National Sales Director, Spine Sales at Aesculap Implant Systems

Posted in Other 12 days ago.

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Location: Bethlehem, Pennsylvania

Job Description:

Aesculap Implant Systems

Requisition ID 2018-12421
Company Aesculap Implant Systems
# of Openings 1
Job Locations US
Category Sales
Position Type Regular Full-Time
Shift 8am to 5pm
Site Aesculap


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 the achievement of the Aesculap Spine sales forecast primarily through management of the Regional Sales Director, District Sales Managers, Clinical Applications Specialist, New Technology Specialist and the indirect/direct sales force. Interfaces internally and externally with executive level management, Key Account Directors and other sales division personnel to negotiate sales and influence policies. Builds and maintain relationships with key surgeons, hospital personnel and distributors across the areas of responsibility. Forms partnerships with counterparts in all Aesculap Divisions.

Responsibilities: Essential Duties

  • Recruits and manages on a national basis Regional Sales Directors, District Sales Managers, Clinical Application Specialists/New Technology Specialists to ensure they are adequately qualified, trained and supervised to perform duties effectively

  • Cooperates closely with the Vice President, AIS Sales in all sales strategy related goals and policies

  • Contributes to the development of annual business plans for driving sales, managing inventory and price with our business partners and Aesculap marketing.

  • Assist the VP of Sales, Marketing, R&D and Finance in the development of the annual Spine Budget

  • Develops short and long-term sales plans and programs, within budget restrictions.

  • In conjunction with the Region Sales Directors, and District Sales Managers partner with distributors and direct sales personnel in order to define Strategic Account plans for the area and focus on the development of a strong collaborative working relationship in order to implement the strategic plans and achieve the overall objectives.

  • Achieves the annual sales quota and other relevant targets including but not limited to operation income objectives, price realization, inventory management and sales force stability.

  • Conducts a minimum of annual and quarterly business plan reviews with the Distributors, and their relevant sales directors and managers.

  • Collaborates with Aesculap Marketing professionals and the relevant field sales personnel to execute defined marketing initiatives including but not limited to the gathering and delivering market specific intelligence, the launch of new products, completion of high quality professional education for healthcare professionals, completion of targeted product promotions.

  • Partners with Field Sales, Sales Education, R&D, Corporate Accounts and Marketing to ensure Sales professionals have the most appropriate and relevant training including but not limited to anatomy, product, pathology, instrumentation, surgical techniques, tips and tricks, market trends, professional selling, business planning, strategic account/surgeon planning and the provision of added value services such as Specialty Products and Practice Enhancement.

  • Maintains close contact with surgeon champions, opinion leaders and Hospital/Corporate Account key decision makers in order to find new ways to strengthen Aesculap's position in the market.

  • Negotiates contractual relationships with sales agents and manufacturers reps working within the SBA's contacting guidelines, parameters and business plans.

  • Works closely with the Corporate Account Directors to ensure that contract opportunities are realized and the appropriate presence of Aesculap Spine is ensured.

  • Cooperates very closely with the head of marketing and marketing directors in all sales strategy related goals and policies.

  • Develops and monitors managerial skills of subordinate sales managers.

  • Makes recommendations for improving effectiveness in all field sales areas.

  • Monitors and manages to make sure the spine division stays on target with the SBA's operating income objectives

  • Develops, forecasts, implements and monitors the sales budget for the respective Spine regions to minimize expenses.

  • Monitors field sales performance & recommends reprimand/warning/termination and promotions.

  • Establishes sales strategies on products in coordination with hospital sales.

  • Prepares, reviews, and assists with special projects as deemed necessary by senior management.

  • Works closely with Operations team on inventory levels and policies/process for inventory management.

  • Establishes with VP of AIS Sales, Human Resources, Sales Operations, and Finance compensation strategies, annual quotas and territory alignments.

  • Works with in-house staff to improve systems to increase sales effectiveness.

  • Keeps informed of current market trends, competitive developments, and sales analysis.

  • 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 domestically and internationally by air and car, and work occasional weekends. 65% Travel. Must possess a valid government issued drivers license and passport.

  • Requires excellent written and interpersonal communication skills.

  • Computer skills in Windows, Microsoft Office Suite of products, Word, Excel, and Power Point 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.

  • Contribute to creating a climate of trust, ethics, and accountability by effectively seeking out and accepting feedback from others.

  • Possess the ability to exceed expectations with the customer in mind and take responsibility for driving key results as well as empower others to achieve desired outcomes.

  • Demonstrate behaviors that drive efficiency by understanding and improving processes as well as sharing best practices.

Supervisory Responsibilities:

  • Manages various Sales levels including but not limited Regional Sales Directors, District Sales Manager, Clinical Application Specialists, New Technology Speciaists, Sales Representatives and Sales Associates. Senior-level managerial position that includes decision-making responsibilities at the national sales level.

Expertise: Knowledge & Skills

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


Expertise: Qualifications-Experience/Training/Education/Etc


  • Requires a BA/BS in business or related field, MBA preferred and/or equivalent combination of education and experience

  • Requires minimum of 5 years sales representative and 5 - 7 years sales management experience in a related field.

  • Requires experience of "managing managers" effectively

  • Proven experience necessary in establishing relationships with manufacturers representatives in the division industry.

  • Expereince in developing and successfully implementing strategic sales plans on a national basis

  • Experience managing a national sales P&L preferred.


  • N/A

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.

Braun offers an excellent benefits package, which includes healthcare, a 401(k) plan, and tuition reimbursement. To learn more about B. Braun and our safety healthcare products or view a listing of our employment opportunities, please visit us on the internet at Equal Opportunity Employer Minorities /Women/ Veterans/Disabled

Through its "Sharing Expertise®" initiative, B. Braun promotes best practices for continuous improvement of healthcare products and services.


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 employee must occasionally lift and/or move up to 50 pounds.

  • 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.

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.