Senior Manager, Strategic Contracting

📋 Description

• Manage the contracting lifecycle activities on a national scale, with an emphasis on non-compliant accounts, which includes generating leads and quotes, negotiating contracts to signature, and handling elements such as lease versus buy, software specifications, maintenance and service, installation, as well as invoicing and reconciliation of capital products.

• Responsible for negotiating terms and conditions of non-compliant DS sales and service contracts.

• Examine and modify customer redlines and contract templates, providing responses to issues that align with BD policies, business positions, statutory/legal requirements, and customer specifications.

• Serve as a negotiator directly with customers during the negotiation of standard contract terms.

• Collaborate with Sales, Legal, Service, Marketing, and other subject matter experts to balance customer needs while safeguarding BD’s interests and minimizing risks.

• Comprehend the financial drivers of specific deals, effectively communicating the price and margin implications of proposed agreements within the context of existing local contracts, and assist in determining the suitable contracting approach and strategy to enhance operational efficiencies and standardization across the organization.

• Assess deal profitability and compliance with established pricing strategies, managing approvals based on the defined decision rights matrix.

• Supervise the post-contract lifecycle, which includes supporting the early termination process, managing the return of equipment at the end of the term, and addressing inquiries from the DS Sales Team and Customers.

⛳️ Requirements

• A BA/BS degree is required (or extensive experience of 10+ years in a relevant field in lieu of a bachelor’s degree is preferred).

• At least 5 years of experience in a role with matrix accountability is preferred.

• Profound knowledge of capital contract management and compliance, including the development of contract strategies, negotiations, general terms related to Medical Device Capital and Consumables products and services, and the legal, risk, and business implications of contract language.

• Capability to collaborate with Sales Leaders and General Management to create contract offerings that represent complex concepts and articulate the business value of solutions in a clear, digestible manner.

• Proven customer-centric skills with consistent expectations across the team; adept at negotiating and adapting to customer needs while ensuring the protection of BD’s interests.

• Established ability to quickly gain credibility, trust, and support at all organizational levels.

• Excellent communication skills.

• Self-motivated with minimal supervision required for assigned tasks.

• Willingness to travel: 5%.

🏝️ Benefits

• Comprehensive Total Rewards program.

• Opportunities for reward and recognition.

• Competitive compensation and benefits package.