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Key Account Manager

Req #: 18000737_en
Location: Utrecht, UT NL
Job Category: Sales
Date Posted: 3/23/2018 5:41:05 AM
Baxter International


About Baxter
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.
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.
Role Responsibilities
The Key Account Manager (hereafter “KAM”) coordinates the One Baxter activity for both Hospital Products and Renal in her/his applicable geographical region. The responsibility of the KAM is to develop and maintain productive relationships with hospital management[1] to understand the higher-level needs of our customers, develop and execute upon account specific priorities and strategies. He/She is the single point of contact for hospital management and committees. The KAM contributes to harmonize and target sales efforts across all Baxter businesses to maximize all market opportunities and negotiates contracts with buying organizations. In addition, KAM is the sole responsible for the fluid systems, oncology and global pharma injectable budget for their geographical region. 
  • Achieves financial targets and related objectives to ensure success of the fluid systems, oncology and global pharma injectable portfolio in the geographical area of responsibility
  • Achieves profitability targets for all Baxter businesses in the geographical area of responsibility through smart pricing proposals and also through active roll out of other initiatives – such as effectively integrating the new Terms & Conditions
  • Plays a strong supporting role in achieving the financial targets of Hospital Care and Renal in the geographical area of responsibility from a contracting and strategic One Baxter planning perspective. This is to be achieved as a result of shared responsibility with the formerly mentioned business’ team members, SMs and BUD.
  • Coordinates creation of and owns the One Baxter account plan. Coordinates the “account team” from a Key Account Management perspective (not as a hierarchical people manager) and leads the regional commercial meetings that include at the minimum Clinical Sales Representatives of all businesses in the specific region of responsibility and where necessary includes other members
  • Researches and deeply understands the needs of our customers. Understands the vision, financials and objectives of the hospital. Understands the DMU of the hospital. 
  • Maintains a watching brief on developments within the sales area and customer’s organization which may affect future business in close co-operation with Marketing and Commercial Excellence Manager
  • Builds/establishes strong relationships with appropriate stakeholders/key decision makers (Hospital Management) and committees within the sales area and buying organizations for Hospitals to effectively influence decision making processes. Reports progress and status in the CRM system.
  • Orchestrates and monitors the execution of the plan through self and others
  • Proactively proposes strategies ahead of contracting deadlines to optimize the business
  • Gathers intelligence and records it in the commercial model to optimize future planning
  • Negotiates and manages assigned contracts and tenders. Negotiates bids and tenders for Baxter in cooperation with the Head of KAM’s, commercial operations manager and BUD/SM. Administrate all offers through Euridyce
  • Works together with the commercial operations manager to interface with the decision makers designing contracts and tenders
  • Conducts business reviews with each assigned buying organization/wholesaler, covering sales volumes, compliance & competitive conditions.
  • Ensures sales through logistics partners/wholesalers are traced monthly to the level of Hospital to verify correct pricing / trending.
  • Closely monitors and reports competitive activities at sales area level
  • Works with Business Unit Director, Sales Manager and Head of KAM’s in implementing multi-source product sales and marketing strategies


Skills and Experience 
  • Master degree preferred (Science, Commercial, Medical, …)
  • Fluency in English is required
  • Significant experience in Medical Devices or Pharmaceutical businesses, both in Sales, National Accounts and Bids procedures and requirements
  • Negotiation skills
  • Excellent written and oral communication
  • Ability to build strong relationships with different stakeholders 
Baxter is an equal opportunity employer. Baxter evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, disability/handicap status or any other legally protected characteristic.
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