Health System Executive

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.

Health Systems Executive Role Description:

The Enterprise Corporate Accounts (ECA) Health Systems Executive is a leadership role responsible for growing revenue and developing strategic customer relationships in collaboration with the Field Sales Organization in the US market with the top 120 health systems for Baxter's businesses, including Healthcare Systems and Technologies which includes Patient Support Systems, Front Line Care and Global Surgical Solutions; Medical Products Technologies which includes Hospital Products and Advanced Surgery; and Pharmaceuticals.

This role is a leadership position responsible for direct account strategy inclusive of growth and retention strategies within approximately 5 - 6 national (multi-state) or regionally based health systems to increase acceptance of Baxter's portfolio of products, services, and solutions. Understanding the customer's goals, objectives, and motivation and how to position our solutions is critical in this role. This position ensures that an account strategy is created and implemented, leading to improved customer satisfaction, simplification, and year-over-year revenue growth. In addition to field collaboration, this role collaborates with National Accounts to develop account business strategies.

Essential duties and responsibilities include:

• Develop and fully implement the integrated sales strategy and growth plan within the assigned health systems. Oversee a minimum of $75M in annual revenue or capital spend within the accounts assigned.
• Responsible for strategic account portfolio development, disciplined pipeline management, and execution of the integrated sales strategy to achieve revenue/margin targets.
• Achieve results in a matrixed environment to ensure alignment and collaboration with the Baxter businesses.
• Ensure positive customer experiences, value creation, retention, and growth. * Play a key leadership role in working with business verticals, Marketing, Clinical, Operations, Finance, Legal, and Field Sales teams to ensure Baxter and customer goals are met, and enterprise value propositions and strategies are fully developed, implemented, and represented in strategic IDNs.
• Ensure collaboration with field sales to achieve maximum benefits.
• Strategic lead for all local sales and order support teams at the IDN level. Strategic lead for all IDN RFPs, contracts, and pricing negotiations across businesses.
• Develop strategic account plans and metric-driven, customer-centric QBRs. * Develop and maintain relationships with key accounts, industry associations, and other clients.
• Establish and expand relationships with identified stakeholders and senior healthcare executives, enhancing market share in targeted IDN systems and member hospitals. Responsible for developing relationships with the most senior individuals within assigned accounts which may include (but not limited to): CEO, COO, CNO, CIO, VP of Supply Chain, VP Pharmacy.
• Apply a consultative approach with executives through discovery of key organizational business issues. Qualifications
• Demonstrated achievement of financial goals or strategic business objectives in a multi-faceted matrixed environment.
• Excellent executive presentation, written and oral communication skills.
• Solid understanding of the healthcare industry and trends.
• Excellent customer orientation and negotiation skills. Ability to review contractual redlines and negotiate key provisions.
• Ability to organize, manage, and coordinate resources.
• Success leading multi - year complex sales and contract negotiation processes.
• Demonstrated ability to lead and facilitate change.
• Effective relationship development and interpersonal skills.
• Must have strong sales management abilities, strategic planning skills, financial acumen, and analytical skills.
• 8 - 10 years of progressive Healthcare sales experience.
• 50% Travel required.
• MBA preferred, but not required. Bachelor's degree required with a focus on business, healthcare, marketing, or finance.
• Prior executive suite selling experience with proven results.

Essential skills and considerations specific to the role:

• Knowledge of business drivers, clinical applications, and value propositions for all products within the Baxter portfolio (all businesses).
• Ability to manage fast-paced environment, respond accurately and quickly.
• Strong project management skills needed to lead multiple high-priority projects with multiple stakeholders (internal and external)
• Strong organization and communication skills; need to ensure that all internal teams are aware and aligned across all projects within assigned IDNs
• Ability to identify and use Baxter's internal resources - people and tools.
• Ability to align with and influence/motivate sales teams within Baxter with a ONE Baxter approach; be a steward of all businesses
• Consistent high-performing sales professional recognized for exceeding budget / quota (Sales Awards, Recognitions)
• Demonstrates ability to collaborate across business units. Strong understanding of industry and demonstrated knowledge/capabilities in the areas of clinical operations, financial analysis, business administration, legal and ethical practices, marketing, and sales
• Demonstrated ability to think strategically and lead in a complex matrix environment
• Strong ability to work cross-functionally and foster a team environment
• Consultative and results-oriented approach.
• Excellent planning, organizing, and leadership skills.
• Proven ability to develop and lead high-performance teams
• Excellent verbal, written, and executive presentation skills
• Strong customer orientation with negotiation skills
• Demonstrated ability to facilitate change
• Ability to close integrated proposals
• Evidence of continued personal and professional growth and development
• Experienced leader in defining and developing business or markets
• Experience in growing revenues in mature and declining market segments
• Previous Strategic Account Experience
• Proven 360-degree influencing skills
• Innate ability to form C-Suite and executive relationships and contacts
• Confirmed ability to operate in a complex environment and work effectively with sales, sales management, marketing, and customers
• Ability to understand market trending
• Ability to rapidly acclimate to change, embrace and identify new opportunities
• Full P&L responsibility and/or significant revenue and cost management experience preferred.

Other skills needed include:

• Self-awareness and Organizational Awareness
• Results-driven
• Adaptability/Flexibility
• Problem Assessment and Resolution Skills
• Communication/Oral & Written
• Decision Making/Decisiveness
• Initiative
• Integrity
• Organizational Awareness
• Persuasiveness/Sales Ability
• Planning & Organizing
• Collaboration and Teamwork
• Technical/Professional Knowledge
• Visionary

US Benefits at Baxter (except for Puerto Rico)

This is where your well-being matters. Baxter offers comprehensive compensation and benefits packages for eligible roles. Our health and well-being benefits include medical and dental coverage that start on day one, as well as insurance coverage for basic life, accident, short-term and long-term disability, and business travel accident insurance. Financial and retirement benefits include the Employee Stock Purchase Plan (ESPP), with the ability to purchase company stock at a discount, and the 401(k) Retirement Savings Plan (RSP), with options for employee contributions and company matching. We also offer Flexible Spending Accounts, educational assistance programs, and time-off benefits such as paid holidays, paid time off ranging from 20 to 35 days based on length of service, family and medical leaves of absence, and paid parental leave. Additional benefits include commuting benefits, the Employee Discount Program, the Employee Assistance Program (EAP), and childcare benefits. Join us and enjoy the competitive compensation and benefits we offer to our employees.For additional information regarding Baxter US Benefits, please speak with your recruiter or visit our Benefits site: Benefits | Baxter

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.

Know Your Rights: Workplace Discrimination is Illegal

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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