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

Summary: The candidate should  should reside within the Neuro West Zone (TX, CA, CO, AZ, WA, MN). 

Responsible for the achievement of the Aesculap Division sales Targets primarily through management of the Regional Sales Directors and the direct sales force, independent Sales Representatives. Interfaces internally and externally with executive level management, Corporate Account Directors, and other sales division to negotiate sales and influence policies.

Principal Duties Responsibilities: 

• Recruits and manages all Regional Sales Directors, ensure they are adequately qualified, trained and supervised to perform duties effectively.
• Coaches and mentors RSD Team to improve and creates a culture of accountability and success.
• Creative problem solver, networker and has ability to influence without authority.
• Anticipates issues and is proactive leading the Team to avoid difficulties and crisis situations.
• Negotiates contractual relationships with sales agents and manufacturers reps.
• Presents monthly reports on performances of the sales department to  VP, Aesculap Sales.
• Works closely with the Key Account Directors to ensure that contract opportunities are realized and the appropriate objectives of the Aesculap Sales Division is ensured.
• Cooperates very closely with the VP, Aesculap Sales in all sales strategy related goals and policies.
• Develops short and long-term sales plans and programs to achieve sales targets, within budget restrictions.
• Develops, monitors and sets an expectation for continuous professional development of the Direct Sales Team(s) as well as the managerial skills of subordinate sales managers and directors. 
• Makes recommendations for improving effectiveness in all field sales areas.
• Develops, forecasts, implements and monitors the sales budget for the Division to minimize expenses.
• Monitors field sales performance & recommends reprimand/warning/termination.
• Establishes sales strategies on products in coordination with hospital sales.
• Prepares, reviews and assists with special projects as deemed necessary by senior management.
• Identifies training needs and initiates development of subordinates.
• Works with in-house staff to improve systems to increase sales effectiveness.
• Manages Sales consultants to develop training programs.
• Observes surgical procedures as required to remain informed of industry trends.
• 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: 

• Requires frequent, daily automobile travel and insurability. Air travel will also be necessary.
• Must be available on a 24-hour per day basis, to respond to customer emergencies, via cell phone or email.
• Must possess strong analytical and planning abilities, excellent organizational, written and oral communication skills, interpersonal management skills, and the ability to establish credibility with a range of customers & other company personnel.
• Previous experience in strategic sales planning and development preferred.
• 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:

• Receives general direction from VP and develops directives into goals and objectives
• Requires independent management of position with little direct supervision.
• Directs and controls activities of Sales Division.

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.

Education/Experience: 

• Requires a BA/BS in business or related field, MBA preferred and/or equivalent combination of education and experience
• Requires minimum of 5 years sales representative and 5 - 7 years sales management experience in a related field.
• Proven experience necessary in establishing relationships with manufacturers’ representatives in the division industry.

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. 

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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.