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BD (Becton, Dickinson and Company) Sr. Director, Medication Management Solutions QTC Commercial Excellence in San Diego, California

Job Description Summary

Job Description

Accountabilities in this role

Reporting to the VP/GM MMS US Region, this leadership position directs a team accountable for all Commercial Capital and Consumable Contract and Quote to Cash (QTC) Dispensing activities for the MMS US business. This position will have a matrix line into the USR Commercial and Government Contracting Leader and the US Region Contracting Leadership team, US Commercial Operations Extended Leadership Team, and will participate in US Region Contracting Center of Excellence Customer Enterprise initiatives.

This role will be responsible for developing and driving a formal transformational Contracting and QTC Commercial Excellence capability and strategy focused on best practices, continuous improvement and tools to support highly technical and automated medication management solutions. Will act as a Continuous Improvement Leader to develop a vision, timeline and corresponding project plan(s) to establish and achieve best in class service metrics and an optimal customer experience.

Working in partnership within the US Commercial Operations team and the MMS US Sales, Marketing and Service organizations, Strategic Customer Group (SCG) and cross functional business partners such as Finance and Legal, this leader will drive organizational effectiveness through best-in-class customer contract lifecycle management and quote to cash capabilities, managing business opportunity and risk appropriately. This role will be pivotal to the success of elevating the MMS Customer QTC Experience through a measurable and agile continuous improvement approach.

  • This San Diego-based position directly oversees an overall organization of 100 associates, with primary US Region accountability.

Essential Responsibilities:

  • Oversee complex commercial capital contracting lifecycle and asset/financial portfolio management activities for the MMS product offering. Scope includes all Capital and Software Sales and Service Contracts, Committed Consumable Agreements and Master Agreements for healthcare facilities incl. hospitals, regional healthcare networks and non-acute facilities.

  • Establish a formal continuous process improvement program including process and procedure optimization, development of a consistent set of execution metrics/KPIs and service level expectations associated with cycle time, quality and customer satisfaction. Create a governance process and roadmap for long term process changes and automation of the QTC process.

  • Work across other functions to identify commercial operating model opportunities to drive end-to-end process optimization and create an elevated, more simplified customer experience.

  • Act as an executive business partner, working in collaboration with US Commercial Operations and the MMS US Sales, Marketing and Service teams to develop strategy and corresponding key initiatives for the MMS US Commercial Contracting/QTC organization in support of business strategy and customer requirements, ensuring policy and legal requirements and met.

  • Continually develop an agile, nimble organization viewed as a key internal business partner, with high quality, responsive service, strong negotiation competencies and value add to drive revenue growth.

  • Working with the MMS US Commercial team, collaborate on the development of compelling, executable strategic contracting offers and structures which optimize value, competitiveness and alignment with business objectives.

  • Define and enable policies, procedures, and processes with appropriate flexibility to meet customer/market needs and dynamics.

  • Direct customer contract offer development activities including quote generation, deal structuring, contract provision drafting/redlining, negotiation and execution. Ensure effective negotiation of agreements with provision consistency, efficiency and mitigation of legal and regulatory risks. Partner with Legal to develop provisions related to emerging technologies and unique customer requirements.

  • Oversee post-deal contract activities and the Dispensing financial portfolio lifecycle, including pricing, management of asset database, invoicing, monitoring accounts receivable and collections performance and managing/forecasting bad debt exposure.

  • Work with Finance and Commercial leaders to ensure pricing and deal profitability adhere to set pricing strategies and approvals, based on established decision rights and initiated directly from the opportunity funnel. Drive a defined contract review/approval workflow process, ensuring appropriate process is in place and enforced, liaising with Business/Legal as needed.

  • Collaborate closely with Business Process, IT and supporting operations teams to drive operational efficiencies and optimization/automation of processes and tools. Ensure technology platforms (ERP, SFDC, CPQ, etc.) functionality and performance appropriately support commercial contract activities.

  • Collaborate with the US Commercial Contracting organization to develop functional strategy and talent, drive enterprise-wide terms harmonization/consistency and a long-term technical roadmap.

  • Understand emerging healthcare industry trends and assess their potential impact on contracting and negotiation strategies. Continuously benchmark processes within and outside of the organization with a focus on forward looking market trends and emerging customer needs.

  • Lead an overall organization of 100 associates. Oversee selection and talent development, with defined strategies and development opportunities. As a leader, inspire and empower the organization to act with speed, agility and accountability with ability to adapt to change.


  • BA/BS required; MBA highly desirable.

  • Minimum of 10 years’ experience in a leadership position directing an organization with matrix accountability.

  • 8+ years demonstrated large capital contracting experience and mastery leading teams, strong understanding of business strategy, Finance and Operations. Development of key relationships with Legal, General Management, Finance, Regulatory, Compliance, Risk Management and Sales Executive Leadership.

  • Demonstrated experience driving sustained operational Continuous Improvement, with a proven track record of accomplishments. Ability to lead cross functional projects in an agile, measured manner, holding team members accountable. Broad continuous improvement background and track record, Black Belt or equivalent certification preferred.

  • 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

  • Demonstrated capability to navigate and collaborate effectively across business and matrix and cross-functional leadership and organizational structures.

  • Strong understanding of US Antitrust laws, HIPAA, Sarbanes Oxley and ISO audit requirements.

  • Deep understanding of large capital contract management, including contract strategy development, financial deal structures, negotiation, policy development and standardization of general terms with Capital and Consumables products and services.

  • Demonstrated expertise of post-signature capital contract operational processes, including Quote to Cash processes such as capital asset management, collections and accounts receivable.

  • 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. Excellent verbal and written communication skills.

  • Experience in negotiating complex, strategic contract terms; negotiation savviness.

  • General understanding of federal, state and local government contracting requirements and practices preferred.

  • Demonstrated background in effectively managing people and fostering career development; successor and bench strength development; proven coaching, mentoring and leadership skills.

  • Ability to build and motivate a team to achieve well communicated expectations. Strong communication, interpersonal and change management experience.

  • Ability to travel 25-30%

Key Competencies

  • Organizational Agility

  • Business Acumen

  • Process Effectiveness

  • Continuous Improvement mindset

  • Strategic Thinker

  • Customer Focus

  • Dealing with Ambiguity

  • Leadership Courage

  • Talent Development

Primary Work Location

USA CA - San Diego Bldg A&B

Additional Locations

Work Shift

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, or any other protected status.

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, or any other protected status.

All applicants should complete the on-line application process. BD is committed to working with and providing reasonable accommodations to individuals with disabilities. If you require assistance or an accommodation because of a disability to participate in the application process, please call 855-BD-HELPS (855-234-3577) or email