BD (Becton, Dickinson and Company) Capital Contracting Consultant, MMS (Dispensing) in San Diego, California
Job Description Summary
What Commercial Operations contributes to BD
The mission of the CoE is to enable commercial strategy and drive profitable sales growth by shifting our mind-set to being more “front office”, by exceeding customer needs and improving customer experience in the areas of contracting, sales operations, business analytics and operational excellence.
This will be accomplished by standardizing, automating and integrating (CoE approach) as one company, driving data integrity and remaining agile to the evolving needs of customers and BD’s Go-to-Market corporate and BU strategies.
The Center of Excellence (CoE) team will embrace industry leading capabilities, develop our talent and know- how, hold ourselves accountable to strong performance and operate by the highest values and culture of the company.
Reporting to the Manager, Capital Contracting, this position facilitates the Capital Contract Lifecycle aspects of BD’s Medication Management Solutions (MMS) regional based US business for Dispensing-Pyxis. As a member of the US Region MMS Contracting Team, this role will also assist with the Contracting capability within the CoE combining the strengths and best practices of the legacy BD and CareFusion companies. Working in partnership within the Commercial Ops team and with the MMS Selling Organization, Strategic Customer Group (SCG), Senior Sales Leaders, Cross functional Business Partners, Finance, Legal Partners, Implementation team and Commercial Customers, this role helps drives best in class, contract offer development and asset lifecycle management capabilities within established policy, process and governance to ensure the effective implementation of complex, critical contract activities which manage business opportunities and risk appropriately.
Responsibilities include, but are not limited to:
Oversee contracting lifecycle activities within specific regions including 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 regional MMS Dispensing-Pyxis Capital Sales Contracts and Master Agreements for healthcare facilities including Hospitals and Regional Networks (e.g., IDN), Non-Acute facilities, etc. Excludes GPOs.
Serve the BU and Strategic Customer teams as key internal-business partners, with high quality, responsive service, negotiation competencies and value add to drive revenue growth
Manage the regional Dispensing sales contracts lifecycle including provision of lead information (from internal data),quote generation, drafting/redlining, negotiation, execution, amendment, extension and retirement
Review deal profitability and adherence to set pricing strategies and manage approvals based on set decision rights matrix
Collaborate closely with Commercial Capital Offer Strategy and Development to ensure execution feasibility of the proposed pricing and respective terms and conditions
Oversee post-deal contract lifecycle, including management of installation customer database, monitoring billing/revenue performance and maintenance of equipment, supporting sales reporting, and addressing inquiries from sales/customers, etc.
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
Understands financial drivers of specific deals and can communicate to team members how to best structure a deal to meet customer needs while strengthening the profitability for the company
Support process improvement projects (templates, standard terms, system updates, etc.) to drive operational efficiencies and standardization throughout the organization
Have strong functional, business and strategic expertise
Cultivate a positive work climate that fosters collaboration, innovation, and alignment with BD Values
Personal courage – Strong ethical values; takes appropriate action and makes decisions maintaining responsibility for outcomes
BA/BS required (in lieu of a Bachelor’s Degree, extensive (5+ years) experience in the applicable area)
Proficient in Microsoft Excel (i.e. v-lookups, formulas, etc.)
1+ years demonstrated experience understanding of business strategy, pricing and profitability thresholds, General Management, Finance, Regulatory, Compliance, Risk Management and Sales Leadership
Strategic and analytical problem solver with business acumen. Able to evaluate key business drivers and develop clear strategic recommendations
Proven ability to quickly establish credibility, trust, and support within all levels of organization
Ability to partner with Sales and General Management to develop contract offerings representing complex concepts and defining the business value of solutions in a clear, understandable way
Ability to communicate at executive levels, internally and externally, manage complexity and make independent recommendations
Demonstrated customer centricity skills and consistent expectations across team, able to negotiate/adapt to customer needs while maintaining protection of BD’s interests.
Understanding of, regulatory controls, and business strategy
Experience in Lease Accounting, contract review, legal/law, and or sales support preferred
Understanding of capital contract management, including contract strategy development, negotiations with Medical Device Capital products and services
Experience working in a mid-large size organization (global environment preferred)
Minimum of 1 years’ experience in a position with matrix accountability preferred
Knowledge and Skills:
Attention to detail, accuracy, and precision
Ability to work successfully in a remote/virtual team environment
Strong analytical / problem solving skills
Strong interpersonal skills as well as excellent written and verbal communication skills with demonstrated ability to adapt to a changing environment.
Primary Work LocationUSA CA - San Diego Bldg A&B
Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status