ADRIANE PILCHER
St Louis,MO
Summary
Over 20 years experience in strategic accounts: relationship management, contracting, and supply chain primarily at Orthofix US LLC, Ascension-The Resource Group, BJC HealthCare, Anheuser Busch Companies, and Purina Mills, Inc., demonstrating leadership and adaptability assuming diverse responsibilities to achieve desired outcomes.
Overview
35
35
years of professional experience
Work History
Director of Strategic Accounts
Orthofix US LLC/ SeaSpine LLC
04.2018 - Current
- Main contact for spinal hardware, ortho-biologics, and orthopedics portfolios with GPOs, IDNs, hospitals, and ASCs in United States and Australia
- Develop and maintain strong relationships with GPOs, IDNs, hospitals, and ASC customers
- Develop pricing and contractual strategies based on cross functional input and understanding of competitive landscape
- Analyze and respond to all incoming RFPs.
- Conduct Regular business reviews with key customers
- Negotiate contractual terms and conditions
- Work with Sales team (VP Sales, Area Vice Presidents and Regional Sales Managers) to develop strategy to gain access to new accounts and to keep access at existing accounts
- Collaborate with MTF Tissue Bank on marketing and pricing strategy on all co-marketed tissues.
- Work with Marketing on strategy for all new product launches
- Act as liaison between Customer, Sales, and Corporate to ensure needs are met to achieve desired results
- Lead response to all Australian tenders to ensure timelines were meet and all necessary information was provided
National Strategic Sourcing Manager
The Resource Group - Ascension
09.2015 - 04.2018
- Manage, negotiate, and contract critical product categories of Spine, Peripheral Vascular, Aortic Intervention, Perfusion, ENT, and Med/Surg with spend in excess of 300 million.
- Negotiate pricing and contract terms of national GPO (Group Purchasing Organization) contracts for Ascension which encompasses 151 hospitals.
- Successfully met national budget goals by developing clinically acceptable and cost effective strategies which resulted in 25 million in savings
- Work directly with end users through Physician Affinity Groups to review national strategic sourcing strategies and review new technology
- Develop, negotiate and execute RFI / RFPs (Request for Information / Proposals)
- Collaborate with Contract Design and Implementation to communicate strategies and monitor compliance to strategies
- Develop and manage a Sourcing Agents
Supply Utilization Manager
BJC HealthCare
05.2015 - 09.2015
- Project manager on identified opportunities in product utilization that effect healthcare system - coordinated opportunity analysis and implementation strategies with Sourcing, Logistics and Distribution, ERP, and Purchasing
- Worked with specialty teams of multidisciplinary clinical experts to determine potential cost savings opportunities through supply utilization to meet annual savings goal of $50 million.
- Developed and improved relationships with key physicians and stakeholders at our facilities
Sourcing Manager
BJC HealthCare
11.2013 - 05.2015
- Managed, negotiated, and maintained a portfolio of medical / surgical supply contracts for all of BJC HealthCare system in excess of $150 million
- Sourcing lead on cross functional teams that implemented the first primary vendor conversions within a physician preference category across 12 hospitals in the areas of Endoscopy/ GI and Peripheral Intervention
- Managed and improved vendor relationships
- Developed and executed Request for Proposals (RFPs) for product categories in an effort to lower costs and standardize product
- Lead supply chain action council communication and engagement committee to improve relationships between hospitals and supply chain
- Worked on a cross functional team to improve pricing accuracy through process improvement within our ERP system
- Managed and trained Contract Coordinator
- Worked directly with hospital specialty teams and physicians to determine strategies to reduce costs while meeting their need to provide superior patient outcomes
Manager, Inbound Raw Materials Transportation Procurement and Logistics
Anheuser Busch Companies
09.1996 - 05.2000
- Managed transportation contracts and logistics of all inbound raw materials via rail, truck, trans modal and air freight to 12 breweries
- Tracked and traced all inbound raw material rail shipments to ensure brewery supply
- Negotiated $120 million annually in domestic rail freight
- Conducted detailed analysis of rates and routes to maximize freight savings
- Managed relationships with rail suppliers
- Worked on various cross functional teams to develop strategic and operating models to optimize supply chain savings - specifically worked with Corporate Brewing, Raw Materials, and Corporate Transportation to improve barley / malt supply costs from the grain elevators through the malt houses to the breweries
- Acted as a liaison between Anheuser Busch and railroad on service disputes
- Managed and trained support staff
Glass Procurement and Logistics Supervisor
Anheuser Busch Companies
02.1996 - 09.1996
- Ensured supply of glass from 3 suppliers to 12 breweries
- Coordinated new products and graphic changes between glass suppliers and breweries while minimizing obsolete material costs
- Reacted to quality issues associated with bottles and secondary packaging to minimize negative effect on breweries
- Managed $600 million glass budget and contracts
Supervisor, Lid Logistics and Contract Administration
Anheuser Busch Companies
07.1994 - 02.1996
- Ensured lid supply between 4 suppliers and 12 breweries
- Managed the administration of all Anheuser Busch's can and lid packaging contracts
- Developed and managed Anheuser Busch's $1.3 billion can and lid budget
- Coordinated the run out of old material to minimize obsolete material costs
Merchandiser, Residual Commodity Trading
Anheuser Busch Companies
01.1993 - 07.1994
- Marketed 12 by-product commodities in 12 different geographic locations to the feed industry
- Handled logistics between production facilities, commodity buyers, and transportation companies.
- Handled the administration of all required state and federal regulatory data.
Purchasing and Transportation Manager
Purina Mills Incorporated
06.1990 - 01.1993
- Worked in 3 different geographic locations: Minneapolis, MN., Harrisburg, PA., and Lincoln, NE.
- Procured and administered logistics of all ingredients for 4 livestock feed plants
- Negotiated commodity prices and transportation costs with suppliers
- Managed risk in all future positions
Education
MBA - Business
Saint Louis University
St Louis, MOBachelor of Arts - Economics
Westminster College
Fulton, MOSkills
- Leadership
- Rapport and Relationship Management
- Contract Negotiation
- Pricing Strategy
- Strategic Planning Skills
- Effective Communication
- Problem-solving
- Detail-oriented
Timeline
Director of Strategic Accounts
Orthofix US LLC/ SeaSpine LLC
04.2018 - Current
National Strategic Sourcing Manager
The Resource Group - Ascension
09.2015 - 04.2018
Supply Utilization Manager
BJC HealthCare
05.2015 - 09.2015
Sourcing Manager
BJC HealthCare
11.2013 - 05.2015
Manager, Inbound Raw Materials Transportation Procurement and Logistics
Anheuser Busch Companies
09.1996 - 05.2000
Glass Procurement and Logistics Supervisor
Anheuser Busch Companies
02.1996 - 09.1996
Supervisor, Lid Logistics and Contract Administration
Anheuser Busch Companies
07.1994 - 02.1996
Merchandiser, Residual Commodity Trading
Anheuser Busch Companies
01.1993 - 07.1994
Purchasing and Transportation Manager
Purina Mills Incorporated
06.1990 - 01.1993
MBA - Business
Saint Louis University
Bachelor of Arts - Economics
Westminster College
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