Jeff Kopp Email & Phone Number

Memphis, Tennessee, United States

In this role, I direct successful contract negotiations and RFP responses for spinal and biologic products. I advise 12 sales managers, 200+ accounts, and $300M in revenue. I also complete comprehensive business reviews, enable programs and contracts to drive revenue, monitor pricing integrity, and protect margin. I create and deploy regional contract strategies consistent with corporate objectives. Moreover, I execute and monitor negotiated contracts from implementation to expiration to ensure accurate invoicing. I also liaise with customer care, credit financial services, and others to resolve pricing discrepancies and other issues.Some notable achievements include:• Saved $1.5M in price erosion by developing successful RFP categorization strategy and consulting with managers to drive positive mix.• Equipped managers with helpful data to combat consultant price benchmarking.• Fostered effective working relationships with strategic supply chain managers.• Point of contact for customers and sales managers with superb communication and problem resolution.• Recognized for quickly responding to price exception requests from sales managers, with decisions based on customer specifications of volume and growth potential and continuously monitoring outcome.

Medtronic

As Senior Manager of Strategic Pricing and Analysis, I managed US price strategy for the spine and biologics product portfolio, $1.5B in revenue. I defined market value, drove revenue and profit optimization, oversaw pricing governance and operations, and led advanced analytics. I also compelled effective and efficient business decision making while maximizing financial results through best-in-class strategy and execution. Moreover, I liaised with sales directors and contract managers on high impact negotiations and new product launch strategies. I governed price floors and customer price impacts and also predicted impacts of future pricing strategies for contract negotiations.Some accomplishments in this role include:• Improved price, volume, mix reporting analytics for drilling down to region, sales manager, customer, or product segment for enhanced data-based decision making.• Led periodic price and contracting reviews with business unit leaders and conducted competitive price analysis and compiled customer metrics.• Created web-based price/volume report allowing users to view performance on many levels.

Memphis

In this position, I designed and developed best practices, processes, and policies to achieve pricing strategy to maximize company profitability while supporting market competitiveness. I set list price, target ASP, and price floors for all new products. I also liaised with strategic business units to brainstorm creative contracting ideas to maximize revenue growth.A few significant contributions include:• Generated $5+M incremental revenue gains through innovative contract terms and superior negotiating.• Set up all new products correctly in SAP with attention to detail to maximize global price capture.• Liaised with marketing teams to create product launch strategy and communicate with sales teams.• Implemented annual price increases and supplied sales directors with price strategy during contract negotiations to maximize revenues while achieving customer satisfaction.

Memphis

As Contracts and Pricing Manager, I negotiated contracts with GPOs while managing a six-person staff and implementing pricing for $1+B in revenue. I analyzed financials for RFPs and RFIs and strategic pricing analyses and scorecards. I also advised the sales team of contractual rights and obligations and recommended contracting and pricing options in alignment with customer segment strategies. Additionally, I assessed contract acquisition and fulfillment in accordance with policies, legal requirements, and customer specifications. I prepared bids, processes specifications, progress, and other reports. I also streamlined processes with automation and system enhancements.Some achievements include:• Improved rebate amendment process with GPOs, streamlining 20-30 amendments down to just 4-6 to ensure better timing of payment system and no late payments.• Wrote proposal documents including financial analytics, responding to 150+ RFPs annually.• Maintained GPO membership, ensuring accurate payment of fees and rebates.• Minimized price loss and maximized resource utilization in price strategy processes; analyzed strategic pricing, reporting, and scorecards for senior management.• Resolved complaints from sales managers, taking steps to rectify issues.

Manage a contracts and pricing team of financial analysts that are primarily responsible for all U.S. pricing and rebate contracts, Group Purchasing Organization contracts, and RFP's. We support the contracting needs for over $2.0 billion dollars in revenue. Our team also administers the annual price increase implementation and the communication to customers, helps resolve pricing issues, and distributes strategic pricing reporting. The contracts and pricing team interacts daily with Corporate Sales Directors, Sales Distributors, and Sales Managers providing key financial impact detail of proposed pricing to hospitals and advice on how to structure and administer the proposal. These functions work closely with Legal and the Pricing Administration team which enters the pricing changes in SAP. Our team processes hundreds of contracts and amendments annually and over 100 RFP response bids to customers annually.

Strategic pricing and analysis support for all corporate sales directors in the USA. All of our customer's requests for formal pricing are directed to me and my team. We provide the financial impact comparing the customer's current pricing to proposed pricing. Responsible for drafting contract pricing proposals and work with Legal and the Contract Analyst team to draft the final contract to be submitted to customer

This position was responsible for freezing standard costs for all instruments at the manufacturing plant, performed annual cost roll, inventory valuation and reporting, scrap reporting, budget preperation and analysis, and month end closing responsibilties.

This position reconciled intercompany inventory transactions, led monthly meeting with distribution management discussing inventory reporting and issues. Worked on a team that identified slow moving inventory to obsolete. This position also had month end reporting and closing responsibilities.

This position provided financial support to mulitple divisions. The support mostly included sales reporting needs to marketing, budget preperation and analysis, and month end closing responsibilites.

Mba, Marketing Concentration

Bba, Accounting