Senior Director Strategic Accounts - BD Advanced Patient Monitoring

Dickinson (BD) recently completed the acquisition of the Edwards Critical Care business. This position is part of the Critical Care division, and as such will become a part of the BD organization in the future. Critical Care will operate as a separate business unit, called Advanced Patient Monitoring (APM) within BD's medical segment, aligning with BD's smart connected care approach. BD is one of the largest global medical technology companies in the world and is advancing the world of health by improving medical discovery, diagnostics and the delivery of care. If you are invited to interview for this position, a recruiter will provide further details about this exciting transition. Learn more about BD at bd.com  

Contract Negotiation

• Lead and manage the negotiation of large scale commercial contract initiatives with accountability for successful revenue growth and opportunities.

• Develop and implement negotiation strategies, including complex sales and pricing models, that align with organizational goals and customer needs.

• Identify risks, develop mitigation strategies and solutions, and resolve issues in collaboration with cross functional stakeholders.

• Ensure all contracts are compliant with legal and regulatory requirements.

Implementation and Field Collaboration

• Oversee the implementation of negotiated contracts, ensuring smooth integration with field.

• Work closely with field teams to address any issues and ensure contract terms are met.

• Provide guidance and support to field teams during the implementation phase.

Quarterly Business Reviews

• Conduct quarterly business reviews to assess contract performance and identify areas for improvement.

• Prepare and present detailed reports on contract status and performance metrics.

• Collaborate with internal stakeholders to develop action plans based on review outcomes.

Business Development and Strategic Customer Engagement

• Engage with strategic customers to understand their needs and incorporate our business into their updates.

• Participate in zone meetings and other customer interactions, ensuring our business is represented effectively.

What you will need (Required):

• Bachelor's degree in Business Administration, Law, or related field; MBA preferred.

• 12+ years of experience in contract negotiation and management preferably within a national account’s context.

What else we look for (Preferred):

• Expert understanding of contractual procedures and proven track record of successful contract negotiations and implementation.

• Ability to develop and integrate metrics into the projects and operations that clearly demonstrate the value of contracts to the business.

• Ability to frequently interact with internal and external management and senior-level customer representatives concerning projects, operational decisions, scheduling requirements, and/or contractual clarifications.

• Strong analytical, strategic thinking, and problem-solving skills.

• Excellent communication and interpersonal skills.

• Ability to work collaboratively with cross-functional teams.

Aligning our overall business objectives with performance, we offer competitive salaries, performance-based incentives, and a wide variety of benefits programs to address the diverse individual needs of our employees and their families.

For California (CA), the base pay range for this position is $176,000 to $237,000 (highly experienced).

The pay for the successful candidate will depend on various factors (e.g., qualifications, education, prior experience). Applications will be accepted while this position is posted on our Careers website.   

Edwards is an Equal Opportunity/Affirmative Action employer including protected Veterans and individuals with disabilities.

COVID Vaccination Requirement

Edwards is committed to protecting our vulnerable patients and the healthcare providers who are treating them. As such, all patient-facing and in-hospital positions require COVID-19 vaccination. If hired into a covered role, as a condition of employment, you will be required to submit proof that you have been vaccinated for COVID-19, unless you request and are granted a medical or religious accommodation for exemption from the vaccination requirement. This vaccination requirement does not apply in locations where it is prohibited by law to impose vaccination.