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Tender Manager

Req #: 180002U2_en
Location: Newbury, ENG UK
Job Category: Commercial Operations
Date Posted: 2/15/2018 12:51:40 PM
Baxter International


About Baxter

Baxter provides a broad portfolio of essential renal and hospital products, including home, acute and in-center dialysis; sterile IV solutions; infusion systems and devices; parenteral nutrition; surgery products and anesthetics; and pharmacy automation, software and services. The company’s global footprint and the critical nature of its products and services play a key role in expanding access to healthcare in emerging and developed countries. Baxter’s employees worldwide are building upon the company’s rich heritage of medical breakthroughs to advance the next generation of healthcare innovations that enable patient care.
A Career That Matters

Baxter’s employees are united in a mission to save and sustain lives. We are passionate about applying scientific innovation to meet the needs of the millions of people worldwide who depend on our medically necessary therapies and technologies. We focus on increasing access to healthcare, innovating in crucial areas of unmet need, and pursuing creative collaborations that bring our mission to life for patients every day.
Management of the Tenders Team, within Business Services, in the preparation of all Baxter tender responses.
Working in close collaboration with the Pricing Team with the management of contract and customer specific pricing on Baxter systems.
Providing a range of legal and commercial advice to internal stakeholders.
Liaison with external stakeholders on a range of tendering and contractual issues.

Role Responsibilities

Provide support and advice to all UK businesses, both directly and through the Tender Administrators, in the preparation and submission of all UK tender responses, including:

Support the development of pre-tender strategies at all customer levels (national, regional and Trust); developing appropriate customer messaging to influence tender specifications, evaluation criteria or contract structure based on the agreed strategy; monitoring progress through sales call data entered into the Customer Relationship Management (CRM) system.

Using commercial experience and knowledge to analyse specific market dynamics and make recommendations on pricing, and bid strategies.
Using commercial experience, knowledge of tendering, and Public Procurement legislation, to identify opportunities to improve tender submission content, ensuring all submissions are of a high quality, and meet customer requirements/ expectations. Continuously seek opportunities to improve tender submission content, and internal stakeholder engagement with the tender process.
Using knowledge of contract law to identify terms and conditions which represent a risk to Baxter, and constructing counter-wording for submission in tenders to minimise such risk.
Using knowledge of competition law to ensure tender offerings are compliant.
Liaising with Baxter internal legal counsel as required.
Co-ordinate and construct responses for specific high value or strategically important tenders, providing recommendations and advice on response content to relevant members of the Senior Management Team, including the General Manager.
Write bespoke contract terms and conditions for specific projects, mitigating risk for the business, for example in areas of liability limitation, ability to vary pricing, delivery of achievable service levels. Where required, undertaking negotiations by phone or face-to-face with customers, to achieve agreement and meet business objectives.
Attend meetings with customers, including at a senior level, from a variety of organisations at national, regional and Trust-level, to discuss the development of appropriate tender structures, undertake contract negotiations, discuss issues relating to tender processes, and resolve problems relating to contracts.
Proactively identify potential areas of non-compliance by NHS customers in adhering to Public Procurement legislation, advise Senior Management of options for recourse where this has resulted in unfair treatment of Baxter, and recommend a course of action. Liaise with Baxter internal legal counsel as appropriate.
Where agreed with Senior Management, lead challenges against NHS customers for non-compliance with Public Procurement legislation, including the preparation of letters and other documents, attending meetings with customers to discuss the issue, and interfacing with Baxter legal team and external legal counsel as appropriate.
Maintain and evolve systems and processes to optimise the efficient project management and production of tender submissions, including the development of relationships with key internal stakeholders required to support the tender process.
Maintain and evolve systems and processes for the storage of all contract documents, facilitating ease of access for future recall.
In collaboration with Pricing Manager, maintain and evolve systems and processes for the management of non-tender quotations, and associated pricing on Baxter systems, ensuring that quotations offered incorporate appropriate terms and conditions.
Day-to-day management and motivation of the Tenders Team in the production of tender responses, management of customer specific pricing, and dealing with all forms of tender and contract queries, from both internal and external stakeholders.
Coaching and development of the Tenders Team in matters of tendering and contracting, to improve the service provided to all internal stakeholders in the efficient production of tender responses, maximising of tender opportunities and mitigating risks.
Coaching and development of Baxter internal stakeholders of all levels and functions, to improve understanding of tender processes and related strategies, and the implications of different terms and conditions. Facilitating shared learning across businesses by using debrief and other information to advise of latest procurement strategies, customer expectations, areas of strength versus competitors, and areas for development.

Skills and Experience
Well-developed people manager, capable of providing day-to-day support and direction, and a focus on short/medium/long term development of team members.
Effective communicator (written and oral) with a wide range of internal and external stakeholders, able to adjust style appropriately for the situation.
Strong understanding of Public Contracts Regulations, and contract law applicable to sales contracts.
Ability to analyse, interpret and highlight risk to Baxter of contract terms and conditions, considering the context of the agreement.
Results driven, with a strong desire for continuous improvement.
High levels of business acumen.

Baxter is an equal opportunity employer. Baxter evaluates qualified applicants without regard to race, colour, religion, gender, national origin, age, sexual orientation, gender identity or expression, disability/handicap status or any other legally protected characteristic.


Creation and submission of tender responses, being undertaken in accordance with UK/ Ireland Public Contracts Regulations.
Minimum of three years’ people management experience
Creation and submission of tender responses to the NHS.

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