B. Braun

Director, Channel Management

Job Locations US
Requisition ID
2020-17142
Company
B. Braun Medical Inc
# of Openings
1
Category
Sales
Position Type
Remote
Shift
8-5
Site
Corporate/Sales/ B. Braun of Canada/ BIS/ CeGat

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:

 

Develop, manage relationships and direct activity to gain, maintain and increase sales in the largest and most strategic Distributors and Drug Wholesalers,  Develops productive relationships with key group decision-makers and senior management while interfacing proactively and productively with internal B. Braun personnel across numerous functional areas. Establishes objectives, plans, strategies and implements initiatives through indirect supervision of field sales managers and representatives.

 

Job Function - General:

  • Develop relationships, manage relationships and direct activity to gain, maintain and increase sales of injectable and generic drugs with key distributors, strategic self-distribution health systems, and drug wholesalers.
  • Develop productive relationships with key group decision-makers and senior management while interfacing proactively and productively with internal B. Braun personnel across numerous functional areas.
  • Establish objectives, plans, strategies and implements initiatives through indirect supervision of field sales managers and representatives as it pertains to injectable and generic drug sales through our key channel partners.
  • Interface with other Channel Management Directors, National Account Directors, Directors of Health Systems Sales, Directors of Government Sales, and other key field personnel to develop strategies and plans for providing purchasing solutions to key customers for injectable and generic drugs.

 

Responsibilities: Essential Duties

  • Develop, manage relationships and direct activity to gain, maintain and increase sales in the largest and most Distributors and Drug Wholesalers.
  • Develops productive relationships with key group decision-makers and senior management while interfacing proactively and productively with internal B. Braun personnel across numerous functional areas.
  • Establishes objectives, plans, strategies and implements initiatives through indirect supervision of field sales managers and representatives.

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

 

Expertise: Knowledge & Skills

  • Advanced understanding of Hospital and OPM markets and customer base.
  • Advanced understanding of distributor marketplace, especially drug wholesalers. Understanding of distributor customer base, margins, chargebacks, contracting, pharmacy purchasing, WAC/340B pricing, etc.
  • Advanced understanding of drug wholesalers’ generic drug programs and how those programs interact with GPO/Health System agreements in the decision-making process of health systems and end-users.
  • Advanced knowledge of B. Braun’s products and services, as well as competitive products and services, particularly injectable and generic drugs.
  • Advanced understanding of specialty drug wholesaler programs for generic and injectable drugs and the negotiation and management of these specialty programs.
  • Basic computer aptitude.
  • Advanced Excel and analysis capabilities
  • Excellent communication and interpersonal skills.
  • Strong organizational skills.
  • Ability to coordinate selling efforts with Hospital and OPM sales forces.
  • Ability to initiate projects and tasks with little or no direction.
  • Ability to make decisions independently, sometimes without many facts available, to solve a customer problem or concern.
  • Ability to work well independent of supervision, as well as in a team environment.
  • Professional image.

 

General:

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

Supervision Given and Received:

  • Manages activities of a functional area which has at least 2 departments or major functions through managers and/or experienced employees.
  • Responsible for cost, method, and employee results.

Contacts/Cooperation:

  • Interacts with internal and/or external clients and customers to negotiate and interpret information on projects and unit operations.
  • May consult with senior management.

Qualifications

Expertise: Qualifications - Experience/Training/Education/Etc

 

Required:

  • Bachelor’s degree.
  • 08-10 years related experience required.
  • Frequent business travel required

Expertise: Knowledge & Skills

  • Requires breadth of professional field and industry knowledge.
  • Ability to integrate critical information and champion advanced strategies/concepts through the organization. Drives development of advanced technologies, principles and processes.

Problem Solving:

  • Judgement is required in resolving complex problems based on 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.

 

 

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 www.bbraunusa.com.

 

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

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 physical demands described here are representative of those that must be met by an employee to successfully perform the essential duties of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

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.

 

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.

Notices

Equal Opportunity Employer Veterans/Disabled

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