Senior Director, Key Account Management

AESCULAP INC.

Job Posting Location: Center Valley, Pennsylvania, United States, Atlanta, Georgia, United States, Baltimore, Maryland, United States, Birmingham, Alabama, United States, Boise, Idaho, United States, Boston, Massachusetts, United States, Boulder, Colorado, United States, Brooklyn, New York, United States, Carson City, Nevada, United States, Houston, Texas, United States, Irvine, California, United States, Seattle, Washington, United States, Springfield, Illinois, United States, St. Paul, Minnesota, United States, Tallahassee, Florida, United States, Topeka, Kansas, United States

Functional Area: Sales

Working Model: Remote

Days of Work: Wednesday, Tuesday, Thursday, Friday, Monday

Shift: 5X8

Relocation Available: No

Requisition ID: 7220

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

Senior Director, Key Account Management - Aesculap USA

Shape the Future of Surgical Excellence With Us

Are you ready to lead a transformative team at the forefront of surgical innovation? Aesculap, a leader in surgical products and medical device solutions, invites experienced professionals to join us as Senior Director, Key Account Management. At Aesculap, we are dedicated to improving patient outcomes and advancing the art of surgery-your leadership will help us deepen our impact across the healthcare landscape.

Position Overview

The Senior Director, Key Account Management, is a high-impact leadership role reporting directly to the Vice President of Sales. This position is responsible for directing the Key Accounts Team to successfully implement Aesculap's sales strategy within our selected Top Accounts, driving organizational growth, and cultivating lasting relationships with major healthcare networks. You will spearhead initiatives that position Aesculap as the partner of choice for integrated delivery networks (IDNs), hospitals, and leading healthcare providers.

Key Responsibilities

• Team Leadership: Recruit, mentor, and manage an accomplished Key Accounts team, fostering a culture of accountability, collaboration, and excellence. Empower team members to meet and exceed ambitious sales targets while advancing their professional development.
• Strategic Sales Execution: Direct the implementation of Aesculap's sales strategy within top accounts, ensuring alignment with our company vision and driving measurable results. Guide your team to achieve superior market penetration and contract acquisition.
• IDN Target Evaluation and Strategy Development: Collaborate with the sales leadership team and Key Account Directors to evaluate and prioritize IDN targets. Help shape effective sales strategies to secure contracts, leveraging market intelligence and competitive insights.
• Corporate Collaboration: Work seamlessly with B. Braun sales management and corporate account teams to develop, refine, and execute key account program strategies. Champion cross-functional partnerships that maximize our collective strength and unlock new opportunities.
• Marketing Integration: Interface with the marketing department to design impactful marketing programs tailored for IDN contracts. Ensure that Aesculap's value proposition is powerfully communicated to key decision-makers in the healthcare space.
• Contract Supervision: Oversee the drafting, negotiation, and renewal of agreement proposals for IDN customers. Safeguard compliance and profitability while delivering exceptional service throughout the contract lifecycle.
• Performance Monitoring: Monitor existing agreements, conduct regular sales analyses, and develop programs that enhance sales performance and compliance. Drive continuous improvement and adapt strategies to evolving market conditions.
• Market Intelligence: Stay abreast of current market trends, regulatory shifts, and competitive developments. Synthesize insights into actionable recommendations that maintain Aesculap's competitive edge.

Who We're Looking For

We are seeking a seasoned professional with a demonstrated track record of success in the surgical products or medical device industry. The ideal candidate is a dynamic leader-a strategic thinker with outstanding communication skills, a passion for healthcare innovation, and a relentless drive to elevate team performance.

Qualifications

• Bachelor's degree required; advanced degree preferred (MBA, MHA, or related field).
• Minimum of 10 years' experience in key account management, sales leadership, or business development within the surgical products or medical device sector.
• Proven experience recruiting and leading high-performing teams.
• Expertise in negotiating and managing large-scale healthcare contracts, especially with IDNs and hospital systems.
• Exceptional analytical skills with the ability to evaluate market trends, measure program effectiveness, and recommend strategic adjustments.
• Strong collaborative abilities, with experience interfacing across sales, marketing, and corporate functions.
• Excellent written and verbal communication skills; capable of presenting complex concepts to senior stakeholders and clients.
• Demonstrated ability to thrive in a fast-paced, rapidly evolving industry.

Salary : $190,000 - $220,000 (Plus Incentive Compensation)

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