About B. Braun

B. Braun Medical Inc., a leader in infusion therapy and pain management, develops, manufactures, and markets innovative medical products and services to the healthcare industry. Other key product areas include nutrition, pharmacy admixture and compounding, ostomy and wound care, and dialysis. The company is committed to eliminating preventable treatment errors and enhancing patient, clinician and environmental safety. B. Braun Medical is headquartered in Bethlehem, Pa., and is part of the B. Braun Group of Companies in the U.S., which includes B. Braun Interventional Systems, Aesculap and CAPS.

Globally, the B. Braun Group of Companies employs more than 64,000 employees in 64 countries. Guided by its Sharing Expertise philosophy, B. Braun continuously exchanges knowledge with customers, partners and clinicians to address the critical issues of improving care and lowering costs. To learn more about B. Braun Medical, visit www.BBraunUSA.com.

Position Summary:

The Director, Healthcare Systems position combines multiple functional attributes such as sales, business development, and marketing skills while focusing efforts on Large Regional and selected national Health Systems/Integrated Delivery Networks (IDNs). The successful Director drives sales growth, develops account strategies, manages executive relationships, and improves overall customer satisfaction at their assigned corporate accounts within a geographical area. The expectation is to increase sales of the overall B. Braun portfolio within Targeted Strategic Health Systems/IDNs leveraging our Enterprise Initiatives Program and Process. The role requires the successful individual to act as the B.Braun Medical, Inc. single point of contact for the B.Braun family of companies and divisions. The Director, Healthcare Systems will need to leverage our sales teams, Distribution partners, and GPO relationships, to drive successful growth within targeted systems/IDNs.

Responsibilities: Essential Duties

• Development and execution of the IDN strategy for IDNs & Strategic corporate accounts consistent with the B.Braun/Aesculap/CAPS business strategies.
• Generates sales growth of B. Braun/Aesculap/CAPS existing products, new products and services, and solutions portfolio at their strategic corporate accounts.
• Uses a high level of financial and business acumen to assess and cultivate new business and leveraged business opportunities.
• Gains input and trend information from major customer groups through direct contact with such groups, organizations and other vendors.
• Cultivates, promotes and maintains VIP relationships. Maintains a productive and beneficial relationship with influential executives.
• Targets top/middle of customer continuum and calls on the "C" suite to build and maintain a relationship with the financially responsible party and key decisions makers at the account.
• Demonstrates a deep understanding of the account and aligns B.Braun/Aesculap/CAPS resources, including Executive support to deliver a solutions based value proposition.
• Provides leadership in the planning, designing, and implementing of strategic business objectives at strategic corporate accounts.
• Defines vision, strategies and tactics required for profitable and sustained growth at strategic corporate accounts.
• Provides competitive intelligence, input and trend information to management and marketing.
• Accountable for price and contract negotiation.
• Provides product input and feedback to marketing on behalf of the account.
• Acts as Sales liaison between B.Braun, Aesculap and CAPS.
• Leads annual strategic corporate account reviews to discuss, SWOT and business plan 1 year and 3 years out.
• Manages account planning across products/solutions and account administration.
• Conducts quarterly business reviews with Health Systems/IDNs.
• Develop and maintain relationships with key distributor sales directors.
• Maintain key relationships with internal B. Braun departments (i.e., Sales Contracting, Marketing, Technical Services, Customer Service, etc.)
• Drive consistent interactions with customers and internal sales team across the B.Braun family of companies.

Expertise: Knowledge & Skills

• Ability to use computer software such as email and the Microsoft Office Suite of products. Strong Excel and Power Point knowledge a must.
• Strong understanding of customer base and business environment including experience with multiple large complex national customers.
• Ability to develop relationships from C-Suite to factory floor.
• Ability to lead multi discipline sales team.
• Experience in consultative sales, with the ability to develop technical value propositions.
• Strong prospecting skills
• Ability to be a motivated self starter, capable of independent action and business savvy
• Detail oriented.
• Ability to multi-task with strong time management skills
• Ability to internalize technical concepts, products and services
• Strong oral/written communication skills
• Strong conflict management skills
• Ability to generate proposals and value propositions

The targeted range for this role takes into account a range of factors that are considered when making compensation and hiring decisions; included but not limited to: skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. Compensation decisions are dependent on the facts and circumstances of each case. The range provided is a reasonable estimate.

It is an essential function of this position for an employee to be present and in-person at the physical site(s) of our customers and potential customers. Many of our customers and potential customers are in clinical settings, including, but not limited to, hospitals, clinics, and other health care clinics (hereinafter, "Healthcare Customers"). Many of our Healthcare Customers require outside vendors like us to present proof that they have certain requisite vaccinations and immunizations, including, but not limited to, vaccinations against COVID-19 and seasonal influenza, before being granted entry into the Healthcare Customers' clinical settings. To gain access to our Healthcare Customers clinical settings, field sales, field service, and other customer facing professionals are required to register with the vendor credentialing organization associated with the Healthcare Customers, complete the Healthcare Customers' required process, and undergo a series of clearances. Vendor credentialing clearances include, but are not limited to, a national criminal background check, drug screening, and immunizations as determined by the vendors, which may include, but are not limited to, Influenza, Hepatitis B Virus, and COVID-19. You must fully comply with the requirements of the Healthcare Customers in your region, including any necessary proof of any vaccination. As such, all individuals in this position assigned to a Healthcare Customer with a COVID-19, Influenza, Hepatitis B Virus, or other vaccination requirement must be fully vaccinated and/or immunized in accordance with the Healthcare Customers' requirements. B. Braun Medical North America Companies complies with the Americans with Disabilities Act (ADA) and applicable laws, and on receipt of an accommodation request will engage in the interactive process to assess possible reasonable accommodation options, if any, consistent with the ADA and applicable law.

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Expertise: Qualifications - Experience/Training/Education/Etc

Required:

• Must live within the territory.
• Bachelors degree in a related discipline plus a minimum of 10 years of experience OR a minimum of 10-15 years of directly related experience.
• A minimum of 2 years Sales Management experience with proven national scope experience & responsibility.
• A minimum of 8 years experience managing sales accounts.
• A minimum of 8 years experience in account development.
• Excellent oral and written communication/interpersonal skills.
• The ability to work non-standard hours and to travel upwards of 75%.

Desired:

• Relevant experience in prospecting new business development at key Health Systems/IDNs.
• Ability to lead multi discipline sales team through a defined selling process; multi-level, high value, complex accounts.
• Experience in consultative sales, with the ability to develop technical value propositions.
• Ability to develop relationships from C-Suite to factory floor.

While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee frequently is required to use hands to handle or feel and reach with hands and arms. The employee is occasionally required to stand and walk. The employee must occasionally lift and/or move up to 20 pounds.

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Responsibilities: Other Duties

The preceding functions have been provided as examples of the types of work performed by employees assigned to this position. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed in this description are representative of the knowledge, skill, and/or ability required. Management reserves the right to add, modify, change or rescind the work assignments of different positions due to reasonable accommodation or other reasons.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate.

Equal Opportunity Employer Veterans/Disabled

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