Senior Manager Strategic Contracting - US Based

Becton Dickinson Medical Devices•Sparks, NV

1d•Onsite

About The Position

This position facilitates the Capital Contracting Lifecycle aspects of BD’s Diagnostic Systems (DS) regional based US business, focusing on driving adherence to contract compliance. As a member of the DS Capital Contracting Team, the role will require strong business acumen, strategic solution-oriented contracting, and the ability to communicate cross-functionally and externally with Customers. Working in partnership within the Commercial Contracting team, Senior Sales Leaders, Cross functional Business Partners, Finance, Legal Partners, Implementation team and Commercial Customers, this role will assist in driving best in class, contract offer development and asset lifecycle management capabilities within established policy, process and compliance governance to ensure the effective implementation of complex, critical contract activities which manage business opportunities and risk appropriately.

Requirements

BA/BS required (in lieu of a bachelor’s degree, extensive (10+ years) experience in the applicable area preferred)
Minimum of 5 years’ experience in position with matrix accountability preferred
Deep understanding of capital contract management, contract compliance, including contract strategy development, negotiations, general terms with Medical Device Capital and Consumables products and services, legal, risk and business implications of contract language.
Ability to partner with Sales Leaders and General Management to develop contract offerings representing complex concepts and defining the business value of solutions in a clear, understandable way.
Demonstrated customer centricity skills and consistent expectations across team, able to negotiate/adapt to customer needs while maintaining protection of BD’s interests.
Proven ability to quickly establish credibility, trust, and support within all levels of organization.
Strong communications skills.
Self-starter, minimal supervision in performing assigned tasks.
Ability to travel: 5%

Nice To Haves

Personal courage – Strong ethical values; takes appropriate action and makes decisions maintaining responsibility for outcomes
Authorized signatory for total contract values less than or equal to $500,000

Responsibilities

Oversee contracting lifecycle activities nationally, focusing on non-compliant accounts, including lead and quote generation, contract negotiation to signature including components such as lease vs. buy, software specification, maintenance and service, installation and invoicing/reconciliation of capital products.
Scope includes DS sales for healthcare facilities including Hospitals and Regional Networks (e.g., IDN), Non-Acute facilities, Labs, etc. for DS Capital and Reagents only. Excludes GPOs.
Accountable for negotiating non-compliant DS sales and service contract terms and conditions.
Review and revise customer redlines and contract templates and provide responses for issues consistent with BD policies, business positions, statutory/legal requirements, and customer specifications.
Act as a negotiator directly with customers when negotiating standard contract terms.
Work directly with Sales, Legal, Service, Marketing and other SMEs to balance customer requirements while protecting BD’s interests and mitigating risk.
Work with the DS Sales Team as key internal-business partner, with high quality, responsive service, negotiation competencies and value add to drive revenue growth, provide financial analysis and projections of proposed deals.
Provide guidance and influence to the sales organization as it relates to appropriately structuring a deal and negotiating contractual provisions and commitments on behalf of BD.
Understand financial drivers of specific deals and can and communicates the price and margin impact of proposed deals in the context of exiting local agreements and helps determine the appropriate contracting approach and strategy in order to drive operational efficiencies and standardization throughout the organization.
Review deal profitability and adherence to set pricing strategies and manage approvals based on set decision rights matrix.
Oversee post contract lifecycle, including support for early termination process, return of equipment at end of term and addressing inquiries from DS Sales Team and Customers.
Help administer, and enforce policies, procedures, and processes to harmonize contract negotiation and general provisions, with appropriate flexibility to meet customer/market needs and dynamics.
Ensure that risk is mitigated and regulations are appropriately addressed consistently across all business offerings.
Support process improvement projects (templates, standard terms, system updates, etc.) to drive operational efficiencies and standardization throughout the organization.
Cultivate a positive work climate that fosters collaboration, innovation, and alignment with BD Values.
Partner with sales to ensure on time contract renewals, regional compliance to contractual obligations, and to provide strategic, mutual beneficial contracts to our customers.