Strategic Sourcing Director

Strategic Sourcing Director

 

What you will be doing:

The Director, Strategic Sourcing, is a senior individual contributor who owns sourcing strategy and negotiation for an assigned service line. The Director builds the comprehensive category strategy for the service line, leads key supplier negotiations, and owns the negotiation playbook and preparation standard. Working with category leaders, service line leaders and peers, the Director makes sure proposals are value-positive for members before award.

 

The Director is responsible for:

·         Building and executing a comprehensive sourcing and negotiation strategy for the assigned service line

·         Leading world-class contracting initiatives with peers and category teams, using advanced category strategies to deliver member value

·         Owning the negotiation playbook and preparation standard

·         Engaging category leaders and service line leaders on deals so proposals are member-value positive before award

·         Development of best-in-class business practices for supplier engagement and value, admin and service fee models, and accountability model for contract uptake

·         Protecting negotiated value after signature through price protection, escalator limits, and attainable tier terms

·         Development of standardization of contract terms and conditions

·         Partnering with Legal and Compliance so negotiation practice meets antitrust and GPO safe harbor requirements

 

In addition, the Director will take strategic initiatives that grow the service line portfolio, shorten sourcing cycle time, and bring innovative practices and tools, including AI-assisted preparation, into Premier’s negotiation work as routine sourcing tasks become more automated.

Key Responsibilities

Service Line Strategy and Negotiation – 50%

·         Builds the comprehensive sourcing and negotiation strategy for the assigned service line, including category priorities, contract calendar, award structure, tier strategy, and target outcomes.

·         Develop the negotiation plan for priority deals before the first supplier conversation: target, walk-away point, concession plan, and credible alternative.

·         Leads or co-leads key supplier negotiations in the service line alongside category leaders.

·         Negotiates terms beyond unit price: administrative fees, tier structure and attainability, item coverage, price protection, escalators, and supply continuity commitments.

·         Directs Premier’s response to supplier price-increase requests in the service line, requiring cost evidence and market data before any change is considered.

·         Builds and maintains credible alternatives with category teams, including qualifying second suppliers and gauging member readiness to move.

·         Works with counterparts at key supplier organizations to maximize the value realized from ongoing relationships.

·         Develops initiatives to grow contract revenue and supports administrative fee forecasts and growth projections for the service line.

Collaboration and Negotiation Capability – 30%

·            Owns and maintains the negotiation playbook, objection cards, pre-negotiation checklist, and supplier questionnaire.

·            Engages category leaders and service line leaders on live deals and runs deal reviews against the playbook.

·            Runs prep briefs and post-negotiation debriefs on priority deals, comparing outcomes to plan and folding lessons back into the guidance.

·            Coach peers and category managers through deal preparation and live negotiations.

·            Contributes to negotiation training content and delivery, including e-learning and role-play workshops.

·            Brings supplier and market insight to service line member committee discussions.

·            Keeps one consistent Premier position across negotiators, category leaders, and executives to align with supplier engagement.

 

Governance, Compliance and Performance – 20%

·               Aligns negotiation targets with Premier’s award governance committee and benchmark standards, so proposals reaching review are complete, member-value positive and defensible.

·               Partners with Analytics on benchmark questions, with Legal on contract terms and with Strategic Supplier Engagement on executive escalations.

·               Ensure negotiation practice complies with antitrust law, the Anti-Kickback Statute GPO safe harbor and Premier policy, including keeping award discussions centered on member value.

·               Ensures contract terms and conditions are standardized across the service line’s contracts and suppliers.

·               Tracks and reports negotiation performance for the service line: value versus target, cycle time and realized versus identified savings.

·               Identifies process and technology improvements, including analytics and AI-assisted preparation, which shortens negotiation cycle time; leads implementation with peers.

​Required Qualifications

Work Experience:

Years of Applicable Experience - 7 or more years

Education:

Bachelors (Required)

 

Required Certifications/Licensing

CPSM, CPM, CMRP or similar supply chain certification a plus

 

Preferred Qualifications

Skills:

• Complex, multi-issue commercial negotiation with category strategy for clinical and physician preference categories, including award structure, tier design, and conversion strategy
• Negotiation strategy and preparation: alternatives (BATNA), anchoring, concession planning, supplier assessment
• Supplier market intelligence: supplier business models, cost drivers, competitive position, and dependence on Premier volume
• Clinical engagement: working with physicians, value analysis teams, and member communities on preference-sensitive products
• Financial modeling, pricing, benchmark, and value analysis, including AI-assisted analytics tools
• Healthcare GPO contract terms, administrative fee, and service fee structures
• Influence without authority and executive communication with supplier and Premier leadership
• Managing multiple concurrent negotiations against a contract calendar

Experience:

• 10+ years of progressive experience in strategic sourcing, contracting, or commercial negotiations, including 5+ years personally leading high-value supplier or customer negotiations.
• Proven ability to lead through influence: driving outcomes with category leaders, service line leaders, clinicians, and cross-functional deal teams without direct authority.
• Track record of measurable negotiated value on large, multi-round deals. Ability to walk through specific deals: the target, the alternative, the concessions traded and the result.
• Experience on both sides of the table is strongly preferred: GPO or health system supply chain, plus healthcare manufacturer or distributor national/strategic accounts.
• Experience building negotiation playbooks, preparation tools or training, or coaching peers through complex deals.
• Working knowledge of GPO regulatory requirements, including the Anti-Kickback Statute GPO safe harbor, administrative fee disclosure, and antitrust considerations.

Education:

• MBA, MHA, JD, or related advanced degree
• Formal negotiation training (e.g., Harvard Program on Negotiation, Karrass, Scotwork, Black Swan)

 

 

Additional Job Requirements:

• Remain in a stationary position for prolonged periods of time 

• Be adaptive and change priorities quickly; meet deadlines 

• Attention to detail 

• Operate computer programs and software 

• Ability to communicate effectively with audiences in person and in electronic formats.   

• Day-to-day contact with others (co-workers and/or the public) 

• Making independent decisions 

• Ability to work in a collaborative business environment in close quarters with peers and varying interruptions 

 

Working Conditions: Remote

 

Travel Requirements: Travel 21-40% within the US

 

Physical Demands: Sedentary: Exerting up to 10 pounds of force occasionally, and/or a negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body. Sedentary work involves remaining stationary most of the time. Jobs are sedentary if movement is required only occasionally, and all other sedentary criteria are met.

 

Premier’s compensation philosophy is to ensure that compensation is reasonable, equitable, and competitive in order to attract and retain talented and highly skilled employees. Premier’s internal salary range for this role is $113,000 - $188,000. Final salary is dependent upon several market factors including, but not limited to, departmental budgets, internal equity, education, unique skills/experience, and geographic location. Premier utilizes a wide-range salary structure to allow base salary flexibility within our ranges.

Qualified full-time and part-time employees also receive access to the following benefits:

• Health, dental, vision, life and disability insurance

• 401k retirement program

• Paid time off

• Participation in Premier’s employee incentive plans

• Tuition reimbursement and professional development opportunities

Employees receive:

• Perks and discounts

• Access to on-site and online exercise classes