BD (Becton, Dickinson and Company) Analyst 3, Cust Contract Admin in Sparks, Maryland
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 mindset 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.
Accountabilities in this role
Reporting to the Sr. Manager, Contract Offer Development for Diagnostic Systems this position facilitates the Capital Contracting Lifecycle aspects of BD’s Diagnostic Systems (DS) regional based US business. As a member of the DS Capital Contracting Team, the role will also assist with the contracting capability within the CoE combining the strengths and best practices of the legacy BD and CareFusion companies. This will be successfully accomplished through strong business acumen and best practice contract development. Working in partnership within the Commercial Ops 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 governance to ensure the effective implementation of complex, critical contract activities which manage business opportunities and risk appropriately.
Oversee contracting lifecycle activities within specific regions 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 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.
Act as owner and quarterback of commercial customer RFP requests to ensure appropriate approvals, responses and terms and conditions are within approved based on 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
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 (10+ years) experience in the applicable area);
Minimum of 3 years of experience negotiating terms and conditions of commercial contracts
Minimum of 1 year experience in position with matrix accountability preferred
Deep understanding of capital contract management, including contract strategy development, negotiations, general terms with Medical Device Capital and Consumables products and services, legal, risk and business implications of contract language
Proven financial understanding and discipline to appropriately analyze and assess financial value of proposed deals
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%
Dealing with ambiguity
Primary Work LocationUSA MD - Baltimore
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.