Area Sales Director – Emerging Therapies

Check out the role overview below If you are confident you have got the right skills and experience, apply today.

Vantive : A New Company Built On Our Legacy

Baxter is on a journey to separate our $5B Kidney Care segment into a standalone company. Vantive* will build on our nearly 70-year legacy in acute therapies and home and in-center dialysis to provide best-in-class care to the people we serve.

We believe Vantive will not only build our leadership in the kidney care space, it will also offer meaningful work to those who join us.

At Vantive, you will become part of a community of people who are focused, courageous and don’t settle for the mediocre. Each of us are driven to help improve patients’ lives worldwide.

Join us as we revolutionize kidney care and other vital organ support.

KEY RESPONSIBILITIES

• Lead the field-based execution of the US Acute Emerging Therapies (Sepsis, CO2 removal etc.) launch and growth strategy in partnership with Marketing, Medical Affairs, and shared commercial support functions.
• Responsible for all sales activities for the Acute ET team. Ensures achievement of sales and profit targets, along with adherence to sales process requirements and sales tools utilization.
• Oversees the direction of sales and business activities. Ensure a culture across the sales organizations that align to Baxter’s cultural levers and focuses on continuous sales competencies improvement.
• Develops long and short-range sales strategies for the US Acute ET portfolio segments of the company's total geographic sales area.
• Plans, directs, and controls the sales and business activities through the translation of strategic objectives into sales plans to attain sales volume, product mix and profit objectives.
• Evaluates effectiveness of the business in achieving strategic goals, focusing on sales, professional development, customer service, and contracts.
• Oversees Clinical Sales team, including selection and development of sales personnel.
• Ensure a culture that is aligned to Baxter’s cultural levers and embraces disciplined field sales approach.
• Ensure strong partnerships are developed across the organization with key internal and external customers, partners and stakeholders.
• Partners with other stakeholders to develop, implement and monitor sales-based compensation programs. Evaluates results and modifies as necessary to ensure that employees are motivated and rewarded.
• Directs the development and administration of sales contractual agreements. Manages the negotiation process for large dollar volumes and / or group contracts.
• Implements pricing policies including quantities, terms, and conditions of sales.
• Monitors sales expense budget to ensure that expenditures are cost-effective and produce desired results.
• Assists product development team and marketing in establishing product development priorities and our strategic approach to the market place.
• Participates and contributes in analysis of sales force sizing and organizational structure.
• Provides final resolution for escalated customer demands and / or issues.
• Works closely with Acute ET team members on post-sales functions focusing on customer support and educational programs.

CRITICAL SUCCESS FACTORS

• Quota achievement
• Lead and mentor Acute ET team and build strong relationship with IDN account / clinical managers.
• Develop an in-depth understanding of the business and the US Acute ET organization and how to operate successfully within this context.
• Drive continued implementation of disciplined sales process and sales tool utilization
• Ensure attraction, development, and retention of top talent.
• Develop sales strategies and tactics that contribute to sales growth

PROFESSIONAL EXPERIENCE / QUALIFICATIONS

• Formal scientific, clinical education (Sepsis, CO2 removal, etc) and / or relevant experience with advanced degree (MD or NP) preferred
• Experienced sales leader of large multi-product sales force either pharma or medical device with 10 years sales experience with 5 in leadership preferred.
• Superb coaching and people development skills
• Demonstrated experience in creating a culture that supports Baxter’s cultural levers
• Proven ability to implement new sales model / process
• Deep understanding of therapy growth models
• Ability to supervise and mentor field-based sales and clinical specialist teams
• Capital sales management experience
• Partnership approach with marketing / strategic accts / shared functions
• Knowledge of incentive compensation programs / processes.
• Ability to work in a matrix sales organization
• Willingness to travel 50%

COMPENSATION

The estimated base salary for this position is $184,000 - $253,000 annually. The estimated range is meant to reflect an anticipated salary range for the position.

We may pay more or less than of the anticipated range based upon market data and other factors, all of which are subject to change.

Individual pay is based on upon location, skills and expertise, experience, and other relevant factors. This position may also be eligible for discretionary bonuses, commission, and / or long-term incentive.

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

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