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Development Homecare Manager - Clinical Nutrition - Benelux

Req #: JR - 026751 Location: Braine-l'Alleud, Wallonia, Belgium Job Category: Sales Date Posted: 09/09/2020

Overview

As a member of Baxter’s sales team, you’ll be aligned to one of our global business units and be responsible for new business, developing existing accounts and ensuring patient-centric approach in all your dealings. You’ll work within an assigned geographic area or with specific accounts to achieve or exceed personal and business goals, all in pursuit of our mission to save and sustain lives. In the sales role, you’ll have the opportunity to provide input on new markets and products, manage customer concerns, and collaborate with other teams.


  • Schedule:
    Full Time


  • Job Level:
    Experienced


  • Travel:
    Yes (occasional)

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Success Profile

What makes a successful Sales Professional at Baxter? Take a look at some of the top traits we’re looking for and see if you’re a fit.

  • Stakeholder Insight and Influence
  • Sales Solution Identification and Development
  • Negotiation Skills
  • Strategic Planning
  • Managing and Coaching
  • Ownership of the Business

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Quotes

Our company is enriched by a diverse population of individuals in more than 100 countries that work to solve, innovate, manufacture and drive better healthcare options for patients around the world.

Meet Andrea – after joining Baxter as a Customer Service Specialist, Andrea was promoted last year to Territory Manager.

“Baxter’s culture is one of inclusivity, respect and acceptance for one another, regardless of religious, political or sexual orientation. There is immense support that starts all the way at the top of the organization, including the creation of “Best Place to Work” for all employees.”

Meet Paula – she has been with Baxter for 17 years and works as a Sales Specialist in Ireland.

“In Baxter we are encouraged to extend our competencies and experiences through ongoing feedback, experiences and regular training. Personal development to achieve career aspirations is actively encouraged, and as a result, I recently secured an internal promotion which was actively supported by my manager and the wider Baxter team.”

Quotes

Our company is enriched by a diverse population of individuals in more than 100 countries that work to solve, innovate, manufacture and drive better healthcare options for patients around the world.

Meet Andrea – after joining Baxter as a Customer Service Specialist, Andrea was promoted last year to Territory Manager.

“Baxter’s culture is one of inclusivity, respect and acceptance for one another, regardless of religious, political or sexual orientation. There is immense support that starts all the way at the top of the organization, including the creation of “Best Place to Work” for all employees.”

Meet Paula – she has been with Baxter for 17 years and works as a Sales Specialist in Ireland.

“In Baxter we are encouraged to extend our competencies and experiences through ongoing feedback, experiences and regular training. Personal development to achieve career aspirations is actively encouraged, and as a result, I recently secured an internal promotion which was actively supported by my manager and the wider Baxter team.”

Development Homecare Manager - Clinical Nutrition - Benelux

Req # JR - 026751 Location Braine-l'Alleud, Belgium Additional Locations 39 Job Category Sales Date posted 09/09/2020

Are you looking for a career that matters?

We believe every person deserves a chance for a healthy life, free from illness and full of possibility. We see a world full of healing, with viable care options available to those with limited choices today. We envision new ways of providing physicians, pharmacists and nurses with technologies that not only treat chronic diseases, but also work to prevent them. We’re looking for team members who are motivated to learn, grow and innovate, while making a meaningful difference for millions of people around the world.

Learn more about how Baxter is At the Intersection of Saving and Sustaining Lives.

Summary

The Home Care manager will be responsible for the overall development as well as high quality operations of Baxter’s Home Care activities in the Benelux area for the Parenteral Nutrition Business Unit. He/she will be in charge of developing a strategic vision as well as implementing concrete operational plans to create new business growth and improve the quality of Baxter’s Home Care services. The role requires 50% travel within the cluster and 50% field visits.

Essential Duties and Responsibilities

  • Build Baxter’s home care position by identifying, developing, and executing major development opportunities for Home parenteral Nutrition (HPN) including detailed project plan to track progress and monitor project performance.
  • Interact positively and successfully with internal and external customers, coordinate tasks and resources with internal/external teams for execution of projects.
  • Develop HPN proposal for Baxter in the Benelux, integrate the Home Care strategy in the marketing plans to ensure achievement of operating plan goals. Together with the relevant Product Managers, develop marketing campaigns & materials, and (internal & external) training sessions related to Home Care services.
  • Take overall responsibility for the Home Care operations on the ground, to guarantee quality, continuity and continuous improvement of customer services. Perform regular surveys with customers, to monitor the Home Care service’s perceived performance and adjust plans accordingly.
  • Conduct market research, monitor industry and competitors’ activity, and continuously scan for new opportunities in the Home Care market (incl., new service ideas, partnerships, alliances or acquisitions)
  • Develops access to key external stakeholders who are committed to innovation and care pathway development and leverages the relationship to ensure Baxter’s involvement in projects that supports home care position. Integrate digital health solutions into the home care offering in line with the Baxter strategy.
  • Lead business development activities including business case, request for proposal, down selection and due diligence activities. Prepare, negotiate and follow-up on 3rd party contracts related to Home Care operations.
  • Together with S&M team, shapes the tender strategy for HPN, follows up on strategy efficiency compared to competition. Prepare project proposals and develop project plan for targeted customers acting as home care subject matter expert for external stakeholders.
  • Together with the relevant Sales Managers, provide coaching and directions to the team of application specialists / sales representatives in charge of Home Care operations on the ground, and monitor quality of services.
  • Utilize PN product knowledge and consultative sales skills to identify and meet customer needs in HPN.
  • Ensure that all projects are delivered on-time, within scope and within budget, involving all relevant stakeholders and being accountable for the overall project implementation.
  • Holds accountability for Home Care-related P&L and manage the Marketing & Sales budget assigned to Home Care activities. Ensure timely and accurate financial and resources forecasting with appropriate and robust Business Case for any significant initiatives proposed.
  • Work with Baxter Regulatory / Government Affairs, Belgian authorities, customer / patient associations and KOLs, to continuously improve Price & Reimbursement conditions for Home Care therapies
  • Manage cross-functional relationships with key functions like Regulatory Affairs, Government Affairs, Medical Affairs, Supply Chain or Legal, for everything related to Home Care projects

Qualifications

  • At least 5 years’ experience with broad and seasoned business experience with demonstrated record of success in driving new product or service sales (ideally including sales and marketing management in pharma/devices industry).
  • Degree in Business and/or Consulting experience is a plus.
  • Fluent in English, Dutch and French.
  • Excellent project management skills, with a proven track record in successfully leading complex projects in a multi-functional setting.
  • Proven ability to lead and perform well in teams, and to drive business objectives across a matrix and multi-cultural organization
  • Disruptive thinker, looking for Value Creation. Thinks out of the box (partnerships, joint ventures, risk sharing cost models, new business modeling). Have a passion for exploring, locating and proposing potential business deals. Identifies barriers to change and addresses these appropriately.
  • Healthcare knowledge:
    • structures, national healthcare politics, hospital financing, reimbursement policies organization and history.
    • healthcare and medical devices commercial landscape and competition; Continuously looks for business intelligence, competitive information to develop business cases.
  • Ability to easily translate strategies into operational action plans, and to “get things done” with commitment and support from all stakeholders.
  • Influencing skills: ability to identify and influence stakeholders.
  • Ability to swiftly understand logistics, pricing, customer service and supply chain processes and objectives.
  • Business development experience is a plus.
  • Experience in developing comprehensive communication materials targeted at various levels of management as well as variety of audiences (hospital management, healthcare professionals). Excellent training and facilitation skills.
  • Analytical skills with ability to collect, organize, analyze significant amounts of diverse information, able to simplify and streamline into recommendations for decision making.
  • Can easily switch between keeping a holistic overview of systems and work processes and detailed troubleshooting when required.
  • Prospecting, relationship building, negotiation and closing skills.
  • National / regional tendering & procurement process experience.
  • Budgetary knowledge and experience (including P&L).
  • Evidence of achieving targets and getting results.
  • Works autonomously, self-starter; learns quickly.
  • A great communicator with customer orientation and strong interpersonal skills.

Reasonable Accommodations

Baxter is committed to working with and providing reasonable accommodations to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application or interview process, please send an e-mail to Americas_TTA@baxter.com and let us know the nature of your request along with your contact information.

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  • Expanding our reach to help patients and providers
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  • Providing meaningful career experiences driven by our passion to save and sustain lives

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