Job 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.

Senior Director, Key Account Management

Company: AESCULAP INC.

Job Posting Location: Atlanta, Georgia, United States, Baltimore, Maryland, United States, Birmingham, Alabama, United States, Boise, Idaho, United States, Boston, Massachusetts, United States, Boulder, Colorado, United States, Brooklyn, New York, United States, Carson City, Nevada, United States, Center Valley, Pennsylvania, United States, Houston, Texas, United States, Irvine, California, United States, Seattle, Washington, United States, Springfield, Illinois, United States, St. Paul, Minnesota, United States, Tallahassee, Florida, United States, Topeka, Kansas, United States

Functional Area: Sales

Working Model: Remote

Days of Work: Friday, Thursday, Wednesday, Tuesday, Monday

Shift: 5X8

Relocation Available: No

Requisition ID: 7220

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 64,000 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

Senior Director, Key Account Management – Aesculap USA

Shape the Future of Surgical Excellence With Us

Are you ready to lead a transformative team at the forefront of surgical innovation? Aesculap, a leader in surgical products and medical device solutions, invites experienced professionals to join us as Senior Director, Key Account Management. At Aesculap, we are dedicated to improving patient outcomes and advancing the art of surgery—your leadership will help us deepen our impact across the healthcare landscape.

Position Overview

The Senior Director, Key Account Management, is a high-impact leadership role reporting directly to the Vice President of Sales. This position is responsible for directing the Key Accounts Team to successfully implement Aesculap’s sales strategy within our selected Top Accounts, driving organizational growth, and cultivating lasting relationships with major healthcare networks. You will spearhead initiatives that position Aesculap as the partner of choice for integrated delivery networks (IDNs), hospitals, and leading healthcare providers.

Key Responsibilities

Team Leadership: Recruit, mentor, and manage an accomplished Key Accounts team, fostering a culture of accountability, collaboration, and excellence. Empower team members to meet and exceed ambitious sales targets while advancing their professional development.
Strategic Sales Execution: Direct the implementation of Aesculap’s sales strategy within top accounts, ensuring alignment with our company vision and driving measurable results. Guide your team to achieve superior market penetration and contract acquisition.
IDN Target Evaluation and Strategy Development: Collaborate with the sales leadership team and Key Account Directors to evaluate and prioritize IDN targets. Help shape effective sales strategies to secure contracts, leveraging market intelligence and competitive insights.
Corporate Collaboration: Work seamlessly with B. Braun sales management and corporate account teams to develop, refine, and execute key account program strategies. Champion cross-functional partnerships that maximize our collective strength and unlock new opportunities.
Marketing Integration: Interface with the marketing department to design impactful marketing programs tailored for IDN contracts. Ensure that Aesculap’s value proposition is powerfully communicated to key decision-makers in the healthcare space.
Contract Supervision: Oversee the drafting, negotiation, and renewal of agreement proposals for IDN customers. Safeguard compliance and profitability while delivering exceptional service throughout the contract lifecycle.
Performance Monitoring: Monitor existing agreements, conduct regular sales analyses, and develop programs that enhance sales performance and compliance. Drive continuous improvement and adapt strategies to evolving market conditions.
Market Intelligence: Stay abreast of current market trends, regulatory shifts, and competitive developments. Synthesize insights into actionable recommendations that maintain Aesculap’s competitive edge.

Who We’re Looking For

We are seeking a seasoned professional with a demonstrated track record of success in the surgical products or medical device industry. The ideal candidate is a dynamic leader—a strategic thinker with outstanding communication skills, a passion for healthcare innovation, and a relentless drive to elevate team performance.

Qualifications

Bachelor’s degree required; advanced degree preferred (MBA, MHA, or related field).
Minimum of 10 years’ experience in key account management, sales leadership, or business development within the surgical products or medical device sector.
Proven experience recruiting and leading high-performing teams.
Expertise in negotiating and managing large-scale healthcare contracts, especially with IDNs and hospital systems.
Exceptional analytical skills with the ability to evaluate market trends, measure program effectiveness, and recommend strategic adjustments.
Strong collaborative abilities, with experience interfacing across sales, marketing, and corporate functions.
Excellent written and verbal communication skills; capable of presenting complex concepts to senior stakeholders and clients.
Demonstrated ability to thrive in a fast-paced, rapidly evolving industry.

Salary : $190,000 - $220,000 (Plus Incentive Compensation)

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.

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.

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.

We are an equal opportunity employer. We evaluate applications without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, pregnancy, genetic information, disability, status as a protected veteran, or any other protected characteristic. Know Your Rights: Workplace Discrimination is Illegal, click here.