Infusion Systems Sales Specialist

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.

Position Summary:

To consistently drive the sales number in large volume infusion devices; protect and upgrade the installed base of B.Braun infusion devices; protect and drive disposables, services and programs used in conjunction with infusion devices.

Responsibilities: Essential Duties

• Work with varying Hospital sales specialties to qualify new leads and advance the sales process.
• Call on all buying influences to position the products value to meet customer's needs.
• Prepare financial analysis, proposals, clinical and competitive analysis for customers and prospects.
• Manage account strategies to include committee presentations, product evaluations and executive suite proposals.
• Manage IV pump evaluations within the territory to include: selecting the evaluation unit negotiating the number of devices to evaluate, length of the evaluation, training of Hospital personnel and working with B.Braun resources on scheduling of sales and service support.
• Negotiate all capital equipment proposals and co-manage pricing on captured disposables and services within management guidelines to maximize ASP and GP.
• Maintain awareness of competitive activity regarding pricing and sales and marketing strategies and tactics.
• Train and support ITS's as needed on pump sales techniques, product knowledge and competitive sales strategies.
• Drive win/win relationships and maintain customer satisfaction. Prospect and qualify territory for new leads through sales calls in person and over the telephone.
• Achieve 100% of sales plan.
• Perform various administrative tasks as required.
• Conduct all transactions and manage all relationships with a high degree of integrity.

Expertise: Knowledge & Skills

• Basic computer aptitude.
• Extensive knowledge of B.Braun's IV products and services.
• Strong understanding of hospital structure and role of personnel.Excellent communication and interpersonal skills.
• Strong organizational skills.
• Strong math aptitude.
• Ability to initiate projects and tasks with little or no direction.
• Ability to make decisions independently, sometimes without many facts available, to solve a customer problem or concern.
• Ability to work well independent of supervision, as well as in a team environment.
• Ability to work well with diverse personalities and backgrounds of people.
• Ability to handle high-pressure sales situations with confidence.
• Ability to travel extensively and work odd hours and shifts.
• Professional image.

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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 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 Medical 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.

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:

• Bachelor's Degree in a related field.
• Minimum 2 years previous experience in the sales of IV infusion devices at a competitive company or within B.Braun as an ITS or Continuing Care Representative.
• Proven track record of success at B.Braun or at a competitive company.
• Frequent overnight business travel (domestic).
• Valid driver's license and current automobile registration and insurance.

Desired:

• Related training in selling and negotiating.
• Completion of B.Braun's graduate training curriculum.

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.

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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.

Equal Opportunity Employer Veterans/Disabled

PI255804800