KMD_Contracts and Pricing
- 1. KEVIN M. DUCEY 164 Canterbury Drive Ramsey, NJ. 07446 H#(201)995-0682; C# (551)579-1863 / Email: kducey22@gmail.com ----------------------------------------------------------------------------------------------------------------------------- --------------- 1 OVERVIEW: Senior Strategy and Contracts PricingLeader with a consistentrecord of transformingoperations,advancing all aspects of cost/ pricingproposal preparation and pre-contractawards usingcorporateprocesses,guidelines and tools. Solid project management, business process improvement and change management skillshave ensured all company pricing proposals are comprehensive, responsiveand incompliancewith company objectives. Key central support contactfor the national sales team, and by partneringtogether determine required markups, profitability and risks both locally and nationally. SUMMARY OF CONTRACT AND PRICING SKILLS: Strong pricing management experience: Manages team that maintains and prepares a final record of contract negotiations to includethe negotiated cost,price, profit,deliverables and risks with GPO,IDN and local dealsas well. Responsiveto external and internal partners: Pointperson that handles the Government contracts that allows Stryker Spine to sell to VA & DOD hospitals. Value add pricingexperience for new opportunities: Leads the team who drives all RFP/RFI/RFQ’s and helps to critiqueterms and conditions to limitfinancial exposure. Results oriented focus: Delivered strategic pricingand overall contractmanagement improvements, such as: o Continuously develops and improves pricingtools and trackingworksheets for local and national needs. o Implements and provides trainingfor any new or update policies / procedures that effect pricing. o Enhanced supplier relationships Bottom-line savings:identified,delivered,quantifiable Improved complianceto contracts,suppliers,and buyingchannels Professional Experience: Stryker Spine: 2 Pearl Court, Allendale, NJ (April, 2006 – Nov, 2016) ManagerContracts& Pricing (Promoted in Sept,2012) (September 2012-Nov, 2016) Overview: Manager of Contracts & Pricing Group that supports the US HealthcareDevelopment Team (HCD) as well as the Area Director’s (AD) and all field location personnel which there are 33 at this time. (Manage team of two direct reports and 33 dotted linein-directreports.) Team is responsiblefor developingcreative solutions to any and all pricing problems. Team and group highlighted responsibilities include(listnotcomprehensive): Developing the daily,weekly, monthly KPI and ClosingPackages as well as all US sales analysisand usagereports for Sr. leadership team. Responsiblefor handlingFSS contractfor Spine Division for the past8 years.Have been involved in three CSP Submissions with Government. Currently working with DOD on getting SpineItems onto ECAT. Have worked with VA & DOD accounts with local BPA’s.Am familiar with MFC, COC and COO. Managing the validation and identification of any inconsistenciesof final record negotiated to actual results and deliverables. Calculating the expected profitability / return on sales for both existingand possiblecorporateand partnership accounts. Support all Sales Reps, Sales Managers and National AccountManagers. Setting up, maintaining,and ultimately reportingthe administrativepayments for all GPO & IDN contracts. Responsiblefor handling all Request for Proposal (RFP) and Request for Information (RFI) documents for HCD team. Trainingall newfield contractoperations personnel as well as new Area Directors and HCD members National contactperson and leader for all Cross Divisional EPA(Equipment Placement Agreement) & FPD (Fee Per Disposal) deals.
- 2. KEVIN M. DUCEY 164 Canterbury Drive Ramsey, NJ. 07446 H#(201)995-0682; C# (551)579-1863 / Email: kducey22@gmail.com ----------------------------------------------------------------------------------------------------------------------------- --------------- 2 Involved in process for determining ListPrices as well as Soft Floors for new Products.Work with Marketing and HCD team to set these. Manage all contractual Rebates and Admin Fee. A partof the process for new product launches. Workingwith Marketing and R&D. Professional Experience continued… Stryker Spine: 2 Pearl Court, Allendale, NJ (April, 2006 – Present) Promotion to Title: Sr. Financial Analyst – Sales Contract (February, 2009 – August 2012) Contract Sales Sr.Analystthat supports the US HealthCare Development Team (HCD) and National Sales Team. Responsibilities include: Developing the daily,weekly, monthly & quarterly US sales analysisand usagereports, Setting up, maintaining,and ultimately reportingthe administrativepayments for all GPO & IDN contracts. Creating the Request for Proposal (RFP) and Request for Information (RFI) documents for HCD team, Trainingall newfield contractoperations personnel as well as new Area Directors and HCD members, Pointperson that handles the government contracts that allows Stryker Spine to sell to VA & DOD hospitals. Performing two field cyclecount audits annually in supportof accountinggroup to align with contractual expectations. Additional responsibilities include maintainingthePriceAgreement System (automated information system) used to obtain management approval for customer pricinginto ERP system. Key objectives include: Analyze, report, and monitor pricingadjustments (changes to contract). Analyze, report, and monitor priceoverrides and one time discountforms. Produce customer history reports for sales and pricingover a three year period so BMAP’s can negotiate pricingwith hospitals. Upload pricingagreements and answer pricequestions for field locations which arenoton ERP sincethey sell competitive lines. Providemonthly reportingand analysisto Sr Management Providediscountingby product lineand branch/agent Priceoverride statistics Maintain and report special discounting,tier pricing,and level pricing as needed Stryker Spine continued… Title: Financial Analysis – Sales Contract Group (April 2006 – February, 2009) Maintain the pricelistcreation and analysis by BMAP, while allowingfor varyinglevels of complexity. (i.e., Sell blockers atzero price,but sell other products at a premium, or if you use 5 screws in a surgery rather than the recommended 2, the priceincreases by 5%). Key responsibilities include: o Coordinatewith government accountmanager and outsidesupplier to ensure the ERP system can accept sales for new reps sellingto customers but being invoiced by outside vendor. o Loadingand validatingSpinepricelistinto the ERP system. o Analyze, monitor, and report on priceprotection per customer. o Coordinatewith corporatesolutions group in Kalamazoo and each month roll back discountsto each rep or agent. o Manage Group PurchaseOrg(National BuyingGroups and Regional BuyingGroups), and Single StandingHospital Rebates. (This also includes paymentto the GPO and providingsales reportingas well as analyzingthe effectiveness of the GPO for Spines top linegrowth.)
- 3. KEVIN M. DUCEY 164 Canterbury Drive Ramsey, NJ. 07446 H#(201)995-0682; C# (551)579-1863 / Email: kducey22@gmail.com ----------------------------------------------------------------------------------------------------------------------------- --------------- 3 PepsiCo, Inc. 100 Summit Lake Drive Valhalla, NY. (August, 1999 – April, 2006) Title: Pepsi Cola North America (PCNA) National Accounts – Accounts Manager. (Jan. 04’ – April, 06’) Responsible for providing control monitoring as well as tracking, execution and compliance of food service contractual commitments for key competitive defense accounts such as Arby’s,Wendy’s,Burger King totaling 40 million dollars annually. Point person to vendor& bottler reps, to research and maintain equipment returns and financial credits back to domestic company headquarters. Forecast and manage year-end accruals totaling $40 million for corporate expense reporting rollup. Ensure contract elements are entered into internal database systems in accordance with contract term, and aligned with PCNA accounting policy for competitive defense expenses. Liaison with Sales Managers to ensure compliance criteria is met and data maintained within contract management systemfor contractual payments. Ensure compliance updates are performed against volume reporting, brand purchasing,and program execution. Proactively monitor volume reporting and work with Sales and otherfunctions to correct issues. Point of contact on customer issues as it relates to Arby’s, Wendy’s,& Burger King account contractualfunding. Work with all levels of Sales team (Sales Manager’s to VP’s) to resolve issues. Title: Pepsi Cola Equipment Accounts - Sr. Analyst (Jan.02’ – Jan. 04’) Responsible for all domestic Pepsi bottlers to get fountain equipment installed in the most cost efficient, effective and quality manner. Handled reconciliation and management of suspense period & monthly equipment reporting Liaison to 3rd party vendors to coordinate installations as well as order inventory. Point person to vendor& bottler representatives,to research and maintain equipment returns and financial credits back to domestic company head-quarters. Title: National Subway Account Analyst (Aug.99’ – Jan. 02’) Coordinated and executed new fountain beverage analysis & billing practices Handled validation, reconciliation and management monthly reporting Solely responsible for the billing rebate payments and fountain period payments. Point person for 300+ field Subway Sales representatives. Controlled and maintained central database for over 9000 franchises. Coordinated new account and rate model setup for each franchisee. Assisted and trained on Oracle Sales Analyzer tool to consolidate and centralize fountain beverage reporting
- 4. KEVIN M. DUCEY 164 Canterbury Drive Ramsey, NJ. 07446 H#(201)995-0682; C# (551)579-1863 / Email: kducey22@gmail.com ----------------------------------------------------------------------------------------------------------------------------- --------------- 4 U.S. Postal Service (February, 1993 – August, 1999) Title: Route postal serviceman Metropolitan Institute of Network Technology (April, 1998 – August, 1998) Title: Student & Assistant: Assisted in the design,implementation, and configuration of Routers, Bridges, Wiring Hubs, and other network related equipment. Troubleshooted the Ethernet and Token Ring LAN and WAN Topologies. Provided for the installation and technical support for in-house voice and data circuits including analog, frame- relay, and dedicated circuits. Interacted with otherstudents to identify and resolve any network-related problems. Demonstrated project management skills by leading a team of technicians in LAN design and implementation. DesignScapes, Inc. (April, 1988 - February, 1993) Title: Part-Owner, Designer & Bookkeeper Professional Awards: Stryker Spine – Awarded each year with Highly Effective Performance acknowledgement (2006 – 2015) 3 time Spine Star winner - highest honorat Stryker (2011 & 2008 & 2007) On team that won Global Finance Business Partner Award 2012. Received award for MDET (Medical Device Excise Tax) conversion & reporting 2013. Education: Kennedy Western University Cheyenne, WY Bachelor of Arts, Business Administration Completed September, 2006 Metropolitan Institute of Network Technology - Jersey City, NJ Introduction to Networking (April, 1998 - August,1998) Certification Completed: August 24, 1998 Software Knowledge: High competency using various software applications including: Oracle version 11i General Ledger, Oracle Projects, Oracle Sales Analyzer (OSA), Cognos ( Business Intelligence Tool ) and the Microsoft desktop suite - Excel, Access,PowerPoint, Word &Outlook. Personal Interests: Golf, Softball, Skiing, Coaching, Traveling References: Available upon request