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Baxter Key Account Manager in Texas

Key Account Manager

Req #:

JR - 033027

Location:

Texas (remote)

Job Category:

Sales

Date Posted:

01/14/2021

Apply

  • Overview

  • Success Profile

  • Quotes

  • Job Details

  • Influential Content

  • Rewards

  • Culture

  • Related Content

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.

  • Schedule: Full Time

  • Job Level: Experienced

  • Travel: Yes (occasional)

Back to Job Navigation (Overview)

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

Back to Job Navigation (Success)

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.”

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.”

Key Account Manager

Req #

JR - 033027

Location

Texas (remote)

Job Category

Sales

Date posted

01/14/2021

Apply

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.

Summary

: The Advanced Surgery Key Account Manager (KAM) will promote hemostasis, sealing, and tissue products in assigned geography to meet customer’s clinical and economic needs. The primary focus is to aggressively drive new sustainable sales in designated accounts and develop trusting customer relationships. Primary call points include surgeons, nurses, operating room staff, and hospital administration.

Essential Duties and Responsibilities

:

The Advanced Surgery Key Account Manager will be responsible for:

  • Identifying key thought leaders in hospitals with growth opportunity, targeting and establishing effective relationships with these influential customers including surgeons, nurses, operating room staff, and hospital administration

  • Acquiring a thorough understanding of key customer needs/ requirements, and leveraging this knowledge along with sales data, analytics, and competitor and market knowledge to develop effective sales strategies that drive product portfolio growth within their territory

  • Maintaining deep understanding on all surgical specialties and products in the portfolio, recognizing in the OR when products can be utilized, and keeping current with patient applications and product indications

  • Calling on prospective customers, providing technical product information and/or product demonstrations in the surgical suite to include: in-servicing, educational presentations, and heart labs for on label indications

  • Understanding the advanced surgery contracting process and offering suggestions to Integrated Delivery Network (IDN) Manager and Region Manager (RM) on how to strategically implement and drive new business

  • Partnering with IDN managers to ensure clinical knowledge is leveraged during contracting process, striving to create an increased demand for product

  • Successfully networking with key internal and external resources and leveraging tools, such as HEOR team, vital edge, SFDC, Hemovision, peer to peer HCP Consultants, residency training program, etc.

  • Providing feedback regarding product simplification and standardization to enhance profitability of sales line. Acting as a field advisor to non-sales functions on customer needs, internal process improvements, and competitive environment

  • Working closely and communicating with RMs, Territory Business Managers (TBM), and IDN managers with the same account responsibilities to increase penetration of products in accounts

  • Providing mentoring to other representatives on growth opportunities and sharing best practices with teammates

  • Effectively transition customer relationships to the TBM or Associate Rep (AR) once customer is on-boarded and established so that TBM or AR can maintain business

  • Working autonomously to achieve established goals while proactively communicating with management and team members by adhering to the 4 Disciplines of Execution (4DX) calls

    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

  • Sales Solution Identification & Development: 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

  • Ownership of the Business: Demonstrated ability to influence internal and external customers and bring multiple business opportunities to close. Proven ability to influence and work collaboratelively in a matrix sales organization and drive accountability and performance through others without direct authority.

    Education and/or Experience

:

  • Bachelor's degree required with 7+ years of relevant medical device/healthcare sales experience within an operating room environment

  • Must have a valid driver’s license

  • Demonstrated experience with hospital based selling in the operating room as well as experience managing a large territory

  • At least 50% travel is required and may involve visits to remote or urban areas either individually or with other personnel. Position will have an assigned geographic territory which may span several states

  • Individuals must live within the current geography or be willing to relocate to it. Familiarity with posted territory is strongly desired

    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. 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

Americas_TTA@baxter.com

and let us know the nature of your request along with your contact information.

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