Aesculap, Inc., a B. Braun company, is part of a 180-year-old global organization focused on meeting the needs of an ever-changing healthcare community. Through close collaboration with its customers, Aesculap provides advanced technologies for general surgery, neurosurgery and closure technologies. Aesculap continues a proud heritage of leadership and responsiveness as we strive to deliver products and services that improve the quality of patients’ lives.

Summary: 

Responsible for driving incremental sales and market share growth through partnership, extraordinary value, and unique solutions within large, national and multi-regional Integrated Healthcare Networks (IHN’s) by creating opportunity with high level decision makers/ influencers (Directors and above) within targeted health system accounts.   Position Aesculap, (both Aesculap, Inc and Aesculap Implant Systems) as a comprehensive resource and innovative solution provider for their surgical services, sterile processing, and medical device/implant requirements.   This position will serve as the corporate  liaison; (quarterback) for all business units. 

 

The KAD will also be responsible to develop, communicate and implement sales plans and strategies designed to accomplish specific corporate sales goals.    Qualified candidates will need to demonstrate a successful commercial track record of building strategy and tactics, managing people through influence, process management, and driving new projects/solutions in Health Care Networks.  Candidate must  possess the ability to lead and inspire cross functional teams to implement solution for all business units.  KAD will lead contract negotiations and processes to successful long term contract and relationship.    Experience in negotiations of Terms and Conditions and a deep understanding of factors that impact the contracting processes will be essential.  Comprehensive understanding of the relationship between integrated health systems, governing law, GPO’s and medical surgical distribution is critical.

 

 

** Must be fully vaccinated for COVID-19 (i.e., at least 2 weeks after last dose) and, if hired, present proof of vaccination by start date.

 

 

Principal Duties Responsibilities: 

• Drive profitable sales growth through conversion, penetration and retention strategies with target health systems.
• Meets or exceeds organizational key performance indicators; sales, targets, quotas by managing account performance and redirect efforts with sales leadership as required to meet goals.
• Negotiates with national, regional and local health systems at highest levels.
• Create value to leverage current footprint in targeted account for higher level access to key decision makers.
• Builds high level strategic customer relationships. Build trusted partnerships with VP and C Suite to position Aesculap as a resource.
• Translates business strategies into clear objectives and tactics for communication and execution to sales leadership. Works with sales leadership to maintain high accountability for driving tactics.
• Creates realistic “opportunity” plans taking into consideration account strategic pricing, budget, operating income/expenses. Establishes implementation plans for newly signed health system agreements. 
• Prepare and deliver annual business reviews to target health systems.  
• Collaborates with Sales and Marketing Management to design programs and pricing for Health Systems and support GPO.
• Analyze and evaluate revenue and profitability solutions by business unit while taking a holistic approach to health system.   
• Prepare, present and negotiate new/renewal presentations and agreements. Represent product, pricing, terms and conditions by deployment of resources to include legal. . 
• Creates effective implementation plans to support new GPO contracts to field sales.
• Works with B Braun National Account Management to develop and support GPO and Enterprise shared objectives.
• Communicates and works with sales force (and sales management) on how to gain compliance for individual agreements.
• Keeps informed of current market trends, competitive developments, and sales analysis.
• Maintain existing and develop new relationships with key industry leaders.
• Acts as liaison between customer and Marketing, Customer Service, and Credit departments at Aesculap.
• Attend Regional, National, and or Global Trade Shows as necessary to support
• Completes special projects as assigned by the Sr. Director, and or Sr. Vice President, Sales - Aesculap.
• 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

Secondary or peripheral job functions: 

• Ability to build and nurture business relationship with internal and external customers at executive levels by consultative methods to determine insights.
• Strong strategic planning and project management skills
• Strong Knowledge of C Level and VP Supply Chain within US Health Systems
• 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. SAP experience highly 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.

Job Specifications:

 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill, and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  Management reserves the right to add, modify, change or rescind the work assignments of different positions due to reasonable accommodation or other reasons.

 

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.

 

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It is an essential function of this position for an employee to be present and in-person at the physical site(s) of our customers and potential customers.  Many of our customers and potential customers are in clinical settings, including, but not limited to, hospitals, clinics, and other health care clinics (hereinafter, “Healthcare Customers”). Many of our Healthcare Customers require outside vendors like us to present proof that they have certain requisite vaccinations and immunizations, including, but not limited to, vaccinations against COVID-19 and seasonal influenza, before being granted entry into the Healthcare Customers’ clinical settings. To gain access to our Healthcare Customers clinical settings, field sales, field service, and other customer facing professionals are required to register with the vendor credentialing organization associated with the Healthcare Customers, complete the Healthcare Customers’ required process, and undergo a series of clearances. Vendor credentialing clearances include, but are not limited to, a national criminal background check, drug screening, and immunizations as determined by the vendors, which may include, but are not limited to, Influenza, Hepatitis B Virus, and COVID-19. You must fully comply with the requirements of the Healthcare Customers in your region, including any necessary proof of any vaccination.  As such, all individuals in this position assigned to a Healthcare Customer with a COVID-19, Influenza, Hepatitis B Virus, or other vaccination requirement must be fully vaccinated and/or immunized in accordance with the Healthcare Customers’ requirements.  B. Braun Medical North America Companies complies with the Americans with Disabilities Act (ADA) and applicable laws, and on receipt of an accommodation request will engage in the interactive process to assess possible reasonable accommodation options, if any, consistent with the ADA and applicable law.     

 

$155,000 - $160,000 (plus incentive compensation)

Education/Experience: 

• Bachelor’s Degree in Business or related field
• At least 7 years of Marketing/Sales management experience.
• At least 2 years experience supporting national/corporate accounts.
• MBA and prior supervisory experiences are highly desirable.
• Requires thorough knowledge of buying groups IDN’s healthcare integrated delivery systems.

Language and mathematical skills; reasoning ability:

• Language Skills: Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents.  Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.  Ability to effectively present information to top management, public groups, and/or boards of directors.   
• 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.

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.

 

 

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Responsibilities: Other Duties:

 

 

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. 

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 finger, 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:

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.  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 usually moderate.

 

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.

Equal Opportunity Employer Veterans/Disabled