BD (Becton, Dickinson and Company) Sales Contracts Consultant in San Jose, California

Job Description Summary

Job Description

A key member in the Sales Support arena, this person is an experienced contracting professional with strong business acumen and a deep understanding of BD Biosciences’ instrumentation, reagents, and services in the US marketplace. This role will support a new contracting capability within Sales Support which will implement best practice contract development and associated policies aligned with the US sales strategy; and is part of the team that manages the contract offer development aspects of Capital Purchase Order (PO) Terms and Conditions, Master Agreements, Reagent Rental Contracts, Reagent Plus Agreements, Reagent Purchase and Service Coverage Contracts, Bids, Government Solicitation Responses and other supporting documentation.

This role will execute best in class, innovative, enterprise contract offers development and negotiation capabilities, and assist with developing policy, process, documentation and governance for the department to ensure the effective implementation of complex, critical contract activities that manage business opportunities and risk appropriately. Specifically, this role will assist in structuring, negotiating and finalizing effective, executable, strategic sales contracts, distribution agreements, and incentives in accordance with BD requirements, as well as provide thoughtful input for the creation and maintenance of Key Performance Indicators and Metrics.

Essential Responsibilities:

  • Work collaboratively across the organization to evaluate, negotiate and draft language for a portfolio of Sales Contracts.

  • Manage the sales agreement contract lifecycle including (but not limited to) review/analysis, drafting/redlining, negotiation, facilitating internal approvals, execution, amendment, extension and retirement.

  • Maintain contract files and new request tracking log.

  • Ensure that risk is mitigated, and provisions are preferred or acceptable per company standard.

  • Facilitate both internal and external communications, in order to review and resolve conflicts and finalize contracts.

  • Understand and effectively communicate the differences between agreement types and versions to Sales, Finance, Sales Contract Administration team, and Customer Care team, as appropriate.

Job Description

  • Work directly with Sales Contracts Manager, Sales, and Legal Counsel to ensure contract terms and conditions are negotiated in accordance with established BD contract standard T&C policies and procedures, as well as legal and regulatory requirements.

  • Understand and effectively communicate the differences between proposed agreements, compared to similar existing agreements.

  • Manage contracts lifecycle including review/analysis, drafting/redlining, negotiation, facilitating internal approvals, execution, amendment, extension and retirement.

  • Support BD sales teams on issue resolution and deal management regarding purchase order and Reagent Rental Contract T&Cs.

  • Maintain high level of customer support: prompt, professional and clear responses to contract questions, requests for non-standard language, and other contract-related issues.

  • Coordinate post-deal activities and ensure smooth transition with post-deal team counterparts in Customer Care and/or Sales Contract Administration.

  • POC for Contract Consultant with first review of non-standard language provisions. Take the lead in drafting and seeking approval of new language when necessary.

  • Acts as subject matter expert in preparation and analysis of proposals.

  • Ensure that risk is mitigated, and provisions are preferred or acceptable per company standard; and that contract terms & conditions are negotiated in accordance with established BD Commercial Operations policies and procedures, as well as legal and regulatory requirements. As necessary, modify and update department policy and procedure documentation.

  • Ensure consistency of contract provisions and responses.

  • Develop and maintain standard policies and procedures to drive operational efficiencies and standardization of terms & conditions.

  • Contribute to process improvement projects (templates, standard terms, system updates, etc.) to drive such operational efficiencies and standardization of terms & conditions.

Qualifications

  • BA/BS required (in lieu of a bachelor’s Degree, 5+ years of experience in the applicable area).

  • 2+ years of experience in commercial contract development and management.

  • 2+ years demonstrated experience in implementing business strategy, and building strong relationships with cross functional teams including Legal counsel, Regulatory, Compliance, Risk Management and Sales Leadership

  • 2+ years understanding of the market/customer landscape and segment pricing strategies, including National GPO's, Regional GPO's.

  • Strong understanding of commercial and government contract management, including contract strategy development, negotiations, policy development and standardization of general terms with Medical Device products.

  • Proven ability to quickly establish credibility, trust, and support within all levels of organization.

  • Ability to partner with key Sales, Finance, Legal Counsel and other Sales Support Leaders to develop contract offerings representing complex concepts and defining the business value of solutions in a clear, understandable way.

  • Exceptional organizational skills

  • Must be able to work independently, multitask and prioritize workload in order to meet demanding deadlines including flexible work hours.

  • Strong understanding of Sarbanes Oxley.

  • Strategic and analytical problem solver with strong business acumen. Able to understand key business drivers and communicate clear recommendations.

  • Proven ability to quickly establish credibility, trust, and support within all levels of organization.

  • Demonstrated customer centricity skills.

  • Ability to act with speed, agility and accountability to drive desirable outcomes.

  • Ability to effectively balance commercial considerations with legal and liability concerns; adaptable in handling changing priorities.

  • Understand emerging customer and market trends and assess their potential impact on offer and negotiation strategies.

  • Excellent verbal and written communications skills are essential.

  • Proficiency in Microsoft Office, including Word and Excel, required.

  • Experience in negotiating contracts; negotiation savviness.

  • Paralegal certification desirable.

Key Competencies

  • Customer Focus

  • Enterprise Mindset

  • Action-Oriented, Proactive

  • Business/Operational Acumen

  • Process Effectiveness

  • Organizational Agility

  • Dealing with ambiguity

#LI-GA

Primary Work LocationUSA CA - San Jose

Additional LocationsUSA CA - San Diego (BDB)

Work Shift1st Shift 7am-3pm (United States of America)

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