Sr. Executive, Territory Business Manager, Acute Care (Northeast Region)

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. 

Your Role at Baxter

THIS IS WHERE you build trust to achieve results

As a Sr. Executive, TBM for Acute Care, you take pride in representing Baxter and our products. Your keen understanding of our deep portfolio of products and belief in the value and quality they provide to patients fuels your confidence. Our customers trust you and appreciate your knowledge and curiosity when finding solutions to meet their needs. You enjoy being on location, building relationships, and establishing trust with the doctors and nurses who use Baxter solutions every day.

The Acute Care Sales Specialist drives the sales of the Volara System,Vest 205 and Life2000 NIV in their assigned geography with focus on coordinating efforts across the external sales organization for capital opportunities and pull-through of associated disposables. This individual is the single point of contact for internal and external key customers to support the adoption of our devices within acute care facilities. In addition, the Acute Care Specialist will own and quarterback the lead in driving select priority accounts within large accounts/system-wide opportunities.

This role will provide overall strategic leadership and expertise related to healthcare system and IDN based opportunities, including oversight of pricing strategy and contracting. This position will also team with other local Baxter counterparts to develop and implement a comprehensive sales strategy for all Baxter respiratory health products and programs within the assigned territory and account base. Ultimately the TBM will coordinate customer support with clinical specialist team to assure customers are supported with expertise in clinical applications and an in-depth technical understanding of product application and highlighting impact on patient outcomes.

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 positive relationships are integral to our success.

What you'll be doing

• You are responsible for strategy, planning and execution of business development activities to expand our business within key accounts in collaboration with the external sales organization to meet defined sales quota and metrics for assigned geography.

• Coordinate account engagement activities (product evaluations, in-services, sales calls, etc.) across external sales organization and act as a central communication point to ensure efficient and effective information flow.

• Implement account management model and find opportunities for best-in-class engagement with external sales organization to help identify key customers within a facility to drive top-down demand.

• Drive the generation of new sales across the Acute Care continuum to health care providers accepting a solutions sell proposition. This includes selling multiple products that the Acute Care Sales Specialist must understand in terms of a detailed functionality and benefit offering of each product line, how each product is best applied to meet customer needs, benefits the products will provide to both the patient and care givers, and an ability to articulate an economic benefit for the hospital.

• Ability to define overall territory strategy on an annual basis to drive sales growth.

• Conduct negotiations with the decision makers across the customer organization to consistently keep the sales process fluid and ultimately finalize / close sales.

• Supervise the installation of new products once they are delivered to the customers to ensure the products have been installed, basic training has been provided, and follow-up to ensure customers are satisfied.

What you'll bring

• A bachelor's degree or MBA is preferred, or at least 5 to 8+ years of confirmed experience as a top- level sales performer in the medical device or healthcare industry.

• Proven track record to influence external counterpart, peer counterparts, and cross-functional partners.

• In-depth acute care medical device sales experience required with strong understanding of a solutions based selling process preferred selling into accounts that can produce large sales volumes and / or market share growth.

• Strong analytical skills to optimally supervise sales activity, develop sales plans, understand local market and competitive trends, and complete the analysis of sales deals.

• Effective influence skills – adept at ability to understand the needs of, and influence, personnel ranging from respiratory therapist, nurses, materials management / contracting, and C-level decision makers.

• Strong business insight to enable selling to healthcare system / IDN senior-level health care administrative personnel, structuring sales deals, negotiating contracts / pricing, and influencing final decision makers in completing pivotal agreements in the sales cycle.

• Professional demeanor and ability to develop and manage relationships at all levels with internal/external customers

• Outstanding written, verbal, and interpersonal communication and presentation skills.

• Confidence in planning and execution, navigating large organizations, and excelling in matrix environments.

• Variable travel (up to 75%), including overnight travel (up to 50%).

We understand compensation is an important factor as you consider the next step in your career.  At Baxter, we are committed to equitable pay for all our employees, and we strive to be more transparent with our pay practices.  To that end, this position has a base salary range of $68,000 to $156,000 plus a commission target. The above range represents the expected base salary range for this position.  The actual salary may vary based upon several factors including, but not limited to, relevant skills/experience, time in the role, business line, and geographic/office location.

Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment visa at this time.

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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.

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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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