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Capital Contract Consultant

Apply Now Job ID R-348202 Date posted 09/24/2019

Locations

San Diego, California

Job Description Summary

Reporting to the Manager, Capital Contracting, this position facilitates the Capital Contract Lifecycle aspects of BD’s Medication Management Solutions (MMS) regional based US business for Dispensing-Pyxis. As a member of the US Region MMS Contracting Team, this role will also assist with the Contracting capability within the CoE combining the strengths and best practices of the legacy BD and CareFusion companies. Working in partnership within the Commercial Ops team and with the MMS Selling Organization, Strategic Customer Group (SCG), Senior Sales Leaders, Cross functional Business Partners, Finance, Legal Partners, Implementation team and Commercial Customers, this role helps drives 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.

Job Description

Position: Capital Contracting Consultant, MMS (Dispensing)

Commercial Contracting

US Region, Commercial Operations Center of Excellence (CoE) Contracting

What Commercial Operations contributes to BD

The mission of the CoE is to enable commercial strategy and drive profitable sales growth by shifting our mind-set 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 Manager, Capital Contracting, this position facilitates the Capital Contract Lifecycle aspects of BD’s Medication Management Solutions (MMS) regional based US business for Dispensing-Pyxis.   As a member of the US Region MMS Contracting Team, this role will also assist with the Contracting capability within the CoE combining the strengths and best practices of the legacy BD and CareFusion companies. Working in partnership within the Commercial Ops team and with the MMS Selling Organization, Strategic Customer Group (SCG), Senior Sales Leaders, Cross functional Business Partners, Finance, Legal Partners, Implementation team and Commercial Customers, this role helps drives 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.

Essential Responsibilities:

  • Oversee contracting lifecycle activities within specific regions including 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 regional MMS Dispensing-Pyxis Capital Sales Contracts and Master Agreements for healthcare facilities including Hospitals and Regional Networks (e.g., IDN), Non-Acute facilities, etc.  Excludes 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
  • Manage the regional Dispensing sales contracts lifecycle including provision of lead information (from internal data),quote generation, drafting/redlining, negotiation, execution, amendment, extension and retirement
  • Review deal profitability and adherence to set pricing strategies and manage approvals based on set decision rights matrix
  • Collaborate closely with Commercial Capital Offer Strategy and Development to ensure execution feasibility of the proposed pricing and respective terms and conditions
  • Oversee post-deal contract lifecycle, including management of installation customer database, monitoring billing/revenue performance and maintenance of equipment, supporting sales reporting, and addressing inquiries from sales/customers, etc.
  • 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
  • Understands financial drivers of specific deals and can communicate to team members how to best structure a deal to meet customer needs while strengthening the profitability for the company
  • 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

Qualifications

  • BA/BS required (in lieu of a Bachelor’s Degree, extensive (15+ years) experience in the applicable area)
  • Minimum of 1 years experience in a position with matrix accountability preferred
  • 1+ years demonstrated experience understanding of business strategy, pricing and profitability thresholds, General Management, Finance, Regulatory, Compliance, Risk Management and Sales Leadership
  • Understanding of, regulatory controls, and business strategy
  • Understanding of capital contract management, including contract strategy development, negotiationswith Medical Device Capital products and services
  • Strategic and analytical problem solver with business acumen. Able to evaluate key business drivers and develop clear strategic recommendations
  • Proven ability to quickly establish credibility, trust, and support within all levels of organization
  • Ability to partner with Sales and General Management to develop contract offerings representing complex concepts and defining the business value of solutions in a clear, understandable way
  • Ability to communicate at executive levels, internally and externally, manage complexity and make independent recommendations
  • Demonstrated customer centricity skills and consistent expectations across team, able to negotiate/adapt to customer needs while maintaining protection of BD’s interests

Key Competencies

  • Customer Focus
  • Action Oriented
  • Business Acumen
  • Dealing with Ambiguity
  • Process Effectiveness

#LI-SUPP.

Primary Work Location

USA CA - San Diego Bldg A&B

Additional Locations

Work Shift

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