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Key Account Executive

Req #: JR - 069591 Location Ciudad de México, Ciudad de México, México Job Category: Sales Date Posted: 05/25/2022

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.

  • Support for Parents

  • Continuing Education/
    Professional Development

  • Employee Health &
    Well-Being Benefits

  • Paid Time Off

  • 2 Days a Year to Volunteer

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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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Key Account Executive

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.

Objetivo principal del puesto:
• Alcanzar los objetivos de ventas y agotamientos de contratos del territorio y clientes asignados, por cada línea de producto, efectuando las gestiones y/o negociaciones que se requieran

Principales Actividades y Responsabilidades:
• Cumplir los objetivos de venta mensuales, trimestrales y anuales conforme al presupuesto por línea de negocio
• Trabajo colaborativo con los especialistas de terapia, para asegurar la generación de demanda y agotamientos de contratos
• Responsable del manejo y reportaje de información de su territorio (inventarios disponibles de producto, actividades de la competencia, precios, ventas por cliente, potenciales, etc)
• Como dueño de las cuentas asignadas en su territorio, es responsable de coordinar los esfuerzos con las áreas de apoyo para garantizar la resolución de problemas, atención de quejas y planes correctivos
• Desarrollar relaciones en las cuentas clave asignadas que garanticen el acceso a todos los niveles
• Integra técnicas de ventas y propuesta de valor de Baxter en cada intervención para satisfacer las necesidades de clientes y lograr un mayor desarrollo comercial
• Implementar estrategias que permitan anticipar la participación en clientes clave de acuerdo a los objetivos de cada línea de negocio (servicios integrales, multianuales, multimodales, etc)
• Trabajar coordinadamente con las áreas funcionales (Supply Chain, marketing, crédito y cobranza) para asegurar el agotamiento de los contratos y minimizar back orders
• Garantizar el óptimo cumplimiento de los procesos de contratación y alta de clientes en su territorio
• Actualizar constantemente el mapa político de cada cuenta asignada, identificando los influenciadores y decisores administrativos
• Responsable de gestionar soluciones administrativas y de negocio
• Responsable de la proyección de la demanda de cada línea de negocio en sus cuentas asignadas, en conjunto con el especialista; compartiendo esta información con el marketing execution
• Proveer información de las características y beneficios que ofrecen los productos de Baxter, al personal administrativo de los clientes
• Interfaz primaria para negociaciones de precios, de acuerdo a la estrategia de cada línea de negocio
• Formalizar un plan de trabajo en campo entre KAE y especialista de terapia
• Construir el compromiso de venta (semanal, mensual, trimestral, anual) e identificar funnel de oportunidades en conjunto con el especialista

Reuniones G2M
• Desarrollo y discusión de estrategias, iniciativas y planes de acción con los especialistas de terapia
• Promover conexión, interacción y colaboración entre miembros del equipo y áreas funcionales
• Alinear las necesidades de las cuentas con las estrategias de cada negocio
• Promover y compartir información de buenas prácticas
• Coordinar, realizar y documentar las reuniones de G2M
• Fomentar una cultura de cumplimiento de normas y prácticas de negocio éticas en la organización.
• Impulsar la implementación del programa de ética y cumplimiento y prevenir, detectar y corregir las violaciones de la ley, las políticas de Baxter y código de conducta.
• Implementar el código de conducta de Baxter, políticas y procedimientos, incluyendo, pero no limitado a la política Global de interacciones y política de terceros y apoyar a los procesos, asegurando la inducción y capacitación de empleados.
• Identificar riesgos de cumplimiento y legales de Baxter en el país / clúster.

Escolaridad:
• Licenciatura en Administración, áreas Comerciales o afines

Experiencia:
• Venta o promoción de productos y servicios del sector gobierno o privado (dispositivos médicos, industria o portafolio similar)
• 2-3 años de experiencia como Ejecutivo de Cuenta Clave o con responsabilidades similares.
• Profundo conocimiento en manejo de contratos
• Disponibilidad de horario y viajes.

Conocimientos:
• Conocimiento del mercado hospitalario e instituciones del sector salud en segmento privado.
• Elaboración, Análisis e interpretación de Presupuestos, Estudios y Análisis de mercado y financieros.
• Manejo eficiente de Office
• Inglés fluido (deseable)
• Ley de Adquisiciones, Regulaciones del Sector Salud.

#LI-GV1

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 [email protected] and let us know the nature of your request along with your contact information.

Recruitment Fraud Notice

Baxter has discovered incidents of employment scams, where fraudulent parties pose as Baxter employees, recruiters, or other agents, and engage with online job seekers in an attempt to steal personal and/or financial information. To learn how you can protect yourself, review our Recruitment Fraud Notice.

069591

Hear from Our Employees

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.”

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