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

Job Description SummaryThis position will manage a team of 5 Sales Contract Associates that are responsible for providing superior service and value to internal and external customers. Works on abstract problems across several functional areas of the business. Works collaboratively with Shared Service leaders to ensure seamless customer interface and superior service. Develops and implements customer interaction strategies including sales program execution, as well as customer segmentation and satisfaction programs. Responsible for establishing and aligning objectives and resources to achieve strategies. Develops and maintains budgets, schedules, performance monitoring systems, and continuous improvement programs.

Understanding of current federal government regulations and requirements for contracting, solicitation for services, goods, awarding bids, offers and contracts, including a thorough understanding of legal terms and conditions, indemnification and risk of loss terminology is desired. Skill in financial and quantitative analysis to perform extensive computations on cost/price data is required.

Job functions include but are not limited to: Administration of contracts for complex products and instruments to ensure fulfillment of contractual fiscal and performance

obligations, detailed financial analysis, responding to bid and RFP’s that include BD Biosciences products, quotation preparation, contract booking, direct verbal and written customer communication, forecast tracking and reporting.

Job Description


  • Establishes and delegates operational objectives and assignments to contract specialist. Assists in developing organizational structures and strategic plans. Develops operational policies and procedures and oversees their implementation

  • Initiates and monitors continuous improvement programs to enhance Sales Contracts efficiency and effectiveness. May collaborate with Sales and Marketing to develop and implement programs to enhance customer satisfaction and loyalty

  • Negotiate proposals, contract modifications and agreements as required within the limits of authority delegated by upper management. Ensures all contracts are monitored for compliance and communication with customers and sales personnel is timely

  • Responds to bids and proposals from various government agencies, creates/enters into government contracts and ensures regulations and guidelines are adhered to

  • Prepares margin analysis, quotations and contracts and follows up to encourage acceptance of quotes

  • Acts as the liaison between Sales Contracts and other departments to expeditiously resolve customer issues including contracts which require management, legal or finance involvement or detailed risk analysis

  • Develops and maintains systems and procedures to ensure accurate processing of transactions and master data

  • Responsible for ensuring the integrity of CPQ, and SAP data

  • Responsible to initiate and track return good authorizations (RGAs) for instrument returns at end of contract term and trade-ins

  • Determines process effectiveness by developing objective indicators of process, functional and individual performance, setting challenging goals, measuring performance in a visible and timely manner, and implementing corrective and preventive actions as necessary

  • Carries out Human Resource management responsibilities such as hires, job assignments, termination recommendations, transfers, promotions, salary actions, and processes performance reviews on time. Implements the Company's Affirmative Action Plan as it applies to the function supervised. Monitors conduct and relationships among the employees supervised to prevent discriminatory acts or comments

  • Keeps abreast of the U.S. and non-U.S. regulations affecting own area of supervision/management and complies with those regulations. Communicates the need for compliance to team members. Brings regulatory compliance questions/issues to the attention of the next level of management

  • Ensures Environmental, Health and Safety (EH&S) training through facilitating the development and implementation of safety awareness programs. Implements scheduled departmental safety inspections and ensures corrective action for identified hazards. Ensures EH&S policies and procedures are followed through education and training. Discusses and documents pertinent EH&S topics at staff meetings. Participates in EH&S programs

  • Performs other related duties and assignments as required


Knowledge and Skills

  • Capital equipment order administration experience required

  • Knowledge of contract administration principles, regulations and policies.

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

  • Government contracts experience preferred

  • Able to recognize terms and conditions that would put BD at risk

  • Experience negotiating and drafting terms and conditions

  • Working knowledge of capital equipment service contract administration required, knowledgeable about service entitlement

  • Demonstrated ability to effectively demonstrate team member competencies and participate in goal-setting, performance feedback, and self-development activities

  • Proven ability to effectively communicate and present information to team members, customers, Sales Representatives and management

  • Able to troubleshoot and identify process failures and take corrective actions with minimal supervision

  • Able to multi-task many issues simultaneously

  • Demonstrated ability to effectively assess and implement continuous improvement principles

  • Advanced experience with MS Excel desired

  • Advanced analytical skills essential

  • Experience with SAP and Business Warehouse are assets.

  • Experience with and Configure Price Quote (CPQ) essential

Education and Experience

  • Bachelor’s degree (BA) in Business Administration or related field

  • Minimum of 3 years people leadership experience

  • Knowledge of commercial and government in sales contract administration.

Primary Work LocationUSA CA - San Jose

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