicated to management

Participate in the internal controls self assessment process

Assist with internal control failure remediation efforts

Minimum Knowledge, Competencies, & Qualifications:
Bachelor’s degree and 5-years experience, or combination of both

Position requires the ability to read, analyze and interpret general business documents, write reports and business correspondence, and the ability to effectively present information and respond to questions from managers, customers, vendors, and employees

Position requires the ability to calculate and analyze data

Position requires the ability to calculate discounts, interest, commissions, proportions, and percentages

Self-motivation required

Strong communication skills, both written and verbal, are required

Strong organizational skills and ability to manage conflicting deadlines

Strong conflict resolution skills are required

Position requires the ability to apply common sense understanding to carry out instructions provided in a variety of ways

Must be able to deal with problems involving several concrete variables

Position requires the ability to manage daily tasks and projects to conclusion

Position requires the ability to think strategically

The position requires the ability to identify opportunities for improvement and the ability to take action to accomplish the needed improvement

The position requires the ability to clearly understand the priorities of MedAssets and the sales goals and makes adjustments to tasks as appropriate to achieve overall objectives

The position requires the ability to conduct in-depth discussions regarding healthcare purchasing with potential members and suppliers

Must be able to meet and establish positive working relationships with all levels of a customer’s organization, from employees of the purchasing department, to Executive level leaders

Must be able to articulate the value of MedAssets products and services in multiple forms, from written and verbal communication to formal presentations

Direct Reports: None

Travel: 25% travel. Prefer local Nashville-based candidates or those with a reasonable commute to the Nashville/TN area.

Physical Demands: While performing the duties of this job, the employee is regularly required to sit for long periods of time working at a computer. The position requires the ability to talk or hear and is frequently required to use hands. The position is occasionally required to stand, walk, and reach with hands and arms. The employee must occasionally lift and/or move up to 10-pounds
MedAssets is an Equal Opportunity Employer and ensures its employment decisions comply with principles embodied in Title VII, the Age Discrimination in Employment Act, the Rehabilitation Act of 1973, the Vietnam Veterans Readjustment Assistance Act of 1974, Executive Order 11246, Revised Order Number 4, and applicable state regulations.

Required Skills

Required Experience

About this company
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MedAssets is at the center of improving the quality and effectiveness of the healthcare industry. From establishing best practice value for...