Associate Director, Strategic Customer Group

1 day ago

Franklin Lakes, New Jersey, United States BD (Becton, Dickinson and Company) Full time
Job Description Summary

BD is a global medical technology company that advances the world of health. As a leader in the industry, we are committed to delivering innovative solutions that improve patient outcomes and enhance the lives of those we serve.

We are seeking an experienced Associate Director, Strategic Customer Group to join our Commercial Contracting Operations team. This role will be responsible for leading a team accountable for Strategic Customer Commercial Contract Negotiations, National and Regional GPOs, Channel Management, and BDX activities across the BD US Region businesses.

Key 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).
  • 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.
  • Lead a defined contract review/approval workflow process, ensuring appropriate process is in place and enforced, liaising with Business/Legal as needed.
  • Coordinate across Offer Development team related to business practices associated with deal modeling/creation and post-deal activities to ensure smooth handover with post-deal counterparts.
  • Support process improvement projects (templates, standard terms, system updates, etc.) to drive operational efficiencies and standardization.
  • Actively drive implementation of technology platform (Apttus) and ensure that performance appropriately supports contract offer activities, workflow management, and archiving database as required by company policies.
  • 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.
Requirements:
  • BA/BS required (in lieu of a bachelor's degree, extensive (12+ years) experience in the applicable area); MBA desirable.
  • Minimum of 5 years' experience in a managerial position directing an organization with matrix accountability.
  • 6+ years demonstrated experience and mastery leading teams, understanding of business strategy, and strong relationships with Legal counsel, General Management, Regulatory, Compliance, Risk Management, and Sales Executive Leadership.
  • Deep understanding of US Antitrust laws, Sarbanes Oxley, and business strategy.
  • Strong understanding of commercial contract management, including contract strategy development, negotiations, policy development, and standardization of general terms with Medical Device Capital and Consumables products and services.
  • Experience in negotiating complex, strategic contract strategies and offerings; negotiation savviness.
  • General understanding of federal, state, and local government contracting requirements and practices preferred.
  • Strategic and analytical problem solver with business acumen. Able to understand key business drivers and provide clear recommendations.
  • Proven ability to quickly establish credibility, trust, and support within all levels of organization.
  • Ability to partner with Sales Leaders and Business Integrators to develop contract offerings representing complex concepts and defining the business value of solutions in a clear, understandable way.
  • Strong project management skills desirable.
  • Demonstrated customer-centricity skills and consistent expectations across team.
  • Ability to build and motivate a team to achieve well-communicated expectations. Strong communications and change management experience.
  • Ability to travel up to 25% - 35%.

Why Join Us?

A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It's also a place where we help each other be great, we do what's right, we hold each other accountable, and learn and improve every day.

To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of health. At BD, you'll discover a culture in which you can learn, grow, and thrive. And find satisfaction in doing your part to make the world a better place.

PDN

Primary Work Location

USA NJ - Franklin Lakes

Additional Locations

USA AZ - Tempe Headquarters, USA GA - Covington BMD, USA IL - Vernon Hills, USA MD - Sparks - 39 Loveton Circle, USA RI - Warwick, USA TX - San Antonio, USA UT - Salt Lake City, USA UT - Sandy

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