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Associate Director IDN - Advanced Surgery

Req #: JR - 049132 Location Florida, United States (Remote) Job Category: Sales Date Posted: 09/26/2021

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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Associate Director IDN - Advanced Surgery

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. 

Location to live: Florida or Georgia

Summary:

The Advanced Surgery Integrated Delivery Network (IDN) Associate Director is responsible for driving the area contracting and growth strategy as set by the Area Sales Director (ASD) for assigned customers.  Responsible for driving incremental value, growth, and access to decisional customers (stakeholders) through self and others. Utilizes deep product, clinical, and process excellence expertise while working in alignment with the ASD.  Responsible for meeting financial and expense goals. 

Essential Duties and Responsibilities:

This role will be responsible for:

  • Driving sales growth at assigned customers
  • Developing value based solutions and relationships with clinical, financial, operational and other key decision makers including but not limited to, perioperative managers, value analysis teams, purchasing, pharmacy and medical surgical stakeholders
  • Working with ASD & Region Managers (RMs) to develop IDN growth strategies at assigned customers by negotiating contracts, developing solutions, and coordinating selling and other activities in alignment and as directed by ASD
  • Supporting and delivering value mapped to key stakeholder needs and strategic imperatives as defined by the ASD
  • Working collaboratively in the matrix, appropriately leveraging internal and external tools and resources, developing and following appropriate communication cadence
  • Working with the ASD and the RMs to create and execute consistent quarterly business reviews (QBRs) that capture, document and maximize the cumulative value of the relationship at the assigned customers
  • Contributing to the RFP/RFI proposal strategy for assigned customers and developing the win theme and build on previous success
  • Understanding Baxter policies to ensure timely and rapid response to issue resolution within assigned customers
  • Attending conferences as appropriate. Translating customer learnings and summarizing customer follow up activities in alignment with ASD direction
  • Insuring contracting, reporting, and compliance requirements are met for assigned customers
  • Working autonomously to achieve established goals while proactively communicating with management and team members by adhering to the 4 Disciplines of Execution (4DX) calls to share weekly priorities

Qualifications:

Must understand, embrace and exhibit Baxter’s culture levers of Speed, Simplicity, Courage and Collaboration to help Baxter achieve a compliant and winning culture.

Must demonstrate the following sales competencies:

  • Sales Effectiveness: Takes personal accountability for achieving results and has the ability to “win” at each stage of the customer's buying process, and ultimately earn the business on the right terms and in the right timeframe. 
  • Product Expertise: Fully understands and demonstrates product features and benefits and is able to communicate this information appropriately with customers.
  • Clinical/ Therapy Knowledge: Acquires and demonstrates the ability to apply role-specific level of understanding of relevant specialty areas, therapies/surgical procedures, disease states, and clinical data with our customers.
  • Business Acumen: Understands business, industry and marketplace, including competition; strategically applies this knowledge effectively to achieve business goals.
  • Contract Execution & Management: Proven ability to execute, manage, enforce sales contracts and achieve financial targets.  Effectively communicates complex information.
  • Advanced Negotiation Skills: Maximize negotiation objectives through identification and trading of related value.  Secure agreements that allow the field sales teams to achieve financial value targets.

Education and/or Experience:

  • Bachelor’s degree required
  • 5 years minimum consultative and product sales experience in healthcare/medical device industry 
  • Proven large account management experience with multiple clinical preference products, services and / or devices
  • Proven track record of multiple years of consistent sales objective achievement in a matrix environment
  • Proven and disciplined use of sales process and pipeline management
  • At least 50% travel is required and may involve visits to remote or urban areas either individually or with other personnel

All prospective employees for this job will be required to verify that they have been fully vaccinated for COVID-19 by October 31, 2021, 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

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.

049132

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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