As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters’ innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters’ passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.

We are the people who give possibilities purpose

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.

Job Description

Accountabilities in this role
Reporting to the Director Contracts for Diagnostic Systems this position facilitates the Capital Contracting Lifecycle aspects of BD’s Diagnostic Systems (DS) regional based US business, focusing on driving adherence to contract compliance.  As a member of the DS Capital Contracting Team, the role will require strong business acumen, strategic solution-oriented contracting, and the ability to communicate cross-functionally and externally with Customers. Working in partnership within the Commercial Contracting 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 compliance governance to ensure the effective implementation of complex, critical contract activities which manage business opportunities and risk appropriately.

Essential Responsibilities:

• Oversee contracting lifecycle activities nationally, focusing on non-compliant accounts, 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 non-compliant 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.

• 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

• Authorized signatory for total contract values less than or equal to $500,000

• Partner with sales to ensure on time contract renewals, regional compliance to contractual obligations, and to provide strategic, mutual beneficial contracts to our customers

Qualifications

• BA/BS required (in lieu of a bachelor’s degree, extensive (10+ years) experience in the applicable area preferred);

• Minimum of 5 years’ experience in position with matrix accountability preferred

• Deep understanding of capital contract management, contract compliance, including contract strategy development, negotiations, general terms with Medical Device Capital and Consumables products and services, legal, risk and business implications of contract language

• 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%

Key Competencies

• Customer Focus

• Action Oriented

• Solution Oriented

• Business Acumen with a focus on financial understanding and risk analysis

• Process Effectiveness

• Dealing with ambiguity

• Creative and strategic, ability to see the bigger picture while driving profitability

Why Waters 

At Waters, success is driven by scientific leadership, commercial excellence, and trusted customer partnerships. This role offers the opportunity to shape regional strategy, strengthen the Waters brand, build meaningful customer relationships, and develop the next generation of sales leaders. 

At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.

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. At BD, you’ll discover a culture in which you can learn, grow, and thrive. And find satisfaction in doing your part to make the world a better place.  

To learn more about BD visit https://bd.com/careers

Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally-protected characteristics.

Why Join Us?

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 healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.

We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.

To learn more about BD visit https://bd.com/careers.

Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally protected characteristics.

Required Skills

Optional Skills

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Primary Work Location

USA MD - Sparks - 39 Loveton Circle

Additional Locations

Work Shift

NA (United States of America)

At BD, we reward, support and develop our associates through our comprehensive Total Rewards program. We are committed to attracting and retaining high quality talent by providing reward and recognition opportunities that promote a performance-based culture, as well as a competitive package of compensation and benefits programs. You can learn more on our career site under "Our Commitment to You."

Our salary or hourly rate ranges reward associates fairly and competitively. We regularly review these ranges and factors, such as location, contribute to the range displayed.

Our pay is based on the role and the necessary skills and education to perform it successfully. The salary or hourly rate offered is determined by the role's specific requirements, including any applicable step rate pay system at the work location. Salary or hourly pay ranges are influenced by labor laws and Collective Bargaining Agreement (CBA) requirements applicable to the work location which may also affect the workplace arrangement of the role.

Salary Range Information

$127,200.00 - $209,800.00 USD Annual