B. Braun

  • Manager, GPO

    Job Locations US-NC-Charlotte
    Requisition ID
    2018-12194
    Company
    B. Braun Medical Inc
    # of Openings
    1
    Category
    Sales
    Position Type
    Remote
    Shift
    8am - 5pm
    Site
    Corporate/Sales/ B. Braun of Canada/ BIS/ CeGat
  • Overview

    With a nationwide sales team and several manufacturing locations, B. Braun Medical has become a leading full-line supplier of healthcare products and services in the U.S. The company is committed to delivering innovative products and services with unmatched quality, superior technology, and cost-effectiveness, while maintaining environmental responsibility. Through its "Sharing Expertise®" initiative, B. Braun promotes best practices for continuous improvement of healthcare products and services. B. Braun employs over 4,500 people in the USA. B. Braun Medical Inc. began its operations in the USA in 1957. Initially, the company manufactured and sold disposable plastic syringes. During the 1980s and early 1990s, the company undertook several expansions and enlarged its product line of disposable medical devices. With the acquisition of McGaw, Inc. in 1997, including Central Admixture Pharmacy Services, Inc. (CAPS®), B. Braun dramatically broadened its product lines and services to U.S. customers.

     

    U.S. Facilities and Operations:

     

    Supporting product sales are a network of nationwide marketing and manufacturing locations. Bethlehem, Pennsylvania, is home to the U.S. Corporate Headquarters along with the marketing offices of the Hospital, Outpatient Markets (OPM), Renal Therapies, Vascular Interventional, International, and OEM Divisions. Central Admixture Pharmacy Services, Inc.(CAPS®) is also managed from this location. The nearby Allentown, Pennsylvania, facility manufactures Needle-free products, IV Safety Catheters, Anesthesia Systems, Introducers, Pharmacy Admixture products. Vascular products including Right Heart Catheters and Interventional Accessories are also manufactured in Allentown. The Irvine, California facility produces IV Solutions, Basic and Specialty Nutrition, Drug Delivery, and BTC products. Infusion Pump Systems are manufactured in Carrollton, Texas and IV administration and IV and Irrigation sets are produced in the Dominican Republic.

    Responsibilities

    Position Summary:

     

    The Manager, Group Purchasing Organizations (GPO) supports GPO Director activity to gain, maintain and increase sales and profit in assigned Group Purchasing Organizations (GPO) generating a minimum of $200M in sales. Develops productive relationships with key group purchasing organization decision-makers, group purchasing organization support staff and key IDN/Health systems decision-makers. Establishes objectives, plans, strategies, on behalf of the GPO Director, and implements initiatives through coordination of the B.Braun field sales force and its management team. 

     

    Responsibilities: Essential Duties

    • Enhance and develop relationships with GPO customers.
    • Provide direction for all field sales managers/sales representatives regarding GPO strategy, opportunities and issues.
    • Support GPO Director to renew or extend current agreements to maintain and grow existing business.
    • Analyze contract opportunities and present strategies to GPO Director to achieve short-term and long-term GPO objectives.
    • Develop and execute on opportunities to increase gross profit within assigned GPO contracts portfolio.
    • Support GPO Director to prepare and negotiate new GPO contracts to gain new business and provide sales opportunities.
    • Administer GPO agreements to provide timely and accurate pricing maintenance, rebate accrual and customer compliance reviews.
    • Communicate pertinent GPO information with field sales and other departments.
    • Interface with corporate colleagues and inter-corporate partners to identify and capitalize on new opportunities.
    • Support GPO Director with preparation and maintenance of various reports to lead and participate in the completion of special projects.
    • Operate as a corporate representative to B. Braun’s strategic distribution partners including developing and maintaining positive working relationships with key decision makers/executives of each account.
    • Manage the contractual fees, terms, incentives and operational issues related to contracted and non-contracted sales to the GPO membership.
    • Responsible for generating both contracted and non-contracted incremental revenue through GPO programs, marketing and operational efforts.
    • Corporate liaison between the GPO and the internal departments of both B. Braun & Aesculap to include Accounting, Finance, Contracts, Forecasting/Internal Distribution, Sales and Marketing.
    • Identify and implement compliance/account penetration programs that increase sales through GPO.
    • Support GPO Director to conduct and present GPO business reviews.
    • Develop, communicate, and drive GPO strategies/tactics to the field sales and other departments.
    • Ensure productive working relationships with Distribution, Healthcare Systems (Enterprise Initiatives) and Marketplace Strategy to identify additional opportunities and enhance value provided to the marketplace.
    • Develop, implement, and drive pricing initiatives with GPOs to increase company profitability.
    • Attend national and regional sales meetings, industry conferences and other GPO related events.
    • Development of GPO contract launch packets and implementation.
    • GPO contract compliance validation & management.
    • RFI & RFP Support.
    • GPO allocation management.
    • GPO membership management.
    • GPO contract amendment management.
    • GPO conference/industry conference attendance and participation.
    • GPO contract LOC management & activation.
    • SMFL/CMIII support.
    • GPO pricing discrepancy management.
    • GPO health system/IDN management.
    • GPO new product launch and implementation.
    • GPO contract business review support.
    • Enterprise Initiatives promotion and coordination.

    Expertise: Knowledge & Skills

    • Knowledge of B. Braun and Aesculap product lines and competitor.
    • Knowledge of the healthcare market / customers and the healthcare industry.
    • Ability to prepare and develop group presentations.
    • Ability to develop effective sales strategies.
    • Ability to interface effectively with management, staff and external customers.
    • Ability to interface effectively with GPO contract, marketing and sales management.
    • Knowledge of management and sales management practices.
    • Knowledge of negotiating skills.
    • Strong financial and business acumen.
    • Ability to plan, organize, coordinate and complete work assignments independently in order to meet sales goals and deadlines.
    • Ability to communicate effectively, either orally or in writing.
    • Ability to sell ideas through effective sales presentations.
    • Ability to track and analyze financial data.
    • Ability to coordinate selling efforts with field sales organization.
    • Ability to initiate projects and tasks with little or no direction.
    • Ability to work well independent of supervision, as well as in a team environment.
    • Strong organizational skills.

    Qualifications

    Expertise: Qualifications - Experience/Training/Education/Etc

     

    Required:

    • Bachelor’s degree
    • 2 - 3 years sales management experience desired
    • Eight or more years of professional/sales experience in the healthcare industry
    • Knowledge of Group Purchasing Organizations
    • Related training in selling and negotiating
    • Excellent communication, interpersonal and leadership skills are required
    • Successful completion of B.Braun Strategic Selling, Negotiations and graduate training curriculum
    • Ability to travel overnight

    • Valid driver’s license and current automobile registration and insurance

    • Ability to work flexible hours

    • Strong organizational skills

      

     

    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.

     

     

    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 www.bbraunusa.com Equal Opportunity Employer Minorities /Women/ Veterans/Disabled.

    Through its “Sharing Expertise®” initiative, B. Braun promotes best practices for continuous improvement of healthcare products and services.

     

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    Other

    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 employee must occasionally lift and/or move up to 30 pounds.

    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.

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