Strategic Sales Executive

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.

Position Summary:

Responsible for identifying, qualifying and closing sales opportunities within assigned territory for Aesculap’s offering of Surgical Asset Management (SAM) consulting services.Focus their highly skilled efforts in securing relationships with qualified targets and decision makers to uncover opportunities, analyze data to quantify client improvement opportunities, develop effective sales strategies, and manage the sales process from start to finish.  In the pursuit of new opportunities and to leverage cross selling efforts they form partnerships with their colleagues across Aesculap and BBraun strategic business areas.  Throughout a client engagement they have definitive responsibility to ensure the client’s objectives are met and expectations exceeded, ultimately they grow and leverage their customer relationships to uncover, pursue and close upsell and cross sell opportunities for Aesculap products and services.

Principal Duties Responsibilities: 

• Develops a sales strategy to identify and pursue sales opportunities for SAM consulting services within territory
• Implements successful executive level selling strategies by consistently and systematically initiating sales calls and contacts, designing and delivering presentations, developing proposals and action plans, building trust and developing relationships with customers at the highest levels within target accounts
• Identifies and directly engages client buying center while leveraging contacts and relationships from across Aesculap and BBraun to ensure a coordinated approach and an accelerated sales cycle
• Prepares and delivers succinct, clear, insightful and influential presentations and communications, able to adapt communication style to multiple stakeholders and cultures
• Controls the sales process through effective targeting of buyers and influencers; overcomes objections and obstacles to win the business
• Projects executive presence and professionalism sufficient to interact with C-level executives
• Solicits information from clients to effectively qualify and scope opportunities; play an active role in discussing and developing solutions with client teams and clients
• Understands client business issues and match them to service capabilities/revenue opportunities
• Maintains current knowledge of industry and market trends as well as technical knowledge and understanding of surgical instrumentation and devices, hospital sterile processing practices and acute care perioperative services
• Maintains professional skills, knowledge and abilities by attending educational workshops, reviewing professional publications and participating in professional societies
• Understands and uncovers clients’ needs based on his/her broad understanding of the healthcare marketplace, SAM consulting offerings and defined client needs
• Communicates client requirements and leads the transitioning the sale of consulting services to the consulting operations team
• Serve as the client’s chief point of contact throughout SAM consulting engagements to ensure a successful project delivery and the establishment of any ongoing consulting solutions, product and/or repair services.
• Establishes Aesculap as a valuable resource to the client, uncovers and pursues cross selling opportunities in collaboration with respective Aesculap sales team
• Generates and explains detailed project plans and initiatives
• Works within SalesForce to maintain an accurate sales forecast, contacts and activities
• Prepares, reviews, and assists with special projects as deemed necessary
• 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 up to 50% annually domestically by air and car, and work occasional weekends.
• Must possess a valid government issued drivers license and passport.
• Normal office hours are from 8:00am to 5:00pm, Monday through Friday; however working additional hours as required by the nature of the position is expected.
• Must keep abreast of competitor activity, strategically follow industry trends and report on them as necessary.
• Must be able to analyze and resolve non-routine issues using independent judgment and analytical skills
• Must have excellent time management skills with ability to use independent judgment to prioritize effectively
• Must be able to work with clinical and business personnel, both internal and external to Aesculap
• Represent Aesculap at product shows, trade shows, and other relevant conventions.
• Requires excellent written and interpersonal communication skills.
• Requires above average computer skills in Windows, Microsoft Office Suite of products, Word, Excel, and Power Point required.
• Requires ability to work independently under general guidelines and without direct supervision
• Ability to influence people in their opinions, attitude or judgments; to generalize, evaluates and makes decisions in stressful situations.
• Oriented towards solution-based thinking
• This position may require 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. 

Language and mathematical skills; reasoning ability:

Language Skills: Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents in English.  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. 

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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 Cosition 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 Compustomers, 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 panies 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.

Expertise: Qualifications-Experience/Training/Education/Etc

Required:

• Requires a Bachelors Degree with a major in Business or Marketing or other relevant field, an MBA with an emphasis in Business is highly desirable
• Must have a minimum of 5 years of progressively responsible sales experience
• Experience and demonstrated effectiveness and success across sales competencies preferred
• Understanding of acute care hospital operations, such as sterile processing and perioperative operations preferred

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.

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. 

  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. 

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.

Equal Opportunity Employer Veterans/Disabled