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As a member of Baxter’s sales team, you’ll be aligned to one of our global business units and be responsible for new business, developing existing accounts and ensuring patient-centric approach in all your dealings. You’ll work within an assigned geographic area or with specific accounts to achieve or exceed personal and business goals, all in pursuit of our mission to save and sustain lives. In the sales role, you’ll have the opportunity to provide input on new markets and products, manage customer concerns, and collaborate with other teams.
Job Responsibility
Develop and fully execute the integrated sales strategy and growth plan within the assigned health systems
Responsible for strategic account portfolio development, disciplined pipeline management, and execution of the integrated sales strategy to achieve revenue/margin targets
Achieve results in a matrixed environment to ensure alignment and collaboration with the Baxter businesses
Ensure positive customer experiences, value creation, retention, and growth
Play a key leadership role in working with business verticals, Marketing, Clinical, Operations, Finance, Legal, and Field Sales teams to ensure Baxter and customer goals are met and enterprise value propositions and strategies are fully developed, implemented, and represented in strategic IDNs
Ensure collaboration with field sales to achieve maximum benefits
Strategic lead for all local sales and order support teams at the IDN level
Strategic lead for all IDN RFPs, contracts, and pricing negotiations across businesses
Develop strategic account plans and metric-driven Customer-centric QBRs
Develop relationships with key accounts, industry associations, and other clients
Establish and expand relationships with identified stakeholders and senior healthcare executives, enhancing market share in targeted IDN systems and member hospitals
Utilize a consultative approach with executives by discovering key organizational business issues
Manage and develop direct reports, providing coaching, performance feedback, and career development to drive team effectiveness and results
Requirements
Demonstrated ability to achieve financial goals or strategic business objectives in a complex, matrixed environment
Excellent executive presentation, written and oral communication skills
Strong understanding of the healthcare industry and trends
Excellent customer orientation and negotiation skills
Ability to organize, manage, and coordinate resources
Success leading multi-year complex sales and contract negotiation processes
Demonstrated ability to lead and facilitate change
Effective relationship development and interpersonal skills
Must have strong sales management abilities, strategic planning, financial acumen, and analytical skills
8 - 10 years of progressive Healthcare sales experience
50% Travel required
MBA preferred but not required
A bachelor’s degree is required with a focus on business, healthcare, marketing, or finance
Prior executive suite selling experience with proven results
Knowledge of business drivers, clinical applications, and value propositions for all products within the Baxter portfolio (all businesses)
Ability to manage a fast-paced environment, respond accurately and quickly
Strong project management skills needed to lead multiple high-priority projects with various stakeholders (internal and external)
Strong organization and communication skills
need to ensure that all internal teams are aware and aligned across all projects within assigned IDNs
Ability to identify and leverage Baxter’s internal resources – people and tools
Ability to align with and influence/motivate sales teams within Baxter with a ONE Baxter mindset
be a steward of all businesses
Consistent high-performing sales professional recognized for exceeding budget/quota (Sales Awards, Recognitions)
Demonstrates ability to collaborate across business units. Strong understanding of industry and demonstrated knowledge/capabilities in the areas of clinical operations, financial analysis, business administration, legal and ethical practices, marketing, and sales
Demonstrated ability to think strategically and lead in a complex matrix environment
Strong ability to work cross-functionally and foster a team environment
Consultative and results-oriented approach
Excellent planning, organizing, and leadership skills
Proven ability to develop and lead high-performance teams
Excellent verbal, written, and executive presentation skills
Strong customer orientation and negotiation skills
Demonstrated ability to facilitate change
Ability to close integrated proposals
Evidence of continued personal and professional growth and development
Experienced leader in defining and developing business or markets
Experience in growing revenues in mature and declining market segments
Previous Strategic Account Experience, preferably with HCA
Proven 360-degree influencing skills
Innate ability to form C-Suite and executive relationships and contacts
Confirmed ability to operate in a matrixed environment and work effectively with sales, sales management, marketing, and customers
Ability to understand market trending
Ability to rapidly acclimate to change, embrace and identify new opportunities
Self-awareness and Organizational Awareness
Results-driven
Adaptability/Flexibility
Problem Assessment and Resolution Skills
Communication/Oral & Written
Decision Making/Decisiveness
Initiative
Integrity
Organizational Awareness
Persuasiveness/Sales Ability
Planning & Organizing
Collaboration and Teamwork
Technical/Professional Knowledge
Visionary
Nice to have
MBA preferred but not required
Full P&L responsibility and/or significant revenue and cost management experience preferred
What we offer
Support for Parents
Continuing Education/ Professional Development
Employee Heath & Well-Being Benefits
Paid Time Off
2 Days a Year to Volunteer
medical and dental coverage that start on day one
insurance coverage for basic life, accident, short-term and long-term disability, and business travel accident insurance
Employee Stock Purchase Plan (ESPP), with the ability to purchase company stock at a discount
401(k) Retirement Savings Plan (RSP), with options for employee contributions and company matching
Flexible Spending Accounts
educational assistance programs
time-off benefits such as paid holidays, paid time off ranging from 20 to 35 days based on length of service, family and medical leaves of absence, and paid parental leave