Director, Healthcare Systems

B. Braun Group•Hartford, CT

17d•$190,000 - $200,000

About The Position

The Director, Healthcare Systems position combines multiple functional attributes such as sales, business development, and marketing skills while focusing efforts on Large Regional and selected national Health Systems/Integrated Delivery Networks (IDNs). The successful Director drives sales growth, develops account strategies, manages executive relationships, and improves overall customer satisfaction at their assigned corporate accounts within a geographical area. The expectation is to increase sales of the overall B. Braun portfolio within Targeted Strategic Health Systems/IDNs leveraging our Enterprise Initiatives® Program and Process. The role requires the successful individual to act as the B.Braun Medical, Inc. single point of contact for the B.Braun family of companies and divisions. The Director, Healthcare Systems will need to leverage our sales teams, Distribution partners, and GPO relationships, to drive successful growth within targeted systems/IDNs.

Requirements

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%.
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

Nice To Haves

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.

Responsibilities

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.