Senior Account Specialist - Acute

Job Summary:

• Achieving sales and product mix targets through delivering high performance sales execution. This involves effective Key Account management skills handling multiple products and stakeholders. The person will be responsible for accounts or territory management such as new account development and/or growing existing accounts within an established territory area and product line.

• Build and maintain relationships with the key decision makers and HCPs in the assigned accounts.

Essential Duties and Responsibilities.:

• Achieve sales quotas through the direct sale of the company’s products or services. Identifies key contract stakeholders.

• Demonstrates ability to engage the customer in the account planning and solution development process and work collaboratively to identify and present value-based solutions. 

• Ability to drive commitments, identify and document product utilization programs and develop customized solutions. 

• Skilled in the areas of funnel management and proven negotiation skills Identify and call on existing and prospective customers to understand and meet customers’ needs through targeted selling.

• Apply therapy and/or product knowledge to differentiates Baxter products vs. competitors and address questions on products or therapies and/or provide product demonstrations. Monitor and deliver monthly sales against forecast/plan and participate in the determination of market potential for the territory

• Proactively seek new business opportunities to secure sales.

• Build credibility and trust with customers. Keep up-to-date industry knowledge and monitor competitor activity to understand and maintain competitive positioning.

• Support and participate in major marketing initiatives e.g. exhibitions, symposiums, promotional campaigns etc.

• Help in driving key program/activities to drive awareness and adoption of Baxter products and therapies

• Provide feedback to immediate supervisor and marketing personnel of customer needs and behaviors as well as pricing changes or recommend financially sound proposals/tenders & reach win-win agreement.

• Work closely with customer service and operations to ensure high levels of customer satisfaction. Uncompromising commitment to adhering to Baxter’s Code of Conduct and promotes the Baxter Culture through positive, ongoing relationships and activities.

Required Qualification, Skillsets and Experience

• Diploma or Degree in nursing, engineering, science, pharmacy or equivalent preferable.

• 3-5 years of experience in managing hospital accounts and solutions selling. Able to manage territory/region independently.

• Experience in tender management: Demonstrated ability to map key stakeholders/customers that influence tenders and map out effective strategies to influence tenders through ethical & clinical discussions/activities.

• Demonstrated a track record of consistent performance delivering high quality sales effort and target achievement.

• Planning and Prioritizing: Ability to create short term and long-term engagement and communication plans across multiple stakeholders within an account to drive organizational objectives.

• Accepts personal responsibility; self-motivated, demonstrates ownership for achieving results; consistently meets or exceeds goals; operates in accordance with Baxter’s global business practice standards; understands and promotes compliance with Baxter policy and legal obligations.

• Willingness to be on 24/7 standby mode for 7 days per month via phone hotline.