Distributions Sales and Operations (Sr Director)
Job Description
Thank you for your interest in working for our Company. Recruiting the right talent is crucial to our goals. On April 1, 2024, 3M Healthcare underwent a corporate spin-off leading to the creation of a new company named Solventum. We are still in the process of updating our Careers Page and applicant documents, which currently have 3M branding. Please bear with us. In the interim, our Privacy Policy here: https://www.solventum.com/en-us/home/legal/website-privacy-statement/applicant-privacy/ continues to apply to any personal information you submit, and the 3M-branded positions listed on our Careers Page are for Solventum positions. As it was with 3M, at Solventum all qualified applicants will receive consideration for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
Job Description
Distributions Sales and Operations (Sr Director)
3M Health Care is now Solventum
At Solventum, we enable better, smarter, safer healthcare to improve lives. As a new company with a long legacy of creating breakthrough solutions for our customers’ toughest challenges, we pioneer game-changing innovations at the intersection of health, material and data science that change patients’ lives for the better while enabling healthcare professionals to perform at their best. Because people, and their wellbeing, are at the heart of every scientific advancement we pursue.
We partner closely with the brightest minds in healthcare to ensure that every solution we create melds the latest technology with compassion and empathy. Because at Solventum, we never stop solving for you.
The Impact You’ll Make in this Role
As a Distributions Sales And Operations (Sr Director), You Will Have The Opportunity To Tap Into Your Curiosity And Collaborate With Some Of The Most Innovative And Diverse People Around The World. Here, You Will Make An Impact By
Sales Responsibilities: Provides strategic guidance and oversight with team members and internal partners such as sales, marketing, and finance in negotiating various distributor sales agreements. Maximize top line revenue, targeted portfolio growth, while enhancing margin on over $1.6B in revenue that flows through the channel. This is achieved by best in industry leadership and expertise that leads to successful financial outcomes across the following activities and tactics:
* Master distribution terms and conditions that govern our day-to-day transactions.
* Leads our $80M kit packer strategy by negotiating agreements that put Solventum products into the preferred position with kit packer partners and limits distributor private label product erosion.
* Improved Fee structures which include base sales fee and performance based operational fees.
* Provides oversight on all Targeted Growth Incentives that drive above market growth.
* Preferred product agreements for categories that distributors and influence.
* Prompt payment discounts
* Works with marketing and finance to identify future Private label opportunities
* Post acute care incentive agreements that leverage the distributor specialized sales forces and scale in fast growing ASC, LTAC and SNIFF segment.
* Volume incentive agreements that can occur at end of quarters or end of year.
Operations Responsibilities
* In collaboration with our distributors puts in place methodology to accurately and frequently measure days inventory on hand (DIOH) at each of our Big 6 distributor partners. Communicates and dashboards this information routinely to sales, marketing, supply chain and logistics.
* Negotiates enhanced distributor operational requirements into our master distribution agreements that puts additional reporting responsibilities on the distributor.
* Serves on the HIDA executive advisory board.
* In collaboration with our distributors puts in place methodology to prioritize specific end user customers we select in times of supply shortages.
* Works with customer service and marketing to put systems in place to monitor incoming distributor orders and implement guardrails that caps distributor orders by SKU, to reduce inventory hoarding.
* Puts methodology in place to identify distributor grey market purchases and sales and takes corrective actions.
* In collaboration with finance puts predictive ordering model in place based on historical purchasing patterns and distributor partner forecasting.
* Works with supply chain and logistics to ensure inventory is spread effectively throughout the channel
* Designs and implements efficient and profitable IDN Warehouse agreements linking customer efficiency scorecard to administrative fees.
* Works with supply chain to pro – actively manage and share pending backorder intelligence with our distributor partners and put plans in place for allocations if needed.
* Puts in place methodology to accurately manage distributor share shift amongst acuta care customers allowing for standardized Master Terms and Conditions and accurate incentive payouts.
* Can assess current state of POS tracings and make recommendations on improving speed and accuracy of tracings related to kit packers and IDN warehouse customers, until such technology investments can be made.
* When volume incentive buys are contemplated works with supply chain and marketing on providing accurate, desirable, and readily available inventory reports.
* Puts in place methodology and regular internal and external dashboarding that measure performance of our distribution preferred product agreement performance
* Provides finance with quarterly updates on distributor program payouts based on recent trends to allow for accurate accruals.
Your Skills And Expertise
To set you up for success in this role from day one, Solventum requires (at a minimum) the following qualifications:
* Bachelor’s Degree or higher AND fifteen (15+) combined years of experience in Field Sales, Sales Operations, Marketing and/or Sales Management in a private, public, government or military environment within the HealthCare/ Medical Device market segment
OR
* High School Diploma/GED AND (20+) years of combined years of experience in Field Sales, Sales Operations, Marketing and/or Sales Management in a private, public, government or military environment within the HealthCare/ Medical Device market segment
In addition to the above requirements, the following are also required:
* Five to seven (5-7) years of experience managing teams (leading leaders)
Additional qualifications that could help you succeed even further in this role include:
* Master’s Degree (Business or Science)
* Experience selling across the continuum of care: Acute Care, Extended Care, Home Care and other out of hospital facilities IE dialysis centers, wound care centers, home infusion.
* National Accounts experience
* DME experience
* Capital Sales experience
* SalesForce.com expertise
* Proven ability to drive growth and operational excellence
* Executive presence with excellent public speaking skills
* Excellent business acumen: solid strategic thinking, creativity and innovation
* Sound judgement and ability to analyze and solve complex issues and challenges
* Excellent leadership and management skills
* Operational budget management experience
* Active and hands-on contributor to closing deals yet clearly known for empowering the team
* Business model innovation experience (ability to give recent examples in your career)
* Matrix multinational organization (current or recent)
* Proven experience developing and creating impactful short and long-term strategic plans
* Demonstrated new product launch experience
Work location: Remote – United States
Travel: May include up to [50%][domestic]
Relocation Assistance: May be authorized
Must be legally authorized to work in country of employment without sponsorship for employment visa status (e.g., H1B status).
Supporting Your Well-being
Solventum offers many programs to help you live your best life – both physically and financially. To ensure competitive pay and benefits, Solventum regularly benchmarks with other companies that are comparable in size and scope.
Applicable to US Applicants Only:The expected compensation range for this position is $259,007 – $316,564, which includes base pay plus variable incentive pay, if eligible. This range represents a good faith estimate for this position. The specific compensation offered to a candidate may vary based on factors including, but not limited to, the candidate’s relevant knowledge, training, skills, work location, and/or experience. In addition, this position may be eligible for a range of benefits (e.g., Medical, Dental & Vision, Health Savings Accounts, Health Care & Dependent Care Flexible Spending Accounts, Disability Benefits, Life Insurance, Voluntary Benefits, Paid Absences and Retirement Benefits, etc.). Additional information is available at: https://www.solventum.com/en-us/home/our-company/careers/#Total-Rewards
Responsibilities of this position include that corporate policies, procedures and security standards are complied with while performing assigned duties.
Solventum is committed to maintaining the highest standards of integrity and professionalism in our recruitment process. Applicants must remain alert to fraudulent job postings and recruitment schemes that falsely claim to represent Solventum and seek to exploit job seekers.
Please note that all email communications from Solventum regarding job opportunities with the company will be from an email with a domain of @solventum.com. Be wary of unsolicited emails or messages regarding Solventum job opportunities from emails with other email domains.
Solventum is an equal opportunity employer. Solventum will not discriminate against any applicant for employment on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or veteran status.
Please note: your application may not be considered if you do not provide your education and work history, either by: 1) uploading a resume, or 2) entering the information into the application fields directly.
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