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Summary
The purpose of this role is to lead the salesforce to successfully generate product and therapy demand, develop and execute strategic sales plans, and drive the team towards success through mentoring, coaching and developing.
In addition, this individual would act as a conduit between the customer, the sales force, and marketing for the knowledge exchange of relevant clinical, economic, and environmental information. The sales manager is accountable for the execution of the go-to-market strategy and delivery of annual sales and GP targets.
Essential Duties
Coaching:
In working with the team, be a knowledgeable and valuable resource for the field team in products and therapy; proactively address any additional needs
Works with Marketing Team to identify & ensure training of the sales team to maximize their clinical, and sales knowledge, and enhance their ability to effectively promote the therapy
Coaches, develops, motivates & supports the sales team while acting as a role model as per Baxter’s 2020 Vision
Maximizes work-with and customer-facing opportunities to build a high performing team
Working cross-functionally or in collaboration with key business partners to maximize penetration of the portfolio across key strategic accounts
Effectively & successfully resolves conflicts amongst the team; appropriately escalate matters when required
Measures & manages account/territory performance metrics
Responsible for talent management (recruitment, performance management, development, etc.)
Monitors & ensures effective utilization/adherence to sales and marketing tools including Boost, opportunity management updates and WIG calls
Customer Intimacy:
Through the sales team…Understands customers’ financial strategies, measures and constraints and ensures the sales team actively seeks ways to increase their efficiency and profitabilityEstablishes and develops strong relationships with key healthcare stakeholders/decision makers in a complex selling environment from the Director level to front line hospital staffMonitors and understands customer issues and ensure all relevant business stakeholders and team members are kept informed of relevant informationResponsible for communicating and ensuring that specialists are communicating competitive intelligence through BoostExecutes the business strategy and related tactics in driving sales resultsEnhance customer loyalty and revenue generation
Works with the Head to execute strategic account plans; formulate and propose customized winning solutions; ensure alignment on strategies on a customer-by-customer basis
Acts as a conduit between the customer, sales team, marketing, and medical for knowledge exchange of relevant clinical, economic and environmental information
Business:
Ensures a high degree of awareness for all of MPT&Pharma products
Ensures continuous development of business opportunities
Shares successes/best-demonstrated practices across regions to promote cross-pollination of learning
Leads/participates in the contract resignation process of the base (secured) business
In conjunction with the Business Unit Head and Marketing, contributes to the development of short-term and long-range tactics that support the divisional sales strategies necessary to achieve sales targets, market penetration and profit goals
Implements and reviews sales operating plans, monitor performance against budget in accordance with the Business Unit plans,
Financial accountability - manages sales, GP and regional expense budgets
Provides input into budgetary and forecasting planning processes
Manages resource alignment; responsible for the planning and execution of resources and materials for local/regional conferences
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.
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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