Director, Alt Sales Channel

Aesculap Inc

Company: AESCULAP INC.

Job Posting Location: Atlanta, Georgia, United States

Functional Area: Sales

Working Model: Remote

Days of Work: Wednesday, Tuesday, Friday, Thursday, Monday

Shift: 5X8

Relocation Available: No

Requisition ID: 10151

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

This individual will have responsibilities of driving sales initiatives within the national medical surgical distribution market with a key focus on the non-acute distributors. Develop and manage relationships at a corporate, regional, and field level with Aesculap’s strategic distribution partners that service Aesculap’s customers and generates incremental sales through their respective selling and marketing efforts.

Responsibilities

• Establish relationships with our national distribution partners at the distributor headquarter, regional, and sales rep levels.
• Manage the contractual fees, terms, incentives, and operational issues related to contracted sales that the distributor services.
• Evaluate, negotiate, and implement preferred positions for Aesculap with key national and regional distributors.
• Develop relationships with key distributor sales representatives to gain product evaluations and conversions within the sales representative’s surgery center accounts.
• Responsible for generating both contracted and non‑contracted incremental revenue through distribution selling, marketing, and operational effort.
• Administer distribution agreements to provide timely and accurate pricing maintenance, rebate accrual, and compliance reviews.
• Prepare, present, and negotiate new/renewal presentations and agreements. Represent product, pricing, terms and conditions by deployment of resources to include legal.
• Monitors current distribution agreements and develops programs for incremental growth and utilization.
• Negotiates renewal proposals before distribution agreements expire.
• Corporate liaison between distribution partners and Aesculap internal departments
• Review distributor report cards and work with distributor and internal Aesculap departments to address areas that are not highly ranked.
• Serve as the company expert on the distribution community, identifying and communicating competitive and industry trends.
• Attend Regional, National, and or Global Trade Shows as necessary to support
• Attend Aesculap Sales Training classes for all SBA units
• Prepare and maintain required reports
• Identify new business opportunities.
• Must comply with applicable ISO and FDA regulations as stated in Quality Manual
• Must embody the Company’s Vision, Mission and Values
• Other duties may be assigned

Expertise: Knowledge & Skills

• Must be able to travel domestically and internationally by air and car, and work occasional weekends. Must possess a valid government issued drivers license and passport. Requires excellent written and interpersonal skills.
• Computer skills in Windows, Lotus e‑mail, Excel, Power Point, and word processing desirable.
• This position requires the handling of instruments that may have been contaminated by blood or other bodily fluids. In compliance with Occupational Safety and Health Administration (OSHA) regulations, Aesculap will provide a safe working environment for all employees.

Supervisory Responsibilities

• Determines methods and procedures on new assignments, and works under moderate supervision.

Qualifications

Required:

• Requires a Bachelor’s Degree in Business or related field.
• 3+ years of medical device sales experience, including experience working in perioperative settings.
• Strong understanding of sterile processing and the operating room environment.
• Requires thorough knowledge of Distribution Contracts, Negotiating distribution programs and healthcare integrated delivery systems.
• Language and mathematical skills; reasoning ability:
• Language Skills: Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of organization.
• Mathematical Skills: Ability to add, subtract, multiply, divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent and to draw and interpret bar graphs.
• Reasoning Ability: Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.

Desired:

• MBA and prior supervisory experiences are highly desirable.

Physical Demands

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.

Work Environment

• This position could require the handling of instruments that may or may not have been contaminated by blood or other body fluids. In compliance with Occupational Safety and Health Administration (OSHA) regulations, Aesculap will provide a safe working environment for all employees. The noise level in the work environment is moderate.

Salary Range: $150,000-$160,000 (plus incentive compensation)

Equal Opportunity Statement

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, status as a protected veteran, or any other protected characteristic. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, age, marital status, pregnancy, genetic information, or other legally protected status.

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