National Contracts Manager.


Case Study

National Contracts Manager

US-Subsidiary of Global Orthopaedic Trauma Company

September 2019

 

About The Company:

This company manufactures and distributes a range of orthopaedic powered tools and instruments across a range of surgeries, with a focus on trauma.

It is a family-owned company with distribution across the globe, and an independently operating subsidiary in the USA.

 

Website:

Industry: Medical Devices

Company size: 30+ employees

Type: Private Company

Founded: 1980

Specialties: Trauma, Autopsy, orthopaedics

 

The Challenge

The national contracts manager position was a first-of-its-kind for the company. Their continued expansion across the US had hit such a point that they were attracting the attention of larger hospital groups and distribution networks, and the national contract manager would be the one to negotiate and secure contracts with said groups.

The ideal candidate would have experience of a similar role in perhaps a larger company, and would be at a stage where they felt they had the know-how to implement a national strategy for contract management in a smaller company, and lead this to become a successful strand of the company’s business development.

Gilbert Meher were engaged exclusively to find someone who fit the above criteria, and worked closely with the company President, being highly involved in discussions around the candidates, and the potential compensation of the position to attract the appropriate calibre of candidate.

 

The Solution

As recruiting for this role was something of a first for the company President, Gilbert Meher worked closely with him throughout the process, revising the type of candidates after the first round of interviews to find a closer fit for the company (i.e. less of a corporate background and more of a family-owned feel). A line of close communication was established with the company President, and a short brief about each candidate was provided along with their resume.

Both active and passive candidates were sourced via direct approaches on LinkedIn and through the existing network at Gilbert Meher. After an initial interview with the consultant at Gilbert Meher, suitable candidates were referred to the President for consideration. Gilbert Meher handled all feedback and managed candidates throughout the process, ensuring appropriate preparation for interviews, and that any concerns on both sides were addressed throughout the process.

The company was not kept anonymous after agreeing this with the client to allow candidates to do their due diligence.

 

The Result

Relevant candidates were screened, pre-interviewed by one of the Gilbert Meher Medical Device consultants, and finally presented for review along with a biography to the client. The process had 3 stages; an initial phone interview with the company President, a face-to-face meeting with the President and National Sales Manager, and finally a presentation on proposed strategy for the establishment of national contracts. The end result was that 2 extremely high-quality candidates were considered for offer, and the client’s candidate of choice was offered, and accepted with a bespoke compensation package that allowed the client to compete with their former employer.

"This was quite a challenging fill, and a first-of-its-kind hire for the company. Adam was very diligent in his search, and came up with a selection of profiles to fit the small niche we gave him."

US-Subsidiary of Global Orthopaedic Trauma Company