Associate Director, Strategic Customer Group (SCG) Offer Development, Commercial Contracting

Description

We are the makers of possible

BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat.

It takes the imagination and passion of all of us from design and engineering to the manufacturing and marketing of our billions of MedTech products per year to look at the impossible and find transformative solutions that turn dreams into possibilities.

We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you’ll be supported to learn, grow and become your best self.

Become a maker of possible with us.

The mission of the Commercial & Customer Operations (CCO) Center of Excellence (CoE) is to serve as a trusted strategic partner that enables the US Region and business units to drive profitable commercial growth by delivering differentiated value, enabling capabilities, and simplified processes that exceed the needs of our stakeholders and improve customer experience.

CCO aims to empower and develop our associates while strengthening our inclusive & diverse culture to win as One BD’.

Reporting to the Sr. Director, Commercial Contract Offer Development, this position directs a team accountable for Strategic Customer Commercial Contract Negotiations, National and Regional GPOs, Channel Management, and BDX activities across the BD US Region businesses.

This leader role will support the Sr. Director, Commercial Contract Offer Development to advance and evolve transformational Contracting Excellence establishing a high-performing culture.

The role’s primary objective is to develop, operate, and advance new Strategic Customer Contracting Offer Development capabilities to deliver consistent best practices including governance, SLAs / metrics, support a continuous improvement roadmap, and focus on a differentiated customer experience that meets the strategic needs of the US Region across all of BD’s US businesses.

Working in partnership within the Commercial Contracting Operations team, Strategic Customer Group, US Region Leaders, Business Integrators, Cross functional Business Partners, Legal Partners and Channel and GPO Customers, this manager will drive best in class, innovative, enterprise contract offer development and negotiation capabilities and also establish policy, process and governance to ensure the effective implementation of complex, critical contract activities which manage business opportunities and risk appropriately.

Essential Responsibilities :

Lead the SCG Offer Development Contracting capability within the Commercial Contracting CoE pillar including talent selection and overall team development, process harmonization, systems design and deployment and overall standup of the function

Oversee complex GPO contracting offer development activities for CCO across all US businesses encompassing, RFP, structure, approval and customer contract negotiation of terms and conditions, and contract completion.

Direct Channel / GPO contracting activities from opportunity / RFP to signature for consumable products across all US Region’s BUs and products, and capital products on GPO agreements (currently excl.

Biosciences and Pharmaceutical Systems)

Scope includes all Channel, National / Regional GPO-related contracts (consumables and capital) and Master Agreements

Manage sales contracts lifecycle including planning, drafting / redlining, negotiation, execution, amendment, extension and retirement

Provide team-based direct support of SCG Vice Presidents, handling and directing customer inquiries with respect to active Channel, BDX and GPO contracts as well as emerging Regional 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

Understand emerging healthcare industry trends and assess their potential impact on Channel / GPO contracting and negotiation strategies

Support implementation of contracting and pricing strategies, policies and processes through day-to-day execution, as well as advising on potential new offers to meet customer / market needs.

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

Work closely with Commercial Contract Offer Development counterparts to ensure consistency with policies, procedures and overall general provisions across customer segments

Lead a defined contract review / approval workflow process, ensuring appropriate process is in place and enforced, liaising with Business / Legal as needed

Coordinate across Offer Development team related to business practices associated with deal modeling / creation and post-deal activities to ensure smooth handover with post-deal counterparts

Support process improvement projects (templates, standard terms, system updates, etc.) to drive operational efficiencies and standardization

Actively drive implementation of technology platform (Apttus) and ensure that performance appropriately supports contract offer activities, workflow management and archiving database as required by company policies

Hold accountability for team goals and KPIs (e.g., contract cycle time)

Have strong functional, business and strategic expertise

Inspire and empower direct team to act with speed, agility and accountability enabling them to achieve excellence

BA / BS required (in lieu of a bachelor’s degree, extensive (12+ years) experience in the applicable area); MBA desirable

Minimum of 5 years’ experience in a managerial position directing an organization with matrix accountability

6+ years demonstrated experience and mastery leading teams, understanding of business strategy, and strong relationships with Legal counsel, General Management, Regulatory, Compliance, Risk Management and Sales Executive Leadership

Deep understanding of US Antitrust laws, Sarbanes Oxley, and business strategy

Strong understanding of commercial contract management, including contract strategy development, negotiations, policy development and standardization of general terms with Medical Device Capital and Consumables products and services

Experience in negotiating complex, strategic contract strategies and offerings; negotiation savviness

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

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

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

Ability to partner with Sales Leaders and Business Integrators to develop contract offerings representing complex concepts and defining the business value of solutions in a clear, understandable way

Strong project management skills desirable

Demonstrated customer centricity skills and consistent expectations across team

Ability to build and motivate a team to achieve well communicated expectations. Strong communications and change management experience

Ability to travel up to 25% - 35%

For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19.

In some locations, testing for COVID-19 may be available and / or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.

Why Join Us?

A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work.

It’s also a place where we help each other be great, we do what’s right, we hold each other accountable, and learn and improve every day.

To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do.

We welcome people with the imagination and drive to help us reinvent the future of health.