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Account Manager - West Midlands

Req #: JR - 068175 Location United Kingdom (Remote) Job Category: Sales Date Posted: 07/05/2022

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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Account Manager - West Midlands

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.

JOB SUMMARY:

This role is responsible for representing, developing and expanding the Front-Line Care business in an assigned territory by planning sales directly to hospitals to expand the medical device diagnostic business and marketing strategies, technical, pre- and post-sales support. You will also be promoting products and services to the medical profession including, non-clinical buyers, meeting or exceeding sales/ margin targets, and conveying the Hillrom quality message through all interactions.

In this role, you will demonstrate the ability to sell a broad and complex product line with focus on high value capital equipment, i.e. connected and stand-alone monitors, cardiopulmonary. This role will sell into public and private hospitals and will call primarily upon, but not exclusively to, Accident & Emergency (A & E), and General Medical / Surgical wards.

As a collaborator, you must be comfortable in bringing in systems or product specialists to present a complete solution to customers. While you will focus on Key Accounts designed to build long term business, you will also, based on your territory knowledge, be able to identify, respond to and close short-term opportunities. You will be customer focused and have a strong grasp on local opportunities, channels and challenges as they relate to the medical diagnostic industry.

The ideal candidate for this role is someone who shows enthusiasm, hungry for success, ambitious, committed to taking market share from the competition, has a positive “can do” attitude and sales knowledge which will aid you in developing contacts, allowing you to introduce new products and work successfully with marketing to develop promotional strategies.

The role would benefit from someone with good knowledge of what it takes to succeed in the medical sales environment, with an understanding of solution selling, an appreciation for the complex medical market and is naturally curious about the trends and initiatives being seen across the UK.

In addition to opportunities to improve healthcare around the world Hillrom provides the culture, reward, challenge, and growth you would expect from a world-class company of motivated, friendly people.

ESSENTIAL DUTIES AND RESPONSIBILITIES: – Other duties may be assigned:

  • Deliver annual sales revenue target for your territory
  • Prepare and execute an annual territory business plan, using available analytical tools, to derive maximum sales and market penetration. Plan may include focus products goals, dealer activities, and MBO’s
  • Develop and maintain complete understanding of Hillrom products - features, functionality, pricing, warranty and all other attributes
  • Develop working relationships with staff from other functions (i.e. Marketing, Engineering)


  • Coordinate and deliver training to facilitate the introduction, implementation and rollouts of new products throughout the territory, direct with end-users in accounts utilizing the various supporting resources available where appropriate, i.e. trainer/clinical team/connectivity BDS/ thermometry BDS/teammates.
  • Manage key accounts in the territory. Must develop and maintain relationships with all key stake holders, ensuring business and sales strategies are defined and executed; and delivers support to same; establishes specific, measurable financial and non-financial desired outcomes for each key account.
  • Ensure service value proposition is presented to and understood by territory customers; engages or directs Service partners as required to secure new or recurring business
  • Stay engaged with peer(s) to understand and exploit new and existing business in territory; follows-up on opportunities identified by peer, and informs peer of same (strives for a “win-win” for all parties)
  • Complete administrative aspects of role (expense reporting, response to Email/voice mail, etc.) on a thorough and timely basis; adheres to company policy on pricing, free goods, phone use, etc.
  • Utilize Business Intelligence tools to assess and maximize opportunities by product and customer. 
  • Utilize the CRM system, manages leads and opportunities within their territory and provides the company with relevant market information prospective customers, competitive activity, etc.).
  • Undertake projects from time to time as may be requested by the Manager or other members of the sales management team

REPORTING STRUCTURE

  • Lateral Peers: Account Managers and Business Development Managers


EDUCATION AND EXPERIENCE:

  • 2- 4 years sales experience in the medical device or related industry
  • Established record of delivering sales goals or quotas (several years at or above quota)
  • Proven ability to sell capital equipment
  • Demonstrated selling skills in a direct sales environment
  • Comfortable with different types of selling styles and processes (e.g. stand-alone product and connected systems).

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.

068175

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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