Overview

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 61,000 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.

Responsibilities

Position Summary:

Responsibilities: Essential Duties

Responsible for driving profitable sales and market share growth through partnership, extraordinary value, and unique solutions within large, multi-regional Integrated Healthcare Networks (IHN’s) by creating opportunities with high level decision makers/ influencers (Directors and above) within targeted health system accounts. Position B.Braun as a comprehensive resource and innovative supplier of IV therapy products and related services. This position will serve as the business specialist for large/strategic opportunities as assigned by the Zone Vice President.

The KAD will help develop, communicate and implement sales plans and strategies designed to accomplish specific sales goals. Qualified candidates will need to demonstrate a successful commercial track record of building strategy and tactics, managing people through influence, process management, and driving new projects/solutions in Health Care Networks. Candidate must possess the ability to lead and inspire cross functional teams to implement solution for all business units. KAD will lead contract negotiations and processes to successful long-term contract and relationship. Experience in negotiations of Terms and Conditions and a deep understanding of factors that impact the contracting processes will be essential. Comprehensive understanding of the relationship between integrated health systems, governing law, GPO’s and medical surgical distribution and drug wholesaler distribution is critical.

Principle Duties and Responsibilities:

• Drive profitable sales growth through conversion, penetration and retention strategies with target health systems.
• Possesses a deep understanding of Products, Pricing, and Positioning for all competitors.
• Meets or exceeds organizational key performance indicators; sales, targets, quotas by managing account performance and redirect efforts with sales leadership as required to meet goals.
• Working in coordination with the Healthcare Systems Director, negotiates with regional and local health systems at highest levels.
• Works with Senior Leadership, Marketing, Legal, and Bids to prepare RFP responses for IDN opportunities.
• Create value to leverage current footprint in targeted account for higher level access to key decision makers.
• Builds high level strategic customer relationships. Build trusted partnerships with VP and C Suite to position B.Braun as a resource.
• Translates business strategies into clear objectives and tactics for communication and execution to sales leadership. Works with sales leadership to maintain high accountability for driving tactics.
• Creates realistic “opportunity” plans taking into consideration account strategic pricing, budget, and operating income/expenses. Establishes implementation plans for newly signed health system agreements.
• Prepare and deliver annual business reviews to target health systems.
• Collaborates with Sales and Marketing Management to design programs and pricing for Health Systems and support GPO.
• Analyze and evaluate revenue and profitability solutions by business unit while taking a holistic approach to health system.
• Prepare, present and negotiate new/renewal presentations and agreements. Represent product, pricing, terms and conditions by deployment of resources to include legal. .
• Creates effective implementation plans to support new GPO contracts to field sales.
• Works with National Accounts and Healthcare Systems teams to develop and support GPO and Enterprise shared objectives.
• Keeps informed of current market trends, competitive developments, and sales analysis.
• Acts as liaison between customer and Marketing, Customer Service, and Credit departments at B.Braun.
• Attend Regional, National, and or Global Trade Shows as necessary to support
• Must embody the Company’s Vision, Mission and Values
• Other duties may be assigned

Secondary or peripheral job functions: 

• Ability to build and nurture business relationship with internal and external customers at executive levels by consultative methods to determine insights.
• Strong strategic planning and project management skills
• Strong Knowledge of C Level and VP Supply Chain within US Health Systems
• Must be able to travel domestically by air and car, and work occasional weekends. Must possess a valid government issued drivers license.
• Requires excellent written and interpersonal communication skills.
• Computer skills in Windows, Lotus e-mail, Excel, Power Point and word processing desirable. SAP experience highly desirable.

The job function listed is not exhaustive and shall also include any responsibilities as assigned by the Supervisor from time to time.

General: It shall be the duty of every employee while at work to take a reasonable care for safety and health of himself/herself and other persons.

Knowledge and Skills Requirements:

• Requires advanced knowledge of professional field and industry.
• Influences the development of and drives the application of principles, theories, concepts.
• Determines best course of action.
• Requires thorough knowledge of buying groups IDN’s healthcare integrated delivery systems.

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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Target Based Range

Qualifications

Expertise: Qualifications -Education/Experience/Training/Etc

Required:

• Bachelor's degree in Business or related field required, MBA and prior supervisory experience highly desirable.

• At least 5 years of Marketing/Sales management experience.
• Applicable industry/professional certification preferred.
• Frequent business travel required, Valid driver's license and passport

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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Additional Information

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:

While performing the duties of this job, the employee is expected to:

• Light work - Exerting up to 20 lbs of force occasionally, and/or up to 10 pounds of force frequently, and/or a negligible amount of force constantly to move objects.

Lifting, Carrying, Pushing, Pulling and Reaching:

• Occasionally:Reaching upward and downward, Push/pull, Stand
• Frequently:Sit
• Constantly:N/A

Activities:

• Occasionally:Climbing stairs/ladders, Push/pull, Reaching upward and downward, Standing, Walking
• Frequently:Finger feeling, Hearing - ordinary, fine distinction, loud (hearing protection required), Seeing - depth perception, color vision, field of vision/peripheral, Sitting , Talking - ordinary, loud/quick
• Constantly:N/A

Environmental Conditions:

• Occasionally:N/A
• Frequently:N/A
• Constantly:N/A

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.

• Noise Intensity:Moderate
• Occasionally:Other
• Frequently:N/A
• Constantly:Office environment

Referral Amount

Notices

Equal Opportunity Employer Veterans/Disabled