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    Key Account Director - Los Angeles, United States - Aesculap (US)

    Aesculap (US)
    Aesculap (US) Los Angeles, United States

    1 week ago

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    Description
    You're an important part of our future. Hopefully, we're also a part of your future At B. Braun, we protect and improve the health of people worldwide. You support this vision, bringing expertise and sharing innovation, efficiency and sustainability as values. That's why we would like to keep developing our company with you. Keeping your future in mind, we're making a joint contribution to health care worldwide, with trust, transparency and appreciation. That's Sharing Expertise.

    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 .

    Duties And Responsibilities


    Position Summary:

    Responsibilities:
    Essential Duties


    Responsible for driving profitable sales and market share growth through partnership, extraordinary value, and unique solutions within large, multi-regional Integrated Healthcare Networks (IHN's) by creating opportunities with high level decision makers/ influencers (Directors and above) within targeted health system accounts.

    Position B.Braun as a comprehensive resource and innovative supplier of IV therapy products and related services. This position will serve as the business specialist for large/strategic opportunities as assigned by the Zone Vice President.
    The KAD will help develop, communicate and implement sales plans and strategies designed to accomplish specific 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 and drug wholesaler distribution is critical.


    Principle Duties and Responsibilities:
    Drive profitable sales growth through conversion, penetration and retention strategies with target health systems.
    Possesses a deep understanding of Products, Pricing, and Positioning for all competitors.

    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.

    Working in coordination with the Healthcare Systems Director, negotiates with regional and local health systems at highest levels.
    Works with Senior Leadership, Marketing, Legal, and Bids to prepare RFP responses for IDN opportunities.
    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 B.Braun 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, and 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 National Accounts and Healthcare Systems teams to develop and support GPO and Enterprise shared objectives.
    Keeps informed of current market trends, competitive developments, and sales analysis.
    Acts as liaison between customer and Marketing, Customer Service, and Credit departments at B.Braun.
    Attend Regional, National, and or Global Trade Shows as necessary to support
    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 by air and car, and work occasional weekends. Must possess a valid government issued drivers license.
    Requires excellent written and interpersonal communication skills.
    Computer skills in Windows, Excel, Power Point and word processing desirable. SAP experience highly desirable.

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


    General:

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


    Knowledge and Skills Requirements:
    Requires advanced knowledge of professional field and industry.
    Influences the development of and drives the application of principles, theories, concepts.
    Determines best course of action.
    Requires thorough knowledge of buying groups IDN's healthcare integrated delivery systems.

    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.

    Professional competencies


    Expertise:
    Qualifications -Education/Experience/Training/Etc


    Required:
    Bachelor's degree in Business or related field required, MBA and prior supervisory experience highly desirable.
    At least 5 years of Marketing/Sales management experience.
    Applicable industry/professional certification preferred.
    Frequent business travel required, Valid driver's license and passport
    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.
    #DL
    #ID
    .

    What We Offer

    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

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

    Contact :
    B. Braun Medical Inc. | |
    #J-18808-Ljbffr
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