Manager, Direct Contracts

Description

Position Summary:

Department: Purchasing · Reports to: Vice President of Purchasing · Location: Memphis, TN or Rochester Hills, MI · Employment type: Full-time, exempt

TopRx is seeking an accomplished Manager of Direct Contracts to lead the strategy, negotiation, and administration of direct supply agreements with pharmaceutical manufacturers and medical supply vendors. Reporting to the Vice President of Purchasing, this position is responsible for establishing and maintaining direct contracts that support the Company's distribution, veterinary, and repackaging operations.

The Manager of Direct Contracts will direct vendor negotiations, supplier selection, and the annual Request for Proposal (RFP) process while managing and expanding a portfolio of brand pharmaceutical and medical supply products. In close partnership with the Sales and Pricing departments, the incumbent will develop and execute a direct contracts growth strategy designed to increase revenue, unit sales, and customer acquisition across all business segments.

Requirements

Essential Duties and Responsibilities

Contract Negotiation and Administration

Negotiate product costs, pricing terms, rebates, payment terms, and service-level commitments with manufacturers and suppliers.

Develop, execute, and maintain direct supply agreements supporting the Company's distribution, veterinary, and repackaging businesses, including renewals and amendments.

Lead the annual RFP process, including defining requirements, soliciting and evaluating proposals, and recommending contract awards.

Select supply partners based on cost competitiveness, reliability, product quality, regulatory compliance, and capacity.

Monitor contract terms, expiration dates, and compliance obligations, and ensure all contract records are accurate and audit ready.

Vendor Relationship Management

Serve as the primary point of contact for key supply partners, cultivating long-term, mutually beneficial relationships.

Conduct periodic business reviews to assess vendor performance, fill rates, pricing, and growth opportunities.

Resolve supply, pricing, and contractual issues in a timely and professional manner.

Portfolio Management

Manage and strategically expand a portfolio of brand pharmaceutical and medical supply products.

Identify new products, suppliers, and categories aligned with customer demand and margin objectives.

Oversee one-time buy opportunities, including evaluation, negotiation, and coordination of purchasing and inventory plans.

Monitor market conditions, product shortages, and competitive activity to inform sourcing decisions.

Partner with the Pricing department to ensure Cost Plus offerings remain accurate, competitive, and profitable.

Cross-Functional Strategy

Collaborate with the Sales and Pricing departments to develop a direct contracts growth strategy and a standardized process for its execution.

Provide the Sales team with contract and cost information required to acquire and retain customers.

Prepare and present reports on contract performance, cost savings, and growth results to senior leadership.

Performance Objectives

Performance in this role will be evaluated against the following primary objectives:

Key Performance Indicator

Revenue growth: Year-over-year revenue generated by direct-contract products

Unit sales growth: Total units sold across the direct contracts' portfolio

Customer growth: Number of new and active customers purchasing direct-contract products

Additional performance indicators include negotiated cost savings, contract compliance, timely completion of RFPs, and portfolio expansion.

Qualifications

Required Qualifications

Bachelor's degree in business administration, Supply Chain Management, Finance, or a related field; equivalent professional experience will be considered.

Minimum of five (5) years of experience in purchasing, contracting, or vendor management within the pharmaceutical, medical supply, or healthcare distribution industry.

Demonstrated success negotiating supplier contracts and cost agreements.

Proven experience managing RFP processes and conducting supplier evaluations.

Strong analytical and financial acumen, with advanced proficiency in Microsoft Excel.

Preferred Qualifications

Experience with brand pharmaceuticals, veterinary products, or pharmaceutical repackaging operations.

Working knowledge of Cost-Plus pricing models.

Knowledge of DSCSA, FDA, and DEA regulatory requirements governing the pharmaceutical supply chain.

Experience utilizing ERP and contract management systems.

2+ years of people or team leadership.

Core Competencies

Negotiation: Achieves favorable cost and contract terms while preserving productive supplier relationships.

Strategic thinking: Translates market intelligence and cost data into actionable growth strategies.

Communication: Communicates clearly and persuasively with suppliers, internal departments, and senior leadership.

Organization: Manages multiple contracts, priorities, and deadlines with a high degree of accuracy.

Decisiveness: Exercises sound judgment and acts promptly on time-sensitive purchasing opportunities.

Work Environment

This position is based in a professional office setting.

Occasional travel to supplier meetings and industry events is required (approximately [10%]).