Director, Healthcare Systems

Overview

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

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

• 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 decision 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.

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.

Other

During performance of duties, the employee may need to sit, talk, or hear; use hands to handle or feel and reach with hands and arms; stand and walk; and occasionally lift up to 20 pounds. This role requires travel and flexible hours as needed.

Responsibilities: Other Duties

The preceding functions are examples of the types of work performed. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skill, and/or ability required. Management reserves the right to modify assignments as needed or required by reasonable accommodation or other reasons.

Physical Demands

The physical demands described are representative of those that must be met to perform the essential functions. 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. The noise level is usually moderate.

Salary Range: $190,000-$200,000

Equal Opportunity

We are an equal opportunity employer. We evaluate applications without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, pregnancy, genetic information, disability, protected veteran status, or any other protected characteristic. Know Your Rights: Workplace Discrimination is Illegal.

B. Braun offers an excellent benefits package, which includes healthcare, a 401(k) plan, and tuition reimbursement. To learn more about B. Braun and our safety healthcare products or view a listing of our employment opportunities, please visit us on the internet at Through its “Sharing Expertise®” initiative, B. Braun promotes best practices for continuous improvement of healthcare products and services.

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