Director, Alt Sales Channel

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®.

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

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 generate incremental sales through their respective selling and marketing efforts.

• Establish relationships with our national distribution partners at the distributor headquarters, regional, and sales representative 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.
• Monitor current distribution agreements and develop programs for incremental growth and utilization.
• Negotiate renewal proposals before distribution agreements expire.
• Act as 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 the 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 driver’s license and passport. Requires excellent written and interpersonal skills.
• Computer skills in Windows, Lotus e‑mail, Excel, PowerPoint, 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 Occupational Safety and Health Administration (OSHA) regulations, Aesculap will provide a safe working environment for all employees.

• Determine methods and procedures on new assignments, and work under moderate supervision.

Salary Range: $150,000–$160,000 (plus incentive compensation).

• Requires a Bachelor’s Degree in Business or related field.
• 10+ years of medical sales…