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Area Sales Manager

Req #: 170009FX_en
Location: Mumbai, MH IN
Job Category: Sales
Date Posted: 11/17/2017 10:11:21 AM
Baxter International
About Baxter
Baxter provides a broad portfolio of essential renal and hospital products, including home, acute and in-centre 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.
Job Description
Strategic Imperative:
Strategic Imperative:
Drive awareness and adoption on Anaesthetics amongst Anesthetists in the assigned territories.( Baxter is the only company to offer the most commonly used modern inhaled anesthetics for general anesthesia. This includes a proprietary inhaled anesthetic, SUPRANE (desflurane, USP), AERRANE (isoflurane, USP) and SEVOFLURANE (sevoflurane, USP).)
  • Monthly account wise planning of secondary  sales leading to primary sales for their territory/accounts
  • Weekly planning for coverage and calls
  • Monthly/quarterly sales forecast for defined territory
  • Quarterly activation planning
  • Drives adherence to SFE processes :, Call average, customer coverage, working days, SME trackers, prescription tracker, secondary sales  and product sampling/demonstrations
  • To track all product and service quality related complaints and coordinate with National/Sales Manager/quality to ensure formal response and closure to complaints report it to PV & Quality
  • Competition & Market Mapping -- Track and gather market data, no. of indicated surgeries, gather and analyze competitor activities
  • P5 Implementation – Implementation of Marketing strategy and activations as per defined GTM
  • Identify and drive business  development initiatives in his/her  current /new accounts including training and education of paramedical staff
  • Ensure speedy  and adequate availability of products in his/her accounts
  • Achievement of monthly secondary sales target revenue numbers (SFE)
  • Alignment to P5 plan (Segmentation and Targeting) – Deviation from MCL and account plan (WIP)
  • SME development – As per defined list (WIP)
  • Market Activations as per GTM  (SFE)
  • Drive for results
  • Persuasive Communication
  • Data analysis and Problem solving skills
  • Market Orientation
  • Planning and Prioritization
  • People Management
  • Consultative Selling skills
  • Product/Therapy/Competitor knowledge
  • Strategic key account management
  • Negotiation skills
  • Work with marketing to drive execution of campaigns and activations
  • Govt. and Corporate account sales target
  • Territory Performance
  • Account planning & performance
  • Activation Plan
  • Subject Matter Expert (SME) Management at account level
  • Pricing decisions at account level through competition mapping
Mission Critical Collaborator
  • Sales Manager
  • Marketing
  • BaxSol and Corp Account Sales Team
Competencies: Strategic Perspective Effectively organizes data to identify trends, problems, and their causes.
  • Systematically evaluates opportunities and targets those with the greatest potential for producing positive results with the minimum amount of risk
  • Effectively articulates new and different ways of thinking and doing business
  • Translates concepts and ideas into actionable plans
  • Ability to resolve emerging issues using existing teams and/or an established network of expert consultants.
  • Demonstrate capability for scientific, creative and strategic thinking, championing ideas for positions, and an ability to present and maintain fair-balance during scientific discussions
  • Stays confident when challenged, stating the rationale for one’s viewpoint clearly while listening to and respecting others right to different opinions
  • Interpersonal Skills & Influence Adapts communication style to the audience in order to be heard
  • Establishes and maintains collegial peer-to-peer relationships with a wide range of external thought leaders including healthcare professionals.
  • Demonstrates organizational awareness and experience working on cross functional teams
  • Invests time in teamwork and developing collaborative relationships with other teams and individuals

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.
Equal  Employment  Opportunity

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


  • B Pharma/ BSc/ Btech with Masters in Management would be preferred .
  • 7 plus years of experience desired in a reputed pharmaceutical/ Medical device/ Healthcare companies in Sales.
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