Summary

The Enterprise Corporate Accounts (ECA) organization 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 Care and Connectivity Solutions (CCS), which includes Patient Support Systems (PSS) and Global Surgical Services (GSS); Infusion Therapies & Technologies which includes Pharmaceuticals; Advanced Surgery; and Front Line Care (FLC).

The Health Systems Executive – HCA Lead, Enterprise Corporate Accounts, is a leadership role responsible for HCA’s strategy inclusive of growth and retention strategies 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 involves collaborating across the various divisions to develop account business strategies. The role also has direct reports who will support HCA and other regional health systems.

Essential duties and responsibilities include:

• Develop and fully execute the integrated sales strategy and growth plan within the assigned health systems
• 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 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.
• Utilize a consultative approach with executives by discovering key organizational business issues.
• Manage and develop direct reports, providing coaching, performance feedback, and career development to drive team effectiveness and results.

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.
• Demonstrated ability to lead and facilitate change.
• Effective relationship development and interpersonal skills.
• Must have strong sales management abilities, strategic planning, financial acumen, and analytical skills.
• 8 - 10 years of progressive Healthcare sales experience.
• 50% Travel required.
• MBA preferred but not required.  A bachelor’s degree is required with a focus on business, healthcare, marketing, or finance. 
• Prior executive suite selling experience with proven results. 

Essential skillsets and considerations specific to the Health Systems Executive, Enterprise Corporate Accounts Position: 

• Knowledge of business drivers, clinical applications, and value propositions for all products within the Baxter portfolio (all businesses)
• Ability to manage a fast-paced environment, respond accurately and quickly
• Strong project management skills needed to lead multiple high-priority projects with various 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 leverage Baxter’s internal resources – people and tools
• Ability to align with and influence/motivate sales teams within Baxter with a ONE Baxter mindset; 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 and 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, preferably with HCA
• Proven 360-degree influencing skills
• Innate ability to form C-Suite and executive relationships and contacts
• Confirmed ability to operate in a matrixed 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

We understand compensation is an important factor as you consider the next step in your career. At Baxter, we are committed to equitable pay for all employees, and we strive to be more transparent with our pay practices. The estimated base salary for this position is $224,000 - $308,000 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. For questions about this, our pay philosophy, and available benefits, please speak to the recruiter if you decide to apply and are selected for an interview.

Baxter is committed to supporting the needs for flexibility in the workplace. We do so through our flexible workplace policy which includes a required minimum number of days a week onsite. This policy provides the benefits of connecting and collaborating in-person in support of our Mission. The flexible workplace policy is subject to local laws and legal requirements. At its discretion, Baxter may decide to adjust, suspend, or discontinue as business needs change.

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: