Key Account Director

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®.

Globally, the

B. Braun Group of Companies employs more than 64,000 employees in 64 countries. 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 position will have responsibility for

B. Braun's Hospital Care Western Zone.

Responsible for driving profitable sales and market share growth through partnership, extraordinary value, and unique solutions within large, multi‑regional Integrated Healthcare Networks (IHN’s) by creating opportunities with high level decision makers/influencers (Directors and above) within targeted health system accounts. The KAD acts as a business specialist for large/strategic opportunities, develops, communicates and implements sales plans, and manages the business lifecycle from opportunity to contract.

The KAD leads contract negotiations and processes to secure long‑term agreements, collaborates with cross‑functional teams to deliver solutions, and represents

B. Braun at trade shows and customer engagements.

• Drive profitable sales growth through conversion, penetration and retention strategies with target health systems.
• Possesses a deep understanding of Products, Pricing, and Positioning for all competitors.
• Meets or exceeds organizational key performance indicators; sales, targets, quotas by managing account performance and redirecting efforts with sales leadership as required.
• Working in coordination with the Healthcare Systems Director, negotiates with regional and local health systems at highest levels.
• Works with Senior Leadership, Marketing, Legal, and Bids to prepare RFP responses for IDN opportunities.
• Create value to leverage current footprint in targeted accounts for higher level access to key decision makers.
• Builds high level strategic customer relationships. Build trusted partnerships with VP and C‑Suite to position
  
  B. Braun as a resource.
• Translates business strategies into clear objectives and tactics for communication and execution to sales leadership.
• Creates realistic “opportunity” plans taking into consideration account strategic pricing, budget, and operating income/expenses. Establishes implementation plans for newly signed health system agreements.
• Prepare and deliver annual business reviews to target health systems.
• Collaborate with Sales and Marketing Management to design programs and pricing for Health Systems and support GPO.
• Analyze and evaluate revenue and profitability solutions by business unit while taking a holistic approach to health system.
• Prepare, present and negotiate new/renewal presentations and agreements. Represent product, pricing, terms and conditions by deployment of resources to include legal.
• Creates effective implementation plans to support new GPO contracts to field sales.
• Works with National Accounts and Healthcare Systems teams to develop and support GPO and Enterprise shared objectives.
• Keeps informed of current market trends, competitive developments, and sales analysis.
• Acts as liaison between customer and Marketing, Customer Service, and Credit departments at
  
  B. Braun.
• Attend Regional, National, and or Global Trade Shows as necessary to support.
• Must embody the Company’s Vision, Mission and Values.
• Other duties may be assigned.

• Ability to build and nurture business relationship with internal and external customers at executive levels by consultative methods to determine insights.
• St…