Associate IDN Director, Advanced Surgery

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. 

Region Coverage: Michigan, Ohio, Indiana, Missouri, Iowa

Summary:

The Advanced Surgery Integrated Delivery Network (IDN) Associate Director is responsible for driving the area contracting and growth strategy as set by the Area Sales Director (ASD) for assigned customers.  Responsible for driving incremental value, growth, and access to decisional customers (stakeholders) through self and others. Utilizes deep product, clinical, and process excellence expertise while working in alignment with the ASD.  Responsible for meeting financial and expense goals. 

Essential Duties and Responsibilities:

• Driving sales growth at assigned customers
• Developing value based solutions and relationships with clinical, financial, operational and other key decision makers including but not limited to, perioperative managers, value analysis teams, purchasing, pharmacy and medical surgical stakeholders
• Working with ASD & Region Managers (RMs) to develop IDN growth strategies at assigned customers by negotiating contracts, developing solutions, and coordinating selling and other activities in alignment and as directed by ASD
• Supporting and delivering value mapped to key stakeholder needs and strategic imperatives as defined by the ASD
• Working collaboratively in the matrix, appropriately leveraging internal and external tools and resources, developing and following appropriate communication cadence
• Working with the ASD and the RMs to create and execute consistent quarterly business reviews (QBRs) that capture, document and maximize the cumulative value of the relationship at the assigned customers
• Contributing to the RFP/RFI proposal strategy for assigned customers and developing the win theme and build on previous success
• Understanding Baxter policies to ensure timely and rapid response to issue resolution within assigned customers
• Attending conferences as appropriate. Translating customer learnings and summarizing customer follow up activities in alignment with ASD direction
• Insuring contracting, reporting, and compliance requirements are met for assigned customers
• Working autonomously to achieve established goals while proactively communicating with management and team members by adhering to the 4 Disciplines of Execution (4DX) calls to share weekly priorities

Qualifications:

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.
• Contract Execution & Management: Proven ability to execute, manage, enforce sales contracts and achieve financial targets.  Effectively communicates complex information.
• Advanced Negotiation Skills: Maximize negotiation objectives through identification and trading of related value.  Secure agreements that allow the field sales teams to achieve financial value targets.

Education and/or Experience:

• Bachelor’s degree required
• 5 years minimum consultative and product sales experience in healthcare/medical device industry 
• Proven large account management experience with multiple clinical preference products, services and / or devices
• Proven track record of multiple years of consistent sales objective achievement in a matrix environment
• Proven and disciplined use of sales process and pipeline management
• At least 50% travel is required and may involve visits to remote or urban areas either individually or with other personnel

#LI-CH1

The successful candidate for this job may be required to verify that he or she has been vaccinated against COVID-19, subject to reasonable accommodations for individuals with medical conditions or religious beliefs that prevent vaccination, and in accordance with applicable law.

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

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