Job Description

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. 

Pharmaceutical IDN Director, West

Every day, Baxter touches the lives of millions of patients and providers worldwide who rely on our essential hospital and renal products and services. You’ll find Baxter’s products and therapies on nearly every floor, in almost every hospital worldwide, in clinics and in the home. Baxter’s employees are building upon the company’s rich heritage of medical breakthroughs to advance the next generation of healthcare innovations that enable patient care. Our commitment to our mission means we are there when patients and healthcare professionals need us, during the critical moments that matter most.

The Pharma Integrated Delivery Network (I.D.N.) organization is responsible for developing and maintaining strategic customer relationships and growing business positions in collaboration with the Enterprise IDN team, Field Sales Organization in the US Region.

The Pharma IDN Sales Director is responsible for growth and retention strategies within specific Identified IDNs in the US that represent over $300m. This position ensures that value is created, the customer experience is positive, commitments are met, and mutual goals are achieved.

Essential duties and responsibilities include :

• Develop and fully execute the integrated sales strategy and growth plan within the assigned IDNs.
• Responsible for strategic account portfolio development, disciplined pipeline management and execution of the integrated sales strategy.
• Achieve results in a matrixed environment to ensure alignment and collaboration with the Enterprise IDN team.
• Ensure positive customer experiences, value creation, retention and growth.
• Play a key leadership role in working with Marketing, Clinical, Operations, Finance, Legal and  Pharma Field Sales team to ensure Baxter and customer goals are met, enterprise value propositions and strategies are fully developed, implemented and represented in strategic IDNs.
• Ensure collaboration with field sales to achieve maximum benefits and pull through of agreements.
• Develop strategic account plans and metric driven Customer centric QBRs.
• Develop and maintain relationships with key accounts, industry associations and other clients.
• Promote the Baxter Culture through positive ongoing customer relations.

Qualifications

• Demonstrated ability to achieve financial goals or strategic business objectives in a complex, matrixed environment.
• Excellent executive presentation, written and oral communication skills.
• Strong understanding of the healthcare industry and trends.
• Excellent customer orientation and negotiation skills.
• Ability to organize, manage and coordinate resources.
• Success leading multi - year complex sales and contract negotiation processes.  Ability to easily understand contract language and negotiate provisions.
• 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.
• Demonstrated leadership with cross-functional teams and ability to influence without authority.
• Strong collaboration and team-work skills.
• Extensive experience with 340B hospital sales and account management with a life sciences company and a deep understanding of the pricing and contracting process for 340B entities.
• Established c-suite relationships with key IDNs in the West Region, including but not limited to Kaiser Permanente, Banner Health, Intermountain Healthcare, Providence, Sutter Health, University of California Health, University of Washington Medicine, Cedars Sinai, and Standford Health.
• 8 or more years of progressive Healthcare sales / contracting experience.
• Up to 50% travel required.
• Bachelor’s degree required. MBA highly preferred.

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.

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.

Recruitment Fraud Notice

Baxter has discovered incidents of employment scams, where fraudulent parties pose as Baxter employees, recruiters, or other agents, and engage with online job seekers in an attempt to steal personal and/or financial information. To learn how you can protect yourself, review our Recruitment Fraud Notice .

Job Tags

Holiday work, Contract work, Temporary work, Worldwide, Flexible hours,

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