Manufacturer Reps to Watch
Brantley Jordan
Ambulatory Care Specialist
Braun Medical
Austin, Texas
10+ years in medical sales
Primary call point: Surgery center, surgical hospital, oncology/hematology, pain management, stand-alone ER
Snapshot
Born/raised: Austin, Texas
Undergraduate degree: BS from The University of Texas at Austin
First “real” job: Worked at a carwash the summer after I turned 16
Family info: My wife, Erin, and I live in Austin with our two boys – Landon and Gavin.
Hobbies/activities: Spending time with family and all things outdoors/active and fun
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Repertoire: When, how and why did you get into medical sales?
Brantley Jordan: I started in medical sales in May 2009 with Walgreens Option Care. I sold DME, respiratory therapy and infusion therapy to hospitals, physician offices and post acute care.
Repertoire: What are the 2-3 most important things you can do for distributor reps to enhance their sales?
Jordan: Our distributor partners are responsible for many accounts across every product line within these facilities. My job is to provide the clinical expertise of the B Braun portfolio to the end user specific to their individual facility needs, so they can reach whatever their goals might be. Things move fast in the outpatient market, so it is critical for me to respond and be available when distributors need answers or recommendations for our shared customers. The overall collaboration between manufacturer and distributor is key to providing a win-win-win scenario so we can get the end user to where they want.
Repertoire: What is the biggest change you anticipate in medical products sales in the next 5 years?
Jordan: The biggest change I foresee is the shift of procedures from the hospital setting to the outpatient market space. With all of the changes in our healthcare systems, there is a large focus on decreasing financial costs and increasing patient outcomes/satisfaction. The goal is to keep patients out of the hospital if possible, and this is where all facets of the outpatient world come into play.
Repertoire: Ride-days with distributor reps: What’s to like? What’s not to like?
Jordan: I really enjoy ride-days with my distributor reps. It is great to be able to spend time with each one of them on a personal level while also getting in front of strategic customers to uncover new opportunities. We are also able to get in front of key decision-makers at each account to share our individual expertise and provide an actionable value-add solution.