Senior Area Business Manager

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.

Purpose of the role:

Responsible for

a. Creating the market for Adhesion Prevention

b. Driving secondary sales through product promotion in defined territory by meeting HCPs and para medical staff; Coordinating with commercial / purchase authorities and channel partners for ensuring supply and liquidation of products. Drive awareness and adoption through activations in his/her territory/accounts which would include a larger regions/states example entire South or West etc.

Responsibilities

Strategic Imperative:

Baxter’s clinically differentiated surgical care products support hemostasis, tissue sealing, reconstruction, tissue repair, intraoperative patient care and inhaled anesthesia. Our robust portfolio has been demonstrated to reduce intra- and post-operative complications, including complications that require costly blood transfusions and extend operating time. Less complications often translates into faster recovery for your patients and greater cost efficiencies

The Area Sales Manager will Drive awareness and adoption on Seprafilm amongst Healthcare professionals.

Planning

• Monthly account wise planning of secondary sales leading to primary sales for their territory/accounts
• Weekly planning for coverage, calls and activities like NEP/RTM/OT.
• Monthly/quarterly sales forecast for defined territory
• Quarterly activation planning

Execution

• Drives adherence to SFE processes :, Call average, customer coverage, working days, SME trackers, prescription tracker, secondary sales and product sampling/demonstrations
• To track all product and service quality related complaints and coordinate with National/Sales Manager/quality to ensure formal response and closure to complaints report it to PV & Quality
Competition & Market Mapping
• - Track and gather market data, no. of indicated surgeries, gather and analyze competitor activities
• P5 Implementation – Implementation of Marketing strategy and activations as per defined GTM
• Identify and drive business development initiatives in his/her current /new accounts including training and education of paramedical staff
• Ensure speedy and adequate availability of products in his/her accounts

Financial

• Achievement of monthly secondary sales target revenue numbers (SFE)

Non Financial

• Alignment to P5 plan (Segmentation and Targeting) – Deviation from MCL and account plan (WIP)
• SME development – As per defined list (WIP)
• Market Activations as per GTM (SFE)

Behavioral

• Drive for results
• Persuasive Communication
• Data analysis and Problem solving skills
• Market Orientation
• Planning and Prioritization
• People Management

Functional:

• Consultative Selling skills
• Product/Therapy/Competitor knowledge
• Strategic key account management
• Negotiation skills
• Work with marketing to drive execution of campaigns and activations.
• Govt. and Corporate account sales target
• Territory Performance
• Account planning & performance.
• Activation Plan
• Subject Matter Expert (SME) Management at account level
• Pricing decisions at account level through competition mapping

Mission Critical Collaborators:

• Sales Manager
• Marketing
• BaxSol and Corp Account Sales Team

Job Specifications:

Qualification:

B Pharma/ BSc/ Btech with Masters in Management would be add on .

Experience:

5 plus years of experience desired in a reputed pharmaceutical/ Medical device/ Healthcare companies in Sales.

Competencies:

Competencies: Strategic Perspective Effectively organizes data to identify trends, problems, and their causes.

• Systematically evaluates opportunities and targets those with the greatest potential for producing positive results with the minimum amount of risk
• Effectively articulates new and different ways of thinking and doing business
• Translates concepts and ideas into actionable plans
• Ability to resolve emerging issues using existing teams and/or an established network of expert consultants.
• Demonstrate capability for scientific, creative and strategic thinking, championing ideas for positions, and an ability to present and maintain fair-balance during scientific discussions
• Stays confident when challenged, stating the rationale for one’s viewpoint clearly while listening to and respecting others right to different opinions
• Interpersonal Skills & Influence Adapts communication style to the audience in order to be heard
• Establishes and maintains collegial peer-to-peer relationships with a wide range of external thought leaders including healthcare professionals.
• Demonstrates organizational awareness and experience working on cross functional teams
• Invests time in teamwork and developing collaborative relationships with other teams and individuals

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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