Surgical Infrastructure Specialist, Capital Medical Equipment

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.

Your role at Baxter

THIS IS WHERE I build trust to achieve results!

As a Surgical Infrastructure Specialist, you take pride in representing Baxter and our products. Your keen understanding of our deep portfolio of products and belief in the value and quality they provide to patients fuels your confidence.

Our customers trust you and appreciate your knowledge and curiosity when finding solutions to meet their needs. You enjoy being on location, building relationships, and establishing trust with the doctors and nurses who use Baxter solutions every day.

As our primary connection to the healthcare professionals who rely on our products to save and sustain lives, you are the face and voice of our solutions.

You enjoy seeing the connections between teams and how they work together to drive business results. The insights and feedback you share with your team and to cross-functional partners help validate and inform priorities and changes.

What you'll be doing

As the Surgical Infrastructure Specialist - Medical Capital Equipment you will serve as the territory's subject matter expect and sales mentor, driving the generation of capital products within Baxter’s Surgical Solutions’ infrastructure product categories (OR lights, booms, and Helion video integration / connectivity, and consultative integrated operating room and ICU design services).

Ideal candidate will specialize in large hospital new construction and major renovation projects while working closely with individual Sales Consultants and Sales Management Teams across the region.

In addition :

Drive overall order attainment across assigned accounts : Develop and implement sales strategies that deliver comprehensive solutions to customers within the assigned region or account base to capture new accounts and enhance performance in existing accounts.

Conduct negotiations with customers to finalize sales.

• Mentor new hires and existing sales teams, including onboarding, executive sales support, education and professional development.
• Achieve sales goals across all infrastructure product categories.
• Demonstrate year-over-year backlog growth : Uncover green-field opportunities and high-dollar renovations within your assigned region.

Ensure that Baxter Surgical Solutions’ infrastructure product portfolio is specified at all early stages to drive sales orders.

Collaborate with internal sales and service partners to seamlessly serve shared accounts : Lead the efforts of sales specialists and services personnel to drive new sales, as well as, on-going customer satisfaction.

Maintain highly effective communications with specialty and industry partners. Provide local support for strategic Enterprise Accounts Team initiatives across major IDNs.

Coordinate customer sales support activities across assigned accounts : Lead customer business reviews and architectural drawing discussions.

Must be adept at presenting infrastructure products to a diverse audience including Administrators, Surgeons, Biomedical Engineers, Architects and Equipment Planners.

Coordinate Customer Experience Center and service Center visits, as appropriate.

• Ensure post-sales customer satisfaction and maximize perceived ROI and proactively conduct customer business reviews.
• Oversee the installation of new products and provide basic training and follow-up to ensure customers are satisfied and realize the intended benefits of the partnership with Baxter.
• Maintain industry and product knowledge.
• Serve as product-specific expert within the infrastructure space : Driving accuracy and competitively feature based quotes.

Deliver on infrastructure strategic initiatives within given region.

• Information management : Filter appropriate and pertinent feedback to marketing and R&D.
• Primary owner of RFP responses involving large infrastructure deals. Plan, coordinate, and deliver mock room presentations.

Territory : Northeastern US. Candidates must reside in the Northeast AND be located near a major airport with easy access to the territory.

What you'll bring

• Bachelor’s degree from a 4-year accredited university
• Minimum 5 years of experience selling in the health care field; Durable Medical Equipment required
• Experience in hospital new construction and major renovation projects required.
• Proven track-record in medical capital equipment sales and sales management. Expertise in developing winning strategies for large, complex sales opportunities involving major capital equipment across the hospital.
• Strong collaboration and communication skills
• Strong analytical skills - able to effectively track sales activity, develop sales plans, understand local market and competitive trends and complete the analysis of sales deals
• Strong business acumen able to understand customer economic drivers, structure sales deals, reach pivotal agreements within the sales cycle
• Effective influencing skills ability to understand the needs of, and influence, personnel ranging from nurses to C-level decision makers
• Variable travel throughout region up to 75% - 100% of work week
30+ days ago