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Sales Manager Nutrition

Req #: 180004MU_en
Location: Mississauga, ON CA
Job Category: Sales
Date Posted: 2/20/2018 5:59:09 PM
Baxter International


Baxter provides a broad portfolio of essential renal and hospital products, including home, acute and in-center dialysis; sterile IV solutions; infusion systems and devices; parenteral nutrition; surgery products and anesthetics; and pharmacy automation, software and services. The company’s global footprint and the critical nature of its products and services play a key role in expanding access to healthcare in emerging and developed countries. Baxter’s employees worldwide are building upon the company’s rich heritage of medical breakthroughs to advance the next generation of healthcare innovations that enable patient care.


The purpose of this role is to lead the Nutrition National Salesforce to successfully generate product and therapy demand, develop and execute strategic sales plans, and drive the team towards success through mentoring, coaching and developing.


In addition, this individual would act as a conduit between the customer, the sales force, and marketing for the knowledge exchange of relevant clinical, economic, and environmental information. The sales manager is accountable for the execution of the go-to-market strategy and delivery of annual sales and GP targets.



• In working with the team, be a knowledgeable and valuable resource for the field team in Nutrition products and therapy; proactively address any additional needs

• Works with Marketing Team to identify & ensure training of the sales team to maximize their clinical, and sales knowledge, and enhance their ability to effectively promote the therapy of Nutrition

• Coaches, develops, motivates & supports the sales team while acting as a role model as per Baxter’s 2020 Vision

• Maximizes work-with and customer-facing opportunities to build a high performing team 

• Working cross-functionally or in collaboration with key business partners to maximize penetration of the Nutrition portfolio across key strategic accounts 

• Effectively & successfully resolves conflicts amongst the team; appropriately escalate matters when required

• Measures & manages account/territory performance metrics

• Responsible for talent management (recruitment, performance management, development, etc.)

• Monitors & ensures effective utilization/adherence to sales and marketing tools including Boost, opportunity management updates and WIG calls


Customer Intimacy:

• Through the sales team…

o Understands customers’ financial strategies, measures and constraints and ensures the sales team actively seeks ways to increase their efficiency and profitability

o Establishes and develops strong relationships with key healthcare stakeholders/decision makers in a complex selling environment from the Director level to front line hospital staff

o Monitors and understands customer issues and ensure all relevant business stakeholders and team members are kept informed of relevant information

o Responsible for communicating and ensuring that specialists are communicating competitive intelligence through Boost

o Executes the business strategy and related tactics in driving sales results

o Enhance customer loyalty and revenue generation

• Works with the Business Unit Manager to execute strategic account plans; formulate and propose customized winning solutions; ensure alignment on strategies on a customer-by-customer basis

• Acts as a conduit between the customer, sales team, marketing, and medical for knowledge exchange of relevant clinical, economic and environmental information



• Ensures a high degree of awareness for all of Nutrition products 

• Ensures continuous development of business opportunities

• Shares successes/best demonstrated practices across regions to promote cross-pollination of learning

• Leads/participates in the contract resign process of the base (secured) business

• In conjunction with the Business Unit Manager and Marketing, contributes to the development of short-term and long-range tactics that support the divisional sales strategies necessary to achieve sales targets, market penetration and profit goals

• Implements and reviews sales operating plans, monitor performance against budget in accordance with the Business Unit plans,

• Financial accountability - manages sales, GP and regional expense budgets

• Participates in the annual compensation process and administration

• Provides input into budgetary and forecasting planning processes

• Manages resource alignment; responsible for the planning and execution of resources and materials for local/regional conferences



Education Level


• Science Degree


• University Degree


Major Subjects / Specialties


• Health Sciences


• Nutrition

• Dietetics

• Nursing


Type of Experience


• Complex Pharma Sales Leadership

• Experience in leading a team through a matrix selling environment

• Managing pricing, contracts, buying groups


• Sales or Business Leadership


Years of Experience


•  3-5 years direct sales experience AND

• 2 years of leading a team


• 3-5 years of proven sales management experience

• 1-2 years of marketing experience


Additional Skills / Special Training / Technical Skills Required


• Bi-lingual (French English)

• Strong business acumen

• Strategic thinker

• Analytical capability

• Ability to work well in a team environment and work independently

• Strong communication skills including listening

• Proven ability to build strong customer relationships

• Self-motivated

• Strong presentation and influencing skills

• Ability to manage a complex sales environment including managing multiple projects

• Proven track record of success

• Able to deal with ambiguity

• Ability to coach, develop and motivate a sales force


• Medical leadership experience

• Negotiation experience


A Career That Matters

Baxter’s employees are united in a mission to save and sustain lives. We are passionate about applying scientific innovation to meet the needs of the millions of people worldwide who depend on our medically necessary therapies and technologies. We focus on increasing access to healthcare, innovating in crucial areas of unmet need, and pursuing creative collaborations that bring our mission to life for patients every day.


Thank you for your interest and application to Baxter.  All applications will be reviewed and those candidates selected for consideration will be contacted directly.


Baxter is committed to creating and maintaining a barrier-free environment for all employees and customers. We believe in integration and equal opportunity and we are committed to treating all people with dignity and respect.


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