Job Description Summary

As Senior Manager Contracts Infusion Capital, you will drive the transformation of new contracting capabilities by combining the strengths and standard methodologies of the legacy BD and CareFusion companies. Working cross-functionally, you will assist in driving outstanding contract offer development and asset life-cycle management capabilities and establish policy, process, and governance to ensure the effective implementation of complex, critical contract activities that manage business opportunities and risk appropriately.

This position directly manages approximately 5 to 6 BD associates as well as a contingent of contract workers during busy period, with primary US Region accountability, and will require candidates to be on-site 4 days per week in our San Diego, CA offices.

• Oversee Infusion Capital sales proposals and contracts for healthcare facilities including Hospitals, Regional Networks (e.g., IDN), Non-Acute facilities, etc.
• Lead all Infusion contracting life cycle activities within specific regions from contract negotiation to signature including components such as hardware/software specification, maintenance and service, installation, invoicing and reconciliation of capital products.
• Serve the business unit and strategic customer teams with high quality, responsive service, and negotiation competencies to drive revenue growth.
• Review deal profitability and adherence to set pricing strategies and run approvals based on decision rights matrix.
• Manage Infusion sales contracts lifecycle including provision of lead information (from internal data), quote generation, drafting/redlining, negotiation, execution, amendment, extension, and retirement.
• Provide critical input into capital contracting strategy design, enterprise offer development, terms harmonization; lead offer development and execution; meet or exceed customer (sales) timeline requirements.
• Understand financial drivers of specific deals and can communicate to team members how to best structure a deal to meet customer needs while strengthening profitability.
• Support, administer, and carry out policies, procedures, and processes to harmonize contract negotiation and general provisions, 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.
• Drive a defined contract review/approval workflow process to ensure operational efficiencies and standardization; liaison with business or legal as needed.
• Identify and support process improvement projects (templates, standard terms, system updates, etc.) to drive operational efficiencies and standardization throughout the organization.
• Oversee post-deal contract life cycle, including management of installation customer database, supervising billing/revenue performance and maintenance of equipment, supporting sales reporting, and addressing inquiries from sales/customers, etc.
• Ensure technology platform (CLM, SalesForce, SAP, etc.) functionality and performance supports contract offer activities and workflow management.
• Be accountable for goals and KPIs (e.g., contract cycle time)
• Motivate and develop team to act with speed, agility, and accountability.
• Facilitate mentorship and develop training materials for junior Infusion contracting associates.
• Help to cultivate a positive work climate that furthers collaboration, innovation, and alignment with BD Values
• Demonstrate leadership by example.
• Personal courage - Strong ethical values; takes appropriate action and makes decisions maintaining responsibility for outcomes.

• Minimum BA/BS required (in lieu of a bachelor's degree, 10+ years of experience in applicable areas is required.)
• 3+ years demonstrated experience as part of a Contracting team, strong understanding of business strategy, pricing and profitability thresholds, and strong relationships with Legal counsel, General Management, Finance, Regulatory, Compliance, Risk Management and Sales Executive Leadership; Federal contract experience is helpful.
• General understanding of US Antitrust laws, HIPAA, Sarbanes Oxley, revenue recognition guidance, Internal Audit, regulatory controls, and business strategy.
• Advanced Excel (pivot tables, Xlookup), Contract Lifecycle Management tools (CLM), Microsoft Suite skills and the ability to learn SAP, PowerBI, and Salesforce.
• Demonstrated customer relationship skills with the ability to uphold consistent expectations, negotiate and adapt to customer needs while maintaining protection of BD's interests.
• Experience in a position with matrix accountability preferred.
• Ability to understand capital contract management, including contract strategy development, negotiations with Medical Device Capital products and services preferred.
• Analytical problem solver with strong ethical values and discernment with the ability to evaluate key business drivers and develop clear recommendations.
• Proven track record in quickly establishing credibility, trust, and support.
• Knowledge of post-signature capital contract processes, including installation, billing/revenue management and maintenance of equipment and how each of those processes are affected by pre-signature contract negotiations.
• Ability to partner with sales and general management to develop complex contract offerings that define the business value of solutions in a clear, understandable way.
• Ability to communicate at executive levels, internally and externally, handle complexity and make independent recommendations.
• Proven leadership skills, including the development of successors and bench strength and the ability to effectively manage people.
• Ability to travel: 5%.