Job Description Summary

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. 

What Commercial Operations contributes to BD

The mission of the Commercial & Customer Operations (CCO) Center of Excellence (CoE) is to serve as a trusted strategic partner that enables the US Region and business units to drive profitable commercial growth by delivering differentiated value, enabling capabilities, and simplified processes that exceed the needs of our stakeholders and improve customer experience. CCO aims to empower and develop our associates while strengthening our inclusive & diverse culture to win as ‘One BD’.   

Accountabilities in this role
Reporting to the Sr. Director, Commercial Contract Offer Development, this position directs a team accountable for Strategic Customer Commercial Contract Negotiations, National and Regional GPOs, Channel Management, and BDX  activities across the BD US Region businesses. This leader role will support the Sr. Director, Commercial Contract Offer Development to advance and evolve transformational Contracting Excellence establishing a high-performing culture. The role’s primary objective is to develop, operate, and advance new Strategic Customer Contracting Offer Development capabilities to deliver consistent best practices including governance, SLAs/metrics, support a continuous improvement roadmap, and focus on a differentiated customer experience that meets the strategic needs of the US Region across all of BD’s US businesses. 

Working in partnership within the Commercial Contracting Operations team, Strategic Customer Group, US Region Leaders, Business Integrators, Cross functional Business Partners, Legal Partners and Channel and GPO Customers, this manager will drive best in class, innovative, enterprise contract offer development and negotiation 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.

Essential Responsibilities:

• Lead the SCG Offer Development Contracting capability within the Commercial Contracting CoE pillar including talent selection and overall team development, process harmonization, systems design and deployment and overall standup of the function

• Oversee complex GPO contracting offer development activities for CCO across all US businesses encompassing, RFP, structure, approval and customer contract negotiation of terms and conditions, and contract completion. Direct Channel/GPO contracting activities from opportunity/RFP to signature for consumable products across all US Region’s BUs and products, and capital products on GPO agreements (currently excl. Biosciences and Pharmaceutical Systems)

• Scope includes all Channel, National/Regional GPO-related contracts (consumables and capital) and Master Agreements

• Manage sales contracts lifecycle including planning, drafting/redlining, negotiation, execution, amendment, extension and retirement

• Provide team-based direct support of SCG Vice Presidents, handling and directing customer inquiries with respect to active Channel, BDX and GPO contracts as well as emerging Regional 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

• Understand emerging healthcare industry trends and assess their potential impact on Channel/GPO contracting and negotiation strategies

• Support implementation of contracting and pricing strategies, policies and processes through day-to-day execution, as well as advising on potential new offers to meet customer/market needs.  Ensure that risk is mitigated, and provisions are preferred or acceptable per company standard

• Work closely with Commercial Contract Offer Development counterparts to ensure consistency with policies, procedures and overall general provisions across customer segments