B. Braun

  • Marketing Manager, Channel Development

    Job Locations US-PA-Bethlehem
    Requisition ID
    B. Braun Medical Inc
    # of Openings
    Position Type
    Regular Full-Time
    8 am to 5 pm
    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.


    Position Summary:


    Responsible for developing, implementing and managing strategic downstream marketing programs that bundle products, education and services from the B. Braun Medical Inc. portfolio to create customer value. Marketing activities aim to maintain and increase market share and profits for assigned customer segments – Hospital Care, OPM, Distribution, GPO, IDN, and Government. Impacts organization by providing strategic direction for assigned segments thereby increasing company revenues and profits. Decisions directly impact customer communications and sales force focus and direction.


    The position will interact with both internal and external teams and clients to develop, oversee and deliver marketing projects across disciplines including sales tools, market and competitive research, and portfolio messaging consistency across all channels. Key to role is the ability to develop and execute activities that increase brand recognition across multiple product and service portfolios with the focus to increase market share and sales within key target audiences. Strong collaboration with Product Marketing, Sales Training, Health Economic Outcomes (Market Research), Executive Team, and Sales is essential in packaging entire breadth of offering to market. Strong collaboration and relationship management with Distribution, GPO and Government partners essential in further reaching and messaging to customers.


    Responsibilities: Essential Duties


    • Develop marketing plans and campaigns (launch, advocacy, and issues based) for specific segments of the acute care and OPM market, as well as in collaboration with Distributor and GPO partners
    • Creates and implements promotional activities related to assigned customer segments
    • Demonstrates comprehensive industry knowledge and ensures that information is effectively communicated to the sales team(s) as required
    • Evaluates external communications and promotional programs and ensures compatibility with target audiences
    • Supports major company initiatives and marketing campaigns, focusing on presentation of each to target audiences – IDNs, GPOs, Distributor Partners, Government
    • Develops field sales bulletins, newsletters intended to promote regular communication with field sales personnel on marketing activities, programs, etc.
    • Develops conversation and presentation aids around existing and upcoming regulations, clinical data, and validations for internal personnel to use with customers
    • Develops and prepares regular reporting for executive team, sales and marketing on the status of progress, projects and measurement (sales growth, ROI, etc.)
    • Maintains an active travel schedule to regularly meet with customers, sales personnel, distributor and GPO Marketing partners
    • Budgeting - Responsible for budgeting travel, entertainment, grants, consultants, etc.
    • Conducts on going research to define market needs/trends (includes interfacing with hospital personnel, marketing and sales representatives, Distribution and GPO partners).
    • Identifies and implements new service or strategic programs for the respective market segments.
    • Develops, analyzes and maintains competitive profiles for competitive program offerings.
    • Develops short-term and long term marketing promotion strategies for Distribution and GPO partners.
    • Coordinates activities with members of various departments to implement program business plans (can include Sales, Supply Chain/Operations, Regulatory Affairs & Quality Assurance, Legal, amongst others).
    • Develop all marketing materials and promotional items (e.g. brochures, customer communications, direct mail, and training materials) for campaigns/programs developed
    • Provides support to the sales force and functional groups as it pertains to the details of campaigns/programs developed.
    • Performs special projects as assigned.
    • Leads team projects and cross-functional assignments.
    • 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 communication skills.
    • Computer skills in Windows, Lotus e-mail, Excel, Power Point and word processing desirable.
    • Able to pass and maintain annual Vendor Credentials such that healthcare facilities allow entrance into patient care areas in direct association with marketing and selling Braun portfolio.
    • Business travel, driver’s license, passport, secrecy and invention agreement.


    Expertise: Knowledge & Skills


    • Principles of Marketing, technical product information, product selling/demonstration skills
    • Office procedures, departmental policies, management theories
    • Knowledge of U.S. hospital and continuing care markets
    • Knowledge of GPO, IDN and Distribution channels
    • Knowledge of mathematical/statistical principles
    • New product approval process/regulatory requirements.
    • Computer skills – Microsoft Office, Adobe , SalesForce.com
    • Adobe InDesign a plus
    • Ability to communicate effectively with others / public speaking
    • Ability to analyze financial and sales reporting
    • Negotiation skills, time management, project management, secretarial support supervision, presentation skills
    • Ability to analyze and interpret technical journals, respond to customer inquiries and regulatory agencies, coordinate launch of new products.



    Expertise: Qualifications - Experience/Training/Education/Etc




    • Bachelors degree (BA / BS) from a four year college / university
    • 5-7 years medical device / pharmaceutical marketing experience and / or related medical device sales experience



    • MBA
    • Product line management and FDA/regulatory requirements experience


    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.


    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.


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