Overview
Aesculap, Inc., a B. Braun company, is part of a 180-year-old global organization focused on meeting the needs of an ever-changing healthcare community. Through close collaboration with its customers, Aesculap provides advanced technologies for general surgery, neurosurgery and closure technologies. Aesculap continues a proud heritage of leadership and responsiveness as we strive to deliver products and services that improve the quality of patients’ lives.
Responsibilities
Position Summary:
Responsible for achieving and exceeding sales quota and forecasts through effectively directing the sales efforts of Aesculap sales reps as well as manufacturer reps.
Responsibilities: Essential Duties
- Directs all regional members to achieve/exceed the sales quota figures.
- Hires, develops and manages sales personnel within the region.
- Directs the region to be properly staffed with qualified and trained sales reps who perform their duties effectively.
- Defines, communicates, and implements the regional sales objectives.
- Oversees technical product training for each regional sales rep and make recommendations for future development.
- Implements corporate sales policy within the region.
- Works with Corporate Accounts Directors to initiate new managed care opportunities as well as manage existing contracts to maximize sales.
- Attends and participates in necessary sales training (at least one per year).
- Organizes and coordinates region meetings as well as manage the participating sales reps at conventions when assigned.
- Develops and implements short and long-term sales plans and programs within the budget restrictions.
- Conducts quarterly business reviews with top 20 accounts in region.
- Performs all required administrative functions, i.e., monthly reports, correspondence with sales personnel, customers, expense reporting, etc.
- Assists National Sales Director in developing and implementing sales policies and programs, i.e. sales quotas, contracts, forecasts, expense budgets, etc.
- Monitors performance of sales reps and make recommendations for promotions, reprimands, warnings and terminations.
- Interfaces with marketing in projects that affect sales activity.
- Advises National Sales Director on performance standards of each sales representative within their specific region.
- Effectively manages personal and sales representatives’ expenses, i.e. travel, meetings, entertainment, etc.
- Responds to customer needs, requirements and problems in accordance with company policy.
- Conducts data analysis market research as needed.
- Completes specifically assigned projects.
- Observes surgical procedures as required to remain informed of industry trends.
- Effectively manages personal and sales reps sample inventory and ensure Setworld product is returned in a timely manner.
- 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:
- Must be able to travel domestically and internationally by air and car, and work occasional weekends. Must possess a valid government issued drivers license and passport.
- Requires excellent written and interpersonal communication skills.
- Computer skills in Windows, Microsoft Office Suite of products, Word, Excel, and Power Point desirable.
- 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:
- Manages various Sales levels including but not limited to Territory Managers, Sr. Sales Representatives, Sales Representatives, and Sales Associates. Mid-level managerial position that includes decision-making responsibilities at the regional sales level.
Expertise: Knowledge & Skills
- 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 define problems, collect date, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
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.
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.
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Target Based Range
$118,794 - $148,493 (Plus incentive compensation)
Qualifications
Expertise: Qualifications-Experience/Training/Education/Etc
Required:
- Undergraduate degree, graduate degree preferred.
- 7 plus years experience in a sales position, previous sales management preferred.
- Specific skills: product and clinical knowledge, great organizational, interpersonal, sales, leadership, customer relations, communicative and managerial skills.
Desired:
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 50 pounds.
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Additional Information
Responsibilities: Other Duties:
The preceding functions have been provided as examples of the types of work performed by employees assigned to this position. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed in this description are representative of the knowledge, skill, and/or ability required. Management reserves the right to add, modify, change or rescind the work assignments of different positions due to reasonable accommodation or other reasons.
Physical Demands:
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 finger, 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 50 pounds.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Work Environment:
- The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This position could require the handling of instruments that may or may not have been contaminated by blood or other body fluids. In compliance with Occupational Safety and Health Administration (OSHA) regulations, Aesculap will provide a safe working environment for all employees. The noise level in the work environment is usually moderate.
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate.
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 www.bbraunusa.com. Through its “Sharing Expertise®” initiative, B. Braun promotes best practices for continuous improvement of healthcare products and services.
Notices
Equal Opportunity Employer Veterans/Disabled
