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Executive Area Vice President, Government and Distributor Relations

Req ID:  1681


Are you looking for a company that cares about people’s lives and health, including yours? At Olympus, we help make people’s lives healthier, safer and more fulfilling, every day. 
Let’s inspire healthier lives, together.

Job Description

The AVP, Government & Distributor Relations is responsible for supporting Olympus America Inc., Medical Systems Group in developing strategies, proposals and negotiating contracts with the government of the United States of America, major medical device distributors and other interested third party distributors. 

The federal government is the largest consumer of goods and services in the world, the single largest health system in the country, and presently MSG’s largest single customer on a bill to basis. Major distributors represent a new opportunity for MSG to grow its disposable and supply product lines as most hospitals and health systems (including the government) maintain a “prime vendor” relationship with a distribution partner with a goal of purchasing up to 80% - 90% of supplies and consumables. The advantages to the healthcare provider are just in time inventory management, consolidated ordering and invoicing, etc. 

The equally important goals of this position are to create the best possible business opportunities for the company within the federal health system and third party distribution channels while at all times maintaining strict compliance with applicable laws, federal acquisition regulations (FAR) and Olympus local and global business policies.

Job Duties

* Develop in-depth knowledge and understanding of major healthcare purchasing agencies within the federal health care system, including the Department of Veterans Affairs and Department of Defense.

* Lead team of Area VPs dedicated to expanding relationships with key government and distributor accounts with particular emphasis on Veteran Integrated Service Networks, National Acquisition Center, Strategic Acquisition Center, major distributors, select small business distributors

* Lead collaborative processes with MSG senior management and staff in development of contracting and pricing strategies necessary to compete and participate in government programs administered by the VA National Acquisition Center (Federal Supply Schedule program), Strategic Acquisition Center (Medsurg Prime Vendor program), Defense Logistics Agency (ECAT, PMCE, DAPA), U.S. Medical Command. Similarly, develop price and operational strategies and capabilities to support participation in national distribution programs with a focus on growing Olympus disposable product and integration service businesses.

* In coordination with other business unit leadership and corporate support functions, serve as the authorized contract negotiator for OAI with the government and distributors at a national level and, as needed, at a local level. 

* Advise Enterprise Solutions and MSG sales groups with respect to commercial customer pricing policies and contracting strategies and their potential implications to the government pricing, e.g. FSS Price Reductions Clause.

* Coordinate with MSG Operations with respect to all aspects of contract administration for those agreements involving an identified “tracking customer” under one or more Multiple Award Schedule contracts as well as development of new capabilities required to support distribution agreements.

* Lead collaborative process with relevant OCA/OAI departments in the development and administration of policies and procedures that assure the company is at all times compliant with applicable regulations, particularly the “price reductions clause” during the performance period of any government contract as well as other requirements specific to third parties representing Olympus with health care providers.

* Responsible for the development and implementation of appropriate training programs and related materials for all personnel who will be performing work under government and distributor agreements or administering such contracts.

* Provide leadership to support compliance with all Olympus policies and federal/state law working closely with OAI Legal, Compliance and Internal Audit groups, and outside reviewers. Mitigate known risks and resolve any findings of non-compliance from internal and external reviews.

* Serve as a resource to all departments, particularly customer service and sales, when complex pricing issues arise and offer advice and counsel regarding possible solutions that can achieve the business objective without jeopardizing compliance with policies and other contractual obligations. 

Job Requirements



* Bachelor’s degree is required. 


*  Participation in professional training specific to government contracting a plus


* Extensive knowledge of the U.S. health care market including relationships between GPO/IDN contracting entities, government health programs and medical product distributors.


* Minimum 5 years of direct sales management experience.


*  Minimum 3 years of experience with contract administration from cradle to grave – i.e., proposal development, negotiation, implementation, modification process. Some experience with government contracts is strongly preferred.


* Military experience a plus.

We realize work isn’t just a job to you.

It’s a big part of your life, but not the only part. That’s why we offer competitive salaries, a robust 401(k) program, annual bonus program and comprehensive medical benefits, as well as tuition reimbursement, flexible schedules, parental and adoption leave, on-site services and Colleague Affinity Networks — so you can be ready for where life can take you.

Olympus is passionate about the solutions it creates for the medical, life sciences, and industrial equipment industries, as well as cameras and audio products. For more than 100 years, Olympus has focused on making people’s lives healthier, safer and more fulfilling by helping detect, prevent, and treat disease, furthering scientific research, ensuring public safety, and capturing images of the world.

Olympus’ Medical business uses innovative capabilities in medical technology, therapeutic intervention, and precision manufacturing to help healthcare professionals deliver diagnostic, therapeutic, and minimally invasive procedures to improve clinical outcomes, reduce overall costs, and enhance the quality of life for patients. Olympus’ Medical portfolio includes endoscopes, laparoscopes, and video imaging systems, as well as surgical energy devices, system integration solutions, medical services, and a wide range of endotherapy instruments for endoscopic and therapeutic applications. For more information, visit

Olympus…True To You. True To Society. True To LIFE.

It is the policy of Olympus to extend equal employment and advancement opportunity to all applicants and employees without regard to race, color, national origin (including language use restrictions), citizenship status, religious creed (including dress and grooming practices), age, sex (including pregnancy, childbirth, breastfeeding, medical conditions related to pregnancy, childbirth and/or breastfeeding), gender, gender identity and expression, sexual orientation, marital status, disability (physical or mental) and/or a medical condition, genetic information, ancestry, veteran status or service in the uniformed services, and any other characteristic protected by applicable federal, state or local law.

Posting Notes: || United States (US) || Pennsylvania (US-PA) || Center Valley || 

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