Senior Manager Major Account Contracting

Danaher   •  

Brea, CA

8 - 10 years

Posted 305 days ago

This job is no longer available.

Job ID: BEC009306


Location: Brea, CA
Sr. Mgr. Major Account Contracting– North America
Purpose:To develop knowledge, processes and best practices in major account contract & price development. To define requirements, generates Business & Price Analysis, monitors performance, negotiates pricing and terms, and ensures compliance with internal & external contracting requirements.
Key Accountabilities:

  • Oversees Complex Contracts & Deals desk supporting BCI’s responses to IDN contract requests.
  • Manages the development of specialized and/or major contracts by analyzing business case, proposed pricing, price compliance and Terms & Conditions in compliance with BCI contracting standards
  • In conjunction with the IDN Sales team, negotiates complex contract requirements in accordance with legal and company regulations and policies. 
  • Negotiates price, terms and conditions, and other business issues within scope of responsibility. 
  • Ensures contract provisions are clear and conform to company policy.
  • Responsible for oversight of the pricing approval process within BCI across all product categories. 
  • Including review of financials, competitive information and justification.
  • Monitors contract performance by determining compliance to contract requirements and determining the need for amendments or extensions to the contract. 
  • Determines when customer directed changes are out-of-scope.
  • Recommends deal specific actions by analyzing and interpreting data and making comparative analyses. 
  • Analyzes proposed changes in methods, equipment, and/or configurations.
  • Acts as internal point of contact with the customer on assigned contracts and participates in customer presentations & negotiations as needed.
  • Maintains current professional and technical knowledge and may participate in professional associations (e.g. The National Contract Management Association (NCMA or the International Association of Commercial Contract Management).
  • Complies with the federal, state, and medical device regulations; ensures adherence to requirements and advises management on needed actions. 
  • Provide guidance to his contracts & deal development team, and the business team. 
  • Acts as prime contact on high level projects. 
  • Shares specialized knowledge with others; trains and mentors less experienced employees.



  • Bachelor’s degree (BA) in Business Administration, Finance or a related discipline. 
  • Demonstrated ability to perform the essential functions of the job typically acquired through eight or more years of progressive experience.
  • Thorough knowledge of contract administration principles, industry practices, regulations, and policies. 
  • Knowledge of legal and regulatory requirements related to contract administration, government procurement, and export compliance if applicable.
  • Proficient in the use of standard business applications software and specialized in-house and customer systems.
  • Ability to negotiate effectively to obtain best prices and terms on products, materials, and services.
  • Ability to effectively communicate and present information to team members, customers, and senior management.
  • Extensive knowledge of the Medical device / Diagnostic Market as well as bundled / surcharged / cross product line price models.
  • Proven successful experience in a contract management/sales operations management role
  • Ability to lead, coach, and develop team members
  • Decisions and results have significant impact on company resources & objectives


  • Contract management certification