As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters’ innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters’ passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.

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Job Description

Accountabilities in this role
Reporting to the Director Contracts for Diagnostic Systems this position facilitates the Capital Contracting Lifecycle aspects of BD’s Diagnostic Systems (DS) regional based US business, focusing on driving adherence to contract compliance.  As a member of the DS Capital Contracting Team, the role will require strong business acumen, strategic solution-oriented contracting, and the ability to communicate cross-functionally and externally with Customers. Working in partnership within the Commercial Contracting team, Senior Sales Leaders, Cross functional Business Partners, Finance, Legal Partners, Implementation team and Commercial Customers, this role will assist in driving best in class, contract offer development and asset lifecycle management capabilities within established policy, process and compliance governance to ensure the effective implementation of complex, critical contract activities which manage business opportunities and risk appropriately.

Essential Responsibilities:

• Oversee contracting lifecycle activities nationally, focusing on non-compliant accounts, including lead and quote generation, 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 DS sales for healthcare facilities including Hospitals and Regional Networks (e.g., IDN), Non-Acute facilities, Labs, etc. for DS Capital and Reagents only.  Excludes GPOs.

• Accountable for negotiating non-compliant DS sales and service contract terms and conditions. Review and revise customer redlines and contract templates and provide responses for issues consistent with BD policies, business positions, statutory/legal requirements, and customer specifications

• Act as a negotiator directly with customers when negotiating standard contract terms, Work directly with Sales, Legal, Service, Marketing and other SMEs to balance customer requirements while protecting BD’s interests and mitigating risk. 

• Work with the DS Sales Team as key internal-business partner, with high quality, responsive service, negotiation competencies and value add to drive revenue growth, provide financial analysis and projections of proposed deals.  Provide guidance and influence to the sales organization as it relates to appropriately structuring a deal and negotiating contractual provisions and commitments on behalf of BD.

• Understand financial drivers of specific deals and can and communicates the price and margin impact of proposed deals in the context of exiting local agreements and helps determine the appropriate contracting approach and strategy in order to drive operational efficiencies and standardization throughout the organization.

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

• Oversee post contract lifecycle, including support for early termination process, return of equipment at end of term and addressing inquiries from DS Sales Team and Customers.

• Help administer, and enforce policies, procedures, and processes to harmonize contract negotiation and general provis