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Sr. Manager, Capital Contracting, MMS (Dispensing)

Apply Now Job ID R-336094 Date posted 04/19/2019

Job Description Summary

Job Description

Reporting to the Associate Director, Capital Contracting, this position manages 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 managerial role will also assist with the Contracting capability within the CoE combining the strengths and best practices of the legacy BD and CareFusion companies. This will be successfully accomplished through people leadership and best practice 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 leader drives best in class, contract offer development and asset lifecycle management capabilities and also establish policy, process and governance to ensure the effective implementation of complex, critical contract activities which manage business opportunities and risk appropriately.

This leadership position directly manages approximately 2-3 Capital Contract Consultants with primary US Region accountability. Responsibilities are to attract, develop, and retain talent, helping to guide career paths and drive employee satisfaction.

Essential Responsibilities:

  • Assist in the formation of the MMS Capital Contracting end to end capability within the Contracting CoE pillar for Dispensing-Pyxis, including talent selection and team development, process harmonization, systems design and deployment and standup of the function
  • 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.
  • Tracks and reports on contract activities, outstanding sales, and other data relevant to the area of responsibility.
  • Help define, 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
  • Drive a defined contract review/approval workflow process within the regional contracting team, ensuring appropriate process is in place and enforced, liaising with Business/Legal as needed
  • Review customer redlines and provide responses for business issues while coordinating approvals for other master terms with the appropriate subject matter experts
  • Work closely with Contract Negotiation Specialist to coordinate responses to customers redlines in a timely manner while balancing deadlines and managing expectations of the Sales Organization
  • 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
  • Help ensure technology platforms (base, SFDC, Curtis, etc.) functionality and performance appropriately supports contract offer activities and workflow management
  • Hold accountability for team goals and KPIs (e.g., contract cycle time)
  • Have strong functional, business and strategic expertise
  • Inspire and empower direct team to act with speed, agility and accountability enabling them to achieve excellence
  • 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


  • BA/BS required (in lieu of a Bachelor’s Degree, extensive (5+ years) experience in the applicable area)
  • Advanced Degree preferred
  • Minimum of 1 years experience in a position with matrix accountability preferred
  • 1+ years of direct contracts or legal related work.
  • 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, negotiations with Medical Device Capital products and services
  • Experience and demonstrated ability to analyze a variety of contractual documentation and provide guidance based on such contracts.
  • 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 able to negotiate/adapt to customer needs while maintaining protection of BD’s interests
  • Demonstrated ability to lead a team, improving performance and driving cohesion.

Key Competencies

  • Customer Focus
  • Critical Thinking
  • Action Oriented
  • Business Acumen
  • Dealing with Ambiguity
  • Process Effectiveness
  • Proficiency in MS Excel

Primary Work Location

USA CA - San Diego Bldg A&B

Additional Locations

Work Shift

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