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Manager, Contract Execution

Apply Now Job ID R-334638 Date posted 04/08/2019

Job Description Summary

Job Description

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 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 Associate Director, Contract Execution, this position oversees a team of analysts and the administration of GPO (National & Regional), Local, Self-Distributor, and Direct agreements of BD’s Commercial Consumable Sales Contracts for all US business segments and Capital products Local and Direct Agreements (currently excluding BioSciences and Pharmaceutical Systems).

The manager is accountable to oversee the management of the front end contract administration process within the Commercial Contract Operations CoE pillar. This will be successfully accomplished through people leadership and best practice contract operations and associated policies, ensuring that the US Commercial Operations strategy is implemented. 

Engaging and collaborating closely with leaders of our Distributor base, GPO’s, BD Business Unit Senior Sales Leaders, Distributor Relations Org, BD US Region, Contract Offer Development pillar, and Commercial Customers (Healthcare Delivery and Channel Partners), this position will drive best in class, innovative, enterprise operational capabilities and also establish policy, process and governance to ensure the effective implementation of complex, critical contracting activities which manage business opportunities appropriately.

  • This leadership position directly manages an overall organization of approximately (6) associates, with primary US Region accountability.

Essential Responsibilities:

  • Scope includes operationalizing all commercial sales contracts including National and Regional GPO contracts (consumables and capital), other Nationals (Reference Lab, CRO and Non Acute), Regional Network (e.g., IDN) and other Regional/Local contracts, and Distribution Agreements (Principle and Self-Distributing). Excludes DS and MMS customized capital contracts and DS consumable contracts structured as financing for capital equipment
  • Lead post-signature commercial contract operations including initial price eligibility at contract commencement, contract updates (adds/deletes, pricing changes, renewals, and expiry’s), and dealer contract notifications
  • Active collaboration with our distributor partners to initiate business process continuous improvement activities, conduct root cause analysis, and determine error prevention solutions
  • Collaborate with our GPO partners and assist in driving change around our contracting processes in order to create effective policies and procedures that will deliver sustainable results
  • Partner with the BD/CFN Distributor Relations teams to address distributor contract related issues and the management of distributor agreements in order to strengthen relationships and enhance the customer experience
  • Collaborate with the Contract Membership manager to ensure the effective execution of policies and procedures are managed across the contract administration and membership processes
  • Enforce governance process around contract creation to ensure standardization and efficient contracting policies and procedures. Document and resolve gaps in the contracting procedures and work with the commercial contracting stakeholders to identify potential risks and provide acceptable solutions.
  • Drive continuous process/system improvement initiatives across the Commercial Contract Operations functional teams
  • Collaborate with our Vistex IT partners to ensure the business requirements are supported while ensuring technology functionality and performance appropriately supports contracting activities 
  • Provide subject matter expertise and assist in driving the design and application of business process and system integration across the commercial contracting functional teams.
  • Assist in maintaining all Contract Execution related training material and updated desktop procedures in order to actively support and train the super user network.
  • Enforce policies, procedures, and processes to harmonize all aspects of contract execution and operations, with appropriate flexibility to meet customer/market needs and dynamics across all business offerings
  • Assist in the development of metrics, KPI’s (key performance indicators), SLA’s (service level agreements), and IIG’s in order to hold the team accountable for achieving the key strategic goals of the organization
  • Inspire and empower the team to act with speed, agility and accountability enabling them to achieve excellence
  • Provide guidance and coaching to your mgmt and staff to attract, develop, and retain talent 

Qualifications

  • BA/BS required

     (In lieu of a Bachelor’s Degree, extensive 10+ years’ experience in commercial contract operations management)

  • 2+ years’ experience preferred in leading teams with a strong understanding of business process/operations in contracting and strong relationships with internal Sales team and external customers
  • Strong understanding of business process/operations and strong relationships with General Management, Distributor Relations, Compliance, Legal and Sales Executive Leadership
  • General understanding of government contracting requirements and practices
  • Proven ability to quickly establish credibility, trust, and support within all levels of organization.
  • Ability to partner with Sales Leaders, Distributor Relations and other internal and external stakeholders to operationalize contract price offerings and drive best in class efficiency, timeliness and accuracy
  • Analytical problem solver with business acumen. Able to evaluate key business drivers and develop clear strategic recommendations
  • 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 ~10-15%

Key Competencies

  • Customer Focus
  • Drive for Results
  • Process/Operational Effectiveness
  • Organizational Agility
  • Communication and Negotiation Savviness
  • Leadership Courage
  • Talent Mgmt

Primary Work Location

USA NJ - Franklin Lakes

Additional Locations

Work Shift

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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.

All applicants should complete the on-line application process. BD is committed to working with and providing reasonable accommodations to individuals with disabilities. If you require assistance or an accommodation because of a disability to participate in the application process, please call 855-BD-HELPS (855-234-3577) or email asc.americas@bd.com