Job Description Summary

As Senior Manager Contracts Infusion Capital, you will drive the transformation of new contracting capabilities by combining the strengths and standard methodologies of the legacy BD and CareFusion companies. Working cross-functionally, you will assist in driving outstanding contract offer development and asset life-cycle management capabilities and establish policy, process, and governance to ensure the effective implementation of complex, critical contract activities that manage business opportunities and risk appropriately.

This position directly manages approximately 5 to 6 BD associates as well as a contingent of contract workers during busy period, with primary US Region accountability, and will require candidates to be on-site 4 days per week in our San Diego, CA offices.

Job 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.

Hybrid Work Schedule: 4 days onsite (Monday - Thursday) per week in San Diego, CA office.

Our vision for Commercial Operations at BD:

The Infusion Contracts team is the bridge that helps connect customers and the Sales team with business requirements to build winning deal structures. This team of deal architects embodies the BD values to confidently advise and compliantly grow the business while making BD easy to do business with. The team holds itself to the highest levels of quality and accountability to deliver an excellent end customer experience.  Reporting to the Associate Director, Capital Contracting Infusion, this position supports the Capital Contract Lifecycle aspects of BD’s Medication Management Solutions (MMS) for specific regions of US business.  Working in partnership within the Commercial Contracting 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 associate drives outstanding, contract offer development and asset lifecycle management capabilities within established policies, processes and governance to ensure the effective implementation of sophisticated, critical contract activities which handle business opportunities and risk appropriately. 

Key responsibilities will include:

• Oversee Infusion Capital sales proposals and contracts for healthcare facilities including Hospitals, Regional Networks (e.g., IDN), Non-Acute facilities, etc.

• Lead all Infusion contracting life cycle activities within specific regions from contract negotiation to signature including components such as hardware/software specification, maintenance and service, installation, invoicing and reconciliation of capital products. 

• Serve the business unit and strategic customer teams with high quality, responsive service, and negotiation competencies to drive revenue growth. 

• Review deal profitability and adherence to set pricing strategies and run approvals based on decision rights matrix. 

• Manage Infusion sales contracts lifecycle including provision of lead information (from internal data), quote generation, drafting/redlining, negotiation, execution, amendment, extension, and retirement.

• Provide critical input into capital contracting strategy design, enterprise offer development, terms harmonization; lead offer development and execution; meet or exceed customer (sales) timeline requirements.

• Understand financial drivers of specific deals and can communicate to team members how to best structure a deal to meet customer needs while strengthening profitability. 

• Support, administer, and carry out 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. 

• Drive a defined contract review/approval workflow process to ensure operational efficiencies and standardization; liaison with business or legal as needed.

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

• Oversee post-deal contract life cycle, including management of installation customer database, supervising billing/revenue performance and maintenance of equipment, supporting sales reporting, and addressing inquiries from sales/customers, etc. 

• Ensure technology platform (CLM, SalesForce, SAP, etc.) functionality and performance supports contract offer activities and workflow management.

• Be accountable for goals and KPIs (e.g., contract cycle time)

• Motivate and develop team to act with speed, agility, and accountability.

• Facilitate mentorship and develop training materials for junior Infusion contracting associates. 

• Help to cultivate a positive work climate that furthers collaboration, innovation, and alignment with BD Values 

• Demonstrate leadership by example. 

• Personal courage – Strong ethical values; takes appropriate action and makes decisions maintaining responsibility for outcomes.

About you: To be successful in this role, you require:

To be successful in this role, you require:

• Minimum BA/BS required (in lieu of a bachelor’s degree, 10+ years of experience in applicable areas is required.)

• 3+ years demonstrated experience as part of a Contracting team, 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; Federal contract experience is helpful.

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

• Advanced Excel (pivot tables, Xlookup), Contract Lifecycle Management tools (CLM), Microsoft Suite skills and the ability to learn SAP, PowerBI, and Salesforce. 

• Demonstrated customer relationship skills with the ability to uphold consistent expectations, negotiate and adapt to customer needs while maintaining protection of BD’s interests.  

• Experience in a position with matrix accountability preferred. 

• Ability to understand capital contract management, including contract strategy development, negotiations with Medical Device Capital products and services preferred. 

• Analytical problem solver with strong ethical values and discernment with the ability to evaluate key business drivers and develop clear recommendations. 

• Proven track record in quickly establishing credibility, trust, and support. 

• 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. 

• Ability to partner with sales and general management to develop complex contract offerings that define the business value of solutions in a clear, understandable way. 

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

• Proven leadership skills, including the development of successors and bench strength and the ability to effectively manage people.

• Ability to travel: 5%.

Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary offered to a successful candidate is based on experience, education, skills, and actual work location. Salary ranges may vary for Field-based and Remote roles. ​

$133,800.00 - 220,800.00 USD Annual

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/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. 

Required Skills

Optional Skills

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Primary Work Location

USA CA - San Diego Bldg A&B

Additional Locations

Work Shift

NA (United States of America)

At BD, we are strongly committed to investing in our associates—their well-being and development, and in providing rewards and recognition opportunities that promote a performance-based culture. We demonstrate this commitment by offering a valuable, competitive package of compensation and benefits programs which you can learn more about on our Careers Site under Our Commitment to You.

Salary or hourly rate ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates’ progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary or hourly rate offered to a successful candidate is based on experience, education, skills, and any step rate pay system of the actual work location, as applicable to the role or position. Salary or hourly pay ranges may vary for Field-based and Remote roles.

Salary Range Information

$133,800.00 - $220,800.00 USD Annual