Professional Services Director - Healthcare jobs in Lansing, MI

Overview

About B. Braun 

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 www.BBraunUSA.com.

Braun is a place for you to make a big impact. We unlock opportunities for our people, our customers, and their patients. At B. Braun, we turn ideas into realities that advance global healthcare. Our rewards are designed to unlock your ambition by giving you a voice and the flexibility you need to turn your ideas into success.

B.Braun offers a great work environment, professional development, challenging career and competitive compensation.

Come join us to B.Bold, B.Strategic, and B.Engaged. Come enjoy the journey and potential that is B.Braun as we drive our mission to “Protect and Improve the Health of people around the world”.

Responsibilities

Position Summary:

The B. Braun Healthcare Systems team helps our current and prospective key customers and large IDNs transform their organizations and collaboratively prepare those businesses for future challenges in healthcare.  The Director of Healthcare Systems (DHS) role is responsible for understanding customer’s needs, strategies and initiatives while leveraging market trends, logistics and B. Braun’s solutions to help these key customers and large IDNs achieve their goals. We provide solutions that enable success across clinical, surgical, operational, pharmacy and IT requirements.

Braun’s solutions are designed and engineered for the future of healthcare. They span medical devices, pharmaceuticals, capital, services, data analytics and digital solutions.  Our team is mission focused and dedicated to helping our customers protect and improve the health of people around the world.It is the DHS that provides the single point of contact in delivering these successes to key customers by representing B. Braun’s full portfolio of products, solutions and services across all B.Braun divisions and companies to ensure these customers deliver the best patient care and outcomes possible.

This role will drive internal alignment spanning key functions within the B.Braun organization to deliver a fully collaborative strategic vision and plan across assigned key customers.  You will be a strategic leader within B. Braun and will report to the VP of Enterprise Initiatives.

This role is for the sales executive who is driven by providing solutions to their customer and helping them achieve outcomes through a comprehensive and collaborative approach.

Responsibilities: Essential Duties

The Director Healthcare Systems role requires a variety of leadership skills and experiences to bring about unique solutions to key accounts:

• IDN and key account planning and development experience
• Ability to develop strategic sales plans, analyze data and trends to set, modify and execute on strategies
• Experience with large complex national level business environment
• Demonstrated success in achieving sales, GP quotas, and annual MBOs  
• Executive relationship mapping and alignment 
• Success in cultivating deep levels of trust and relationship building with compelling ideas and follow through execution
• Experience in Go-To-Market strategy development (sales, service, digital, marketing, product management engagement)
• Balancing short and long term sales cycles 
• Ability to lead multi-disciplined sales teams, inspiring interpersonal effectiveness and an ability to drive collaboration, develop talent and effect change.  Willing to be a “doer” and influencer
• 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.

Expertise: Knowledge & Skills

• Drive collaboration across B. Braun’s group of businesses
• Influence and lead both sales and clinical teams while driving alignment for success within key accounts in their respective markets
• Serve as the leader, developing strategic plans and tactics across the B.Braun group
• Leverage our “Enterprise Initiatives Program” across the B.Braun groups to gain access and develop relationships at the highest levels (C and VP Level) within Key Accounts with the single point of contact format that defines the Enterprise team of Directors of Healthcare Systems
• Work with and leverage GPO and Distribution partners
• Lead and manage the entire business cycle i.e. contract terms and associated legal and business risks
• Build and deepen executive relationships within key accounts to the regional and corporate decision-making bodies to help influence their long-term technology and business decisions
• Influence the B. Braun sales methodology/process, drive best practices on selling, forecasting and account management
• Coach the teams and specialists to drive detailed regional focused account strategies to generate and develop business growth opportunities, and work cross functionally with multiple lines of business groups

Target Based Range

Qualifications

Expertise: Qualifications - Experience/Training/Education/Etc

Required:

• Must live within the territory.
• Bachelors degree

• 10-15 years of consultative sales experience in a quota-carrying environment focused on customer outcomes including strategic selling and negotiation in a Healthcare or related Life Science industry

• 4 years of management experience

• Willingness and ability to live and travel within your specified territory (50-70% travel)

Desired:

• 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. 

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 20 pounds.

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 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.

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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:

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. The noise level in the work environment is usually moderate.

Referral Amount

Notices

Equal Opportunity Employer Veterans/Disabled