BD (Becton, Dickinson and Company) Sr. Contracts Consultant in Sparks, Maryland
Job Description Summary
Reporting to the Sr. Manager, Contract Offer Development Diagnostic Systems, this position requires an experienced contracting professional with strong business acumen and a deep understanding of the contract negotiation, price analysis and drafting of commercial agreements for capital medical equipment. . This role will support the contracting capability within Diagnostic Systems which will implement best practice contract development and associated policies aligned with the US Commercial Operations strategy; and is part of the team that manages the Contract Offer Development to Signature of lab and other diagnostic medical equipment Product Sales Agreements, Software License Agreements (Synapsys) and other Sales Agreements as determined by Diagnostic Systems, including analysis of the sales figures to ensure profitability. Additionally, this role will support the development of contract templates and Master Agreements covering the sale of multiple BD platforms, as well as serve as Contracts focal point for all responses to Requests for Proposals (RFPs) across all regions.
This role will work directly with sales, internal functions and commercial customers to execute best in class, innovative, enterprise contract offer development and negotiation capabilities, and assist with developing policy, process, documentation and governance for the department to ensure the effective implementation of complex, critical contract activities that manage business opportunities and risk appropriately. Specifically, this role will consult, structure, negotiate and finalize effective, executable, strategic sales contracts and software license and data security agreements, in accordance with BD requirements, as well as provide thoughtful input for the creation and maintenance of KPIs and Metrics.
Work collaboratively across the organization to negotiate and draft language for a portfolio of Sales Agreements and Strategic Incentives (specifically related to Master Agreements for multiple BD platforms). Facilitate both internal and external calls, in order to create compelling customer offers, review and resolve conflicts and finalize contracts. Understand and effectively communicate the differences between agreement types and versions. Ensure that risk is mitigated and provisions are preferred or acceptable per company standard.
Manage the sales agreement contract lifecycle for a specific portfolio of Agreements, including planning, analyses, drafting/redlining, negotiation, facilitating and/or documenting internal approvals, execution, amendment, extension and retirement. Actively utilize technology platforms and electronic systems (Sales Pricing Tool/Excel/ QlikView/ SFDC) functionality and ensure that performance appropriately supports contract offer activities, workflow management and archiving database as required by company policies.
Coordinate across other Offer Development teams, including Commercial Analytics and Insights and Post-Deal Teams, to ensure consistency with policies, procedures and overall general provisions across all customer segments for BD, as well as smooth handoffs between teams and effective customer agreement terms and conditions.
Help define, administer, and enforce policies, procedures and processes to harmonize contract negotiation and general provisions of commercial contracts with specific concentration for Master Agreements 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.
Help define, administer and manage procedures and processes for all Request for Proposal (RFP’s), working collaboratively with Sales, Marketing, Service, and other Post Deal Teams to ensure pricing, product specifications, statement of work and general terms and conditions are within business guidelines.
Support process improvement projects (templates, standard terms, system updates, etc.) to drive operational efficiencies and standardization.
Work with team members to update Management and stakeholders regarding project status, KPIs, metrics reporting and project risks.
Understand emerging healthcare industry trends and assess their potential impact on contracting and negotiation strategies.
Act with speed, agility and accountability enabling the achievement of excellence.
BA/BS required, (law, business, finance)
5+ years demonstrated experience in contract drafting and negotiation, including software license agreements and RFPs/RFIs
Experience implementing business strategy, and building strong relationships with cross functional teams including Legal counsel, Regulatory, Compliance, Risk Management and Sales Leadership
Working knowledge of legal terms and conditions are essential. Strong understanding of commercial contract management, including contract strategy development, negotiations, policy development and standardization of general terms with Medical Device products.
Excellent written and verbal communication skills are essential.
Must be able to work independently, multitask and prioritize workload in order to meet demanding deadlines including flexible work hours.
Experience in negotiating complex, strategic contract strategies and offerings; negotiationsavviness.
Strategic and analytical problem solver with business acumen. Able to understand key business drivers and communicate clear recommendations.
Proven ability to quickly establish credibility, trust, and support within all levels of organization
Ability to partner with Sales and Business Leaders to develop contract offerings representing complex concepts and defining the business value of solutions in a clear, understandable way.
Proficiency in Microsoft Office, including Word and Excel, required
Strong legal analytical and drafting skills highly desired.
Experience negotiating contractual agreements for medical equipment strongly preferred
Knowledge and experience negotiating data security issues a plus
Project management skills desirable
Ability to travel less than 10 %
Key Competencies :
Primary Work LocationUSA MD - Baltimore
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