Director, Alt Sales Channel

Position Summary

This individual will have responsibilities of driving sales initiatives within the national medical surgical distribution market with a key focus on the non-acute distributors. Develop and manage relationships at a corporate, regional, and field level with Aesculap's strategic distribution partners that service Aesculap's customers and generates incremental sales through their respective selling and marketing efforts.

• Establish relationships with our national distribution partners at the distributor headquarters, regional, and sales rep levels.
• Manage the contractual fees, terms, incentives, and operational issues related to contracted sales that the distributor services.
• Evaluate, negotiate, and implement preferred positions for Aesculap with key national and regional distributors.
• Develop relationships with key distributor sales representatives to gain product evaluations and conversions within the sales representative's surgery center accounts.
• Responsible for generating both contracted and non-contracted incremental revenue through distribution selling, marketing, and operational effort.
• Administer distribution agreements to provide timely and accurate pricing maintenance, rebate accrual, and compliance reviews.
• Prepare, present, and negotiate new/renewal presentations and agreements. Represent product, pricing, terms and conditions by deployment of resources to include legal.
• Monitors current distribution agreements and develops programs for incremental growth and utilization.
• Negotiates renewal proposals before distribution agreements expire.
• Corporate liaison between distribution partners and Aesculap internal departments.
• Review distributor report cards and work with distributor and internal Aesculap departments to address areas that are not highly ranked.
• Serve as the company expert on the distribution community, identifying and communicating competitive and industry trends.
• Attend Regional, National, and or Global Trade Shows as necessary to support.
• Attend Aesculap Sales Training classes for all SBA units.
• Prepare and maintain required reports.
• Identify new business opportunities.
• 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.

• Must be able to travel domestically and internationally by air and car, and work occasional weekends. Must possess a valid government issued driver’s license and passport. Requires excellent written and interpersonal skills.
• Computer skills in Windows, Lotus e‑mail, Excel, Power Point, and word processing desirable.
• This position requires the handling of instruments that may have been contaminated by blood or other bodily fluids. In compliance with OSHA regulations, Aesculap will provide a safe working environment for all employees.

• Determines methods and procedures on new assignments, and works under moderate supervision.

• Requires a Bachelor’s Degree in Business or related field.
• 10+ year of medical sales experience.
• 3+ years of surgical device sales experience, including experience working in perioperative settings.
• Strong understanding of sterile processing and the operating room environment.
• Requires thorough knowledge of Distribution Contracts, Negotiating distribution programs and healthcare integrated delivery systems.
• Language and mathematical skills; reasoning ability:
• Language
  
  Skills:
  
  Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of organization.
• 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…