Baxter International Inc.

Senior Territory Business Manager, Acute Care

Baxter International Inc.

full-time

Posted on:

Location Type: Remote

Location: Texas • United States

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Salary

💰 $68,000 - $156,000 per year

Job Level

Senior

About the role

  • You are responsible for strategy, planning and execution of business development activities to expand our business within key accounts in collaboration with the external sales organization to meet defined sales quota and metrics for assigned geography
  • Coordinate account engagement activities (product evaluations, in-services, sales calls, etc.) across external sales organization and act as a central communication point to ensure efficient and effective information flow
  • Implement account management model and find opportunities for best-in-class engagement with external sales organization to help identify key customers within a facility to drive top-down demand
  • Drive the generation of new sales across the Acute Care continuum to health care providers accepting a solutions sell proposition
  • This includes selling multiple products that the Acute Care Sales Specialist must understand in terms of a detailed functionality and benefit offering of each product line, how each product is best applied to meet customer needs, benefits the products will provide to both the patient and care givers, and an ability to articulate an economic benefit for the hospital
  • Ability to define overall territory strategy on an annual basis to drive sales growth
  • Conduct negotiations with the decision makers across the customer organization to consistently keep the sales process fluid and ultimately finalize / close sales
  • Supervise the installation of new products once they are delivered to the customers to ensure the products have been installed, basic training has been provided, and follow-up to ensure customers are satisfied

Requirements

  • A bachelor's degree or MBA is preferred, or at least 5 to 8+ years of confirmed experience as a top- level sales performer in the medical device or healthcare industry
  • Proven track record to influence external counterpart, peer counterparts, and cross-functional partners
  • In-depth acute care medical device sales experience required with strong understanding of a solutions based selling process preferred selling into accounts that can produce large sales volumes and / or market share growth
  • Strong analytical skills to optimally supervise sales activity, develop sales plans, understand local market and competitive trends, and complete the analysis of sales deals
  • Effective influence skills – adept at ability to understand the needs of, and influence, personnel ranging from respiratory therapist, nurses, materials management / contracting, and C-level decision makers
  • Strong business insight to enable selling to healthcare system / IDN senior-level health care administrative personnel, structuring sales deals, negotiating contracts / pricing, and influencing final decision makers in completing pivotal agreements in the sales cycle
  • Professional demeanor and ability to develop and manage relationships at all levels with internal/external customers
  • Outstanding written, verbal, and interpersonal communication and presentation skills
  • Confidence in planning and execution, navigating large organizations, and excelling in matrix environments
  • Variable travel (up to 75%), including overnight travel (up to 50%)
Benefits
  • 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)
  • 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
  • Commuting benefits
  • Employee Discount Program
  • Employee Assistance Program (EAP)
  • Childcare benefits

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
acute care medical device salessolutions based sellingsales planningsales negotiationsales analysiscontract structuringmarket analysiscustomer needs assessmentproduct installation supervisiontraining provision
Soft skills
influence skillsanalytical skillsbusiness insightrelationship managementcommunication skillspresentation skillsconfidence in executioninterpersonal skillsstrategic planningadaptability
Certifications
bachelor's degreeMBA