Job ID R-415186 Date posted 11/11/2021

Be part of something bigger at BD. Here, you’ll help us share our innovative solutions with more clinics, physicians, pharmacies and medical entities which will in turn benefit the health and well-being of people and patients all over the nation. It’s an exciting, challenging and rewarding role, but you’ll be working from a place of strength thanks to our trusted name, and the belief in our products that you’ll quickly develop. Here, you’ll be channeling all your sales skills and experience into one singular goal: advancing the world of health™. At BD, you can make a true difference of one.

  • Job Type:
    Full-Time
  • Job Level:
    Entry to Senior
  • Travel:
    Varies
  • Salary:
    Competitive
  • Glassdoor Reviews and Company Rating

Responsibilities

Job Description Summary

As Sr Contracts Analyst, you will report to the Sr. Manager, Capital Contracting, and support the Capital Contract Lifecycle of BD’s Medication Management Solutions (MMS) for specific regions of US business for Infusion-Alaris. As a member of the US Region MMS Contracting Team, this role will also assist with the Contracting capability. This role will be successfully accomplished by following documented contract development and associated policies, ensuring that the US Commercial Operations strategy is implemented. 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 analyst drives outstanding contract offer development and asset lifecycle management capabilities within established policies, processes, and governance to ensure business opportunities and risk are managed appropriately.

Job Description

Be part of something bigger!

BD is one of the largest global medical technology companies in the world and is advancing the world of health by improving medical discovery, diagnostics and the delivery of care. We have over 65,000 employees and a presence in virtually every country around the world to address some of the most challenging global health issues.

Our vision for Commercial Operations at BD
Commercial Operations enables commercial strategy and drives 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 as one company, driving data integrity, and remaining agile to the evolving needs of customers and BD’s Go-to-Market corporate and Business Unit strategies.

Key responsibilities will include:

  • Responsible for contracting lifecycle activities within specific regions including contract negotiation to signature and components such as lease vs. buy, software specification, maintenance and service, installation, and invoicing/reconciliation of capital products (Scope includes regional MMS Infusion-Alaris Capital Sales Contracts and Master Agreements for healthcare facilities including Hospitals and Regional Networks (e.g., IDN), Non-Acute facilities, etc. Excludes direct management and administration of GPO Agreements, but does include supporting GPO Agreements by way of product specific Terms and Conditions negotiations)

  • Negotiates MMS Infusion sales and service contract terms and conditions. Reviews and revises customer redlines and contract templates and provide responses for issues consistent with BD policies, business positions, statutory/legal requirements, and customer specifications

  • Adheres to a defined contract review/approval workflow process ensuring appropriate process is followed and enforced, liaises with Business/Legal as needed

  • Acts as a negotiator directly with customers when negotiating standard contract terms, and works directly with Legal, Global Customer Service, Marketing, and other SMEs to balance customer requirements while mitigating risk

  • Serves the Business Unit and Strategic Customer teams as key internal-business partners, with high quality, responsive service, negotiation competencies and supports and drives revenue growth, while adhering to BD practices and policies

  • Supports the regional MMS sales contracts lifecycle including provision of lead information (from internal data), quote generation, drafting/redlining, negotiation, execution, amendments, and extensions

  • Reviews deal profitability and adherence to set pricing strategies and manages approvals based on set decision rights matrix

  • Collaborates closely with the sales team to create a profitable sales contract and ensures proper documentation is presented and executed

  • Assists and coordinates to resolve post-deal contract lifecycle issues, including analyzing and reporting of contract obligations, billing/revenue issues, and addressing inquiries from sales/customers, etc.

  • Helps administer, and enforce policies, procedures, and processes to harmonize contract negotiation and general provisions, with appropriate flexibility to meet customer/market needs and dynamics

  • Supports and participates in process improvement projects (templates, standard terms, system updates, etc.) to drive operational efficiencies and standardization throughout the organization

  • Accountable for goals and critical metrics (e.g., contract cycle time)

About you:

To be successful in this role, you require:

  • Minimum of a BA/BS, or equivalent

  • Minimum of 1 year of job or internship business experience is required; a position with matrix accountability is preferred

  • Minimum of 1 year of experience as part of a Contracting team, with strong understanding of business strategy, pricing and profitability thresholds, and strong relationships with Legal counsel, General Management, Finance, Regulatory, Compliance, Risk Management and Sales Executive Leadership is preferred. RFP experience is preferred.

  • General understanding of, HIPAA, Sarbanes Oxley, revenue recognition guidance, Internal Audit, regulatory controls, and business strategy

  • Understanding of capital contract management, including contract strategy development, negotiations, policy development and standardization of general terms with Medical Device Capital products and services is preferred

  • Knowledge of post-signature capital contract processes, including installation, billing/revenue management and maintenance of equipment and how each of those processes are affected by pre-signature contract negotiations is preferred

  • Experience in negotiating contract strategies and offerings; demonstrated negotiation savviness for balancing customer requests and business objectives is preferred

  • Strategic and analytical buisness problem solver with ability to evaluate key business drivers and develop clear strategic recommendations

  • Proven track record in quickly establishing credibility, trust, and support within all levels of organization

  • 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

  • Ability to communicate at executive levels, internally and externally, manage complexity and make independent recommendations

  • Acts with speed, agility and accountability and cultivates a positive work climate that champions collaboration, innovation, and alignment with BD Values

  • Proven ethical values; takes appropriate action and makes decisions maintaining responsibility for outcomes

  • Demonstrated customercentric skills and able to adapt to customer needs while maintaining protection of BD’s interests

  • Self-starter, able to work with minimal direction

  • Microsoft Suite and basic Excel skills are required, SAP and Access skills are required

  • Ability to travel: 5%

Click on Apply if this sounds like you!

Employment at BD is contingent upon the Company’s receipt of sufficient proof that you are or will be fully vaccinated against COVID-19.  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 empowers you to bring your authentic self to work. Here our associates can fulfill their life’s purpose through the work that they do every day.

You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. Our Total Rewards program — which includes competitive pay, benefits, continuous learning, recognition, career growth, and life balance components — is designed to support the varying needs of our diverse and global associates.

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

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.

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Advancing the world of health™

BD is one of the largest global medical technology companies in the world and is advancing the world of health™ by improving medical discovery, diagnostics and the delivery of care. BD helps customers enhance outcomes, lower costs, increase efficiencies, improve safety and expand access to health care.

I’m proud to work at BDI Surgery and BD because the work we do every day optimizes surgical outcomes and enhances patients’ lives.


Rian Seger
VP Sales & Commercial Excellence

Every day we focus on bringing innovative solutions to patients living with diabetes. The patient is at the heart of everything we do.


Stacy Burch
VP Marketing and Commercial Excellence

Getting our customers the right information on time so they can focus on their science and diagnostics needs is why I come to work every day.


Jaime Humara
Vice President Global Marketing

BENEFITS

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