Director, Healthcare Systems
B. Braun
- San Francisco, CA
- $136,856-177,912 per year
- Permanent
- Full-time
- Development and execution of the IDN strategy for IDNs & Strategic corporate accounts consistent with the B.Braun/Aesculap/CAPS business strategies.
- Generates sales growth of B. Braun/Aesculap/CAPS existing products, new products and services, and solutions portfolio at their strategic corporate accounts.
- Uses a high level of financial and business acumen to assess and cultivate new business and leveraged business opportunities.
- Gains input and trend information from major customer groups through direct contact with such groups, organizations and other vendors.
- Cultivates, promotes and maintains VIP relationships. Maintains a productive and beneficial relationship with influential executives.
- Targets top/middle of customer continuum and calls on the “C” suite to build and maintain a relationship with the financially responsible party and key decisions makers at the account.
- Demonstrates a deep understanding of the account and aligns B.Braun/Aesculap/CAPS resources, including Executive support to deliver a solutions based value proposition.
- Provides leadership in the planning, designing, and implementing of strategic business objectives at strategic corporate accounts.
- Defines vision, strategies and tactics required for profitable and sustained growth at strategic corporate accounts.
- Provides competitive intelligence, input and trend information to management and marketing.
- Accountable for price and contract negotiation.
- Provides product input and feedback to marketing on behalf of the account.
- Acts as Sales liaison between B.Braun, Aesculap and CAPS.
- Leads annual strategic corporate account reviews to discuss, SWOT and business plan 1 year and 3 years out.
- Manages account planning across products/solutions and account administration.
- Conducts quarterly business reviews with Health Systems/IDNs.
- Develop and maintain relationships with key distributor sales directors.
- Maintain key relationships with internal B. Braun departments (i.e., Sales Contracting, Marketing, Technical Services, Customer Service, etc.)
- Drive consistent interactions with customers and internal sales team across the B.Braun family of companies.
- Ability to use computer software such as email and the Microsoft Office Suite of products. Strong Excel and Power Point knowledge a must.
- Strong understanding of customer base and business environment including experience with multiple large complex national customers.
- Ability to develop relationships from C-Suite to factory floor.
- Ability to lead multi discipline sales team.
- Experience in consultative sales, with the ability to develop technical value propositions.
- Strong prospecting skills
- Ability to be a motivated self starter, capable of independent action and business savvy
- Detail oriented.
- Ability to multi-task with strong time management skills
- Ability to internalize technical concepts, products and services
- Strong oral/written communication skills
- Strong conflict management skills
- Ability to generate proposals and value propositions
- Must live within the territory.
- Bachelors degree in a related discipline plus a minimum of 10 years of experience OR a minimum of 10-15 years of directly related experience.
- A minimum of 2 years Sales Management experience with proven national scope experience & responsibility.
- A minimum of 8 years experience managing sales accounts.
- A minimum of 8 years experience in account development.
- Excellent oral and written communication/interpersonal skills.
- The ability to work non-standard hours and to travel upwards of 75%.
- Relevant experience in prospecting new business development at key Health Systems/IDNs.
- Ability to lead multi discipline sales team through a defined selling process; multi-level, high value, complex accounts.
- Experience in consultative sales, with the ability to develop technical value propositions.
- Ability to develop relationships from C-Suite to factory floor.