Region Manager, Sales - Philadelphia, PA

This is where you save and sustain lives

At Baxter, we are deeply connected by our mission. No matter your role at Baxter, your work makes a positive impact on people around the world. You’ll feel a sense of purpose throughout the organization, as we know our work improves outcomes for millions of patients. 

Baxter’s products and therapies are found in almost every hospital worldwide, in clinics and in the home. For over 85 years, we have pioneered significant medical innovations that transform healthcare.

Together, we create a place where we are happy, successful and inspire each other. This is where you can do your best work. 

Join us at the intersection of saving and sustaining lives— where your purpose accelerates our mission. 

Your Role at Baxter

THIS IS WHERE you build trust to achieve results!

Baxter's Hillrom Patient Support Systems (PSS) business unit is passionate about accelerating patient recovery! Clear insight into patient status can help identify issues sooner to avoid common risks and enable faster treatment and recovery time. We help care teams stay connected with innovative solutions for patient monitoring (patient status and vitals monitoring products provide real-time patient status and connect to EMR systems), safe patient handling and transport (patient lifts and stretchers focus on both caregiver and patient safety), non-invasive respiratory therapy, and smart beds and surfaces (beds and surfaces have become connected medical devices crafted to help deliver therapy and improve safety).

PSS business unit understands the demands that healthcare executives, clinicians and operations teams face every single day. Patients present with a broad array of conditions, while staff-to-patient ratios and the demands of documentation can leave caregivers feeling overextended. To handle these challenges, caregivers need the right products and programs to deliver safe, effective care that improves the patient's experience and possibly reduces costs. The PSS Product Portfolio meet customers and patients needs in acute care hospitals, long term care facilities and in the home and include Bed Frames and Surfaces, Bariatric Solutions, Clinical Workflow Solutions, Patient Handling Solutions, Healthcare Furniture and Design & Construction Services.

Your Team

The Regional Sales Manager (RSM), is responsible for providing overall sales leadership of Account Executives, Sales Associates, Clinical Solutions Account Managers, and Sr Clinical Managers to drive profitable revenue and market share growth in assigned geographical regions/territories, across all product segments in Capital, Rental and Service. Typical annual revenue will range from approximately $35M to $55M. The RSM will develop and implement area specific strategic and tactical plans, establish and supervise attainment of targets, proactively address market and competitor activities and assist in deals on key strategic accounts including IDN & Enterprise Account relationships within respective geography.

What you'll be doing

• Develop and communicate quarterly and annual sales strategies and plans for assigned area to accomplish profitable revenue growth, selling across the line for all product areas in order to drive balanced growth, customer happiness and alignment to market trends.
• Define individual and market specific sales goals to meet overall region goals.
• Track/report overall progress of sales team against targets through weekly, quarterly & annual sales plans.
• Weekly implementation and monitoring of project tracking/forecasting via the CRM system.
• Use sales competency to achieve optimal levels of personal performance and accomplishment provide feedback and coaching to reward effectiveness and address areas off track. Perform regular field travel to mentor team members and understand customer needs and market dynamics.
• Complete planning, forecasting, setting objectives and determining courses of action. Continually assess sales activity in assigned Region for in-depth understanding of trends in markets and activity by competitors across all product lines.
• Proactively work with your team and business support and other sales (i.e. ITSEs, MBSEs, RBE’s, marketing, finance, sales operations, human resources etc.) to effectively organize, assemble and arrange resources to meet strategic and tactical goals.
• Support action plans to address key needs, as well as facilitate demand fulfillment, demand creation activities (driving the replacement cycle of installed base) and the development and implementation of service programs that protect and defend the installed base.
• Cultivate an effective relationship between capital sales, therapy rental and service personnel which optimizes profitability while enhancing customer satisfaction.
• Continually meet with customers to develop relationships, understand their needs and proactively address potential issues. Build and manage relationships with major hospital systems, IDN’s.
• Develop, train, and implement pricing guidance and authority on strategy and deal structuring, etc.
• Provide day to day leadership of area sales team. Ensure direct staff is equipped with training and tools/information needed to complete their jobs.
• Successfully present product lines & services in a fashion that clearly articulates the value proposition for the customer
• Process Improvement: identify performance improvement targets, track and measure changes for the overall improvement of the region.
• Travel (air and car) 75-80%.

What you'll bring

• Bachelor’s degree required, MBA preferred.
• 10+ years of experience in sales with at least 5 years experience in the Acute Care/Hospital capital equipment space; additional experience with Acute Care rental therapy products ideal.
• 3+ years experience leading a sales team.
• Extensive knowledge of both Capital and Clinical sales process – expertise in how the sales process works from initial planning for potential opportunity to structuring and closing a sales deal.

We understand compensation is an important factor as you consider the next step in your career. At Baxter, we are committed to equitable pay for all employees, and we strive to be more transparent with our pay practices. The estimated base salary for this position is $128,000 to $252,000 annually. The estimated range is meant to reflect an anticipated salary range for the position. We may pay more or less than of the anticipated range based upon market data and other factors, all of which are subject to change. Individual pay is based on upon location, skills and expertise, experience, and other relevant factors. This position may also be eligible for discretionary bonuses, commission, and/or long-term incentive. For questions about this, our pay philosophy, and available benefits, please speak to the recruiter if you decide to apply and are selected for an interview.

The successful candidate for this job may be required to verify that he or she has been vaccinated against COVID-19, subject to reasonable accommodations for individuals with medical conditions or religious beliefs that prevent vaccination, and in accordance with applicable law.

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, protected veteran status, disability/handicap status or any other legally protected characteristic.

EEO is the Law 
EEO is the law - Poster Supplement
Pay Transparency Policy

Reasonable Accommodations

Baxter is committed to working with and providing reasonable accommodations to individuals with disabilities globally. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application or interview process, please click on the link here and let us know the nature of your request along with your contact information.

Recruitment Fraud Notice

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