Territory Manager - Sales and Clinical, Acute Therapies (Quebec)

Vantive: A New Company Built On Our Legacy

Baxter is on a journey to separate our ~$5B Kidney Care segment into a standalone company. Vantive* will build on our nearly 70-year legacy in acute therapies and home and in-center dialysis to provide best-in-class care to the people we serve. We believe Vantive will not only build our leadership in the kidney care space, it will also offer meaningful work to those who join us.

At Vantive, you will become part of a community of people who are focused, courageous and don’t settle for the mediocre. Each of us are driven to help improve patients’ lives worldwide. Join us as we revolutionize kidney care and other vital organ support.

*Completion of the proposed separation of Kidney Care from Baxter into a standalone company (to be named Vantive) remains subject to the satisfaction of customary conditions.

Your Role at Baxter

THIS IS WHERE you build trust to achieve results

As a Territory Manager & Therapy Specialist for Acute Therapies, you take pride in representing Baxter and our products. You will be responsible for all commercial activities in the Acute Therapies portfolio, acting as the primary sales and clinical contact for customers in the assigned territory, Coordinates and delivers selling and training activities, working collaboratively with the field-based Service Technician(s) in the region. Works without significant direction to troubleshoots customers’ issues and address knowledge gaps to advance opportunities and therapy proficiency.  Acts as key liaison between our customers and the Baxter internal team (Customer Service, Medical, Marketing, Service, etc.).

Acute Therapies Products :

Continuous renal replacement therapy (CRRT) equipment and disposables,

Therapeutic plasma exchange (TPE) disposables,

Dialysis catheters,

Continuous fluid monitoring equipment, and disposables, and any future critical care focused innovations or products.

Your Team

We embrace opportunities to connect with the doctors and nurses that use our products every day to save and sustain lives. Observing their work, understanding their needs, and building strong partnerships are integral to our success. We're a friendly, collaborative group of people who push each other to do better every day. We find unique strategies to close deals and expand our skills by challenging ourselves and others. Whether out in the field with a partner or tackling challenges with your territory team, you always have camaraderie and support to help accomplish your goals.

What you'll be doing

Plans, organizes and manages territory and sales activities to achieve sales targets

• Subject matter expert in Baxter’s Acute Therapies products, services, programs, and therapies and provides customers relevant information and solutions using clinical tools and resources

• Collaborates closely with colleagues and assists with projects

• Works collaboratively with Marketing to collect data, identify trends and opportunities, develop strategies, and implement growth tactics

• Assists customers in policy, procedure, and protocol development

• Works in a consultative manner with customers and in collaboration with other team members to ensure customer goals are being met

• Applies product and market expertise to promote a high degree of awareness and early adoption of Baxter’s Acute Therapies products

• Effectively manages customer complaints and promotes positive relationships with customers

• Evaluates market demand and works to meet customers needs and expectations

• Executes the sales POA (Plan of Action)

• Leads contracting cycle as required and provides relevant customer information

• Effectively utilizes sales and marketing tools and organizational system

• Adaptable in ambiguous situations, including those where you do not possess all the information to answer questions

• Attends trade shows, conferences and conventions as required

• Accountable for obtaining and maintaining knowledge and skills required to train new and existing customers on products and therapies, catering to the needs of each organization

• Manages all new implementations from beginning to end, including product training and ongoing post-installation monitoring

• Available to support customers’ clinical questions

• Flexible teaching times as required (typically teach during the day, but will occasionally need to be available for evening or night shifts)

• Develops own training style to reflect adult learning principles, and adapts the approach as needed to reflect different learning styles

• Demonstrates self-confidence and the desire to teach

• Collaborates with Clinical Manager and Clinical Marketing to execute the clinical education strategy to enhance therapy adoption

• Comfortable delivering content both in person and virtually in French and English

• Grows and maintains product and therapy expertise by attending scheduled training, leveraging peers, and engaging in self-directed learning

• Utilizes digital offerings to enhance education of customers

​Customer Relationships and Territory Management:

• Accountable for building and maintaining long term relationships with key customers to develop sales opportunities, ensure clinical competency and grow the territory

• Proactively builds customer relationships, taking responsibility for their satisfaction and loyalty

• Problem solves and own customer issues in a timely manner, while ensuring that key team members are kept informed of relevant information and resolution

• Provide feedback and keep in close communication with Sales / Clinical Management and Marketing around customer needs, objections, competitive advantage levers and competitors’ activities and information

Key Call Points for Acute Therapies

• Primary: Clinicians and Administrators from Critical Care, Nephrology, Anaesthesia and Emergency departments, including physicians, program directors, nurse managers, clinical educators, bedside nurses and others as needed

• Secondary: Procurement, Pharmacy, Hospital Administration, Group Purchasing Organizations

Timely and efficient completion of administrative tasks:

• Salesforce.com (Boost) to document customer information, track opportunities, forecast required products and collect data

• Expense reports, internal and external communication, conferences etc.

• Market intelligence: market surveys, communicate competitor intelligence

• Participate in yearly customer survey exercise for all accounts and work closely with Marketing on select projects requiring field input

• Completion of accurate monthly forecasting, call planning, and territory reviews.

• Partaking in special projects as required.

Delivers training and education to customers to ensure therapy proficiency

What you'll bring

• Bachelor’s Degree in Nursing

• 3+ years of hospital work experience in Critical Care

• Field-based, with up to 75% traveling time (including local same-day travel)

• Expertise and product/therapy knowledge (dialysis, CRRT, fluid monitoring)

• Excellent analytical skills in relation to budget and cost management

• 2+ years in Sales preferred

#LI-BT1

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.

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