US Head of Sales - Respiratory Health

Baxter International Inc. • Saint Paul, MN

2d • $248,000 - $341,000

About The Position

This is where your work makes a difference. At Baxter, we believe every person—regardless of who they are or where they are from—deserves a chance to live a healthy life. It was our founding belief in 1931 and continues to be our guiding principle. We are redefining healthcare delivery to make a greater impact today, tomorrow, and beyond. Our Baxter colleagues are united by our Mission to Save and Sustain Lives. Together, our community is driven by a culture of courage, trust, and collaboration. Every individual is empowered to take ownership and make a meaningful impact. We strive for efficient and effective operations, and we hold each other accountable for delivering exceptional results. Here, you will find more than just a job—you will find purpose and pride. Your Role at Baxter: Baxter’s Front Line Care (FLC) business unit is a leading provider in Intelligent Diagnostic, Cardiac Monitoring, Connected Monitoring & Respiratory Health solutions. Our mission is to save and sustain patient lives in all care environments. From the ICU to med-surge to primary care and to the home you will find our solutions being used to diagnose and treat patients across the globe. As the Head of Sales - you will be responsible for leading/managing the sales team located in the United States Respiratory Health business segment. You will develop/execute strategies that optimize profitability growth to the business aligned with corporate strategy. With a track record of achievement in building high performance teams and sustainable sales growth, as well as a demonstrated ability to motivate and inspire large teams, you will use your strong understanding of the US hospital and clinic markets for building and driving vision, culture, and successful attainment of corporate goals. What You’ll Be Doing: Develop and execute strategies that protect, maintain, and grow the business in both the Acute Care and Home Care markets. Responsible for meeting financial targets and driving accountability for sales performance to plan. Responsible for strategic account portfolio development pipeline management, and execution of the integrated sales strategy to achieve revenue / margin targets. Utilize qualitative and quantitative data to develop short- and long-range forecasts and plans. Provides leadership, supports, motivates, directs, and retains high-caliber staff. Build a high performing, diverse organization with a cohesive team of leaders through selection, development, motivation, coaching, counseling, and empowerment. Responsible for driving talent development, assessing talent, and developing and planning robust succession plans. Contribute to the development of sales/management training programs that enable staff to realize their full potential in delivering business targets. Ensure alignment with legal, commercial operations, marketing, reimbursement, HR, and finance. Exceed customer expectations and contribute to a high level of customer satisfaction. Develop and manage key customer relationships and participate in closing strategic opportunities. Lead and assist in developing compensation plans that are designed to meet company objectives. Drive sales territory optimization through metric-based tools. Ensure collaboration with FLC field sales to achieve maximum benefits. Ensure disciplined use across the sales organization of sales enablement and CRM tools (Salesforce.com, Seismic, MS Teams, Tableau, PowerBI, etc.) Responsible for leading the US Sales team comprised of teams focused on Acute Care and others focused on the Home Care market. Your Team: The Head of Sales - Respiratory will report to the General Manager of Respiratory Health and will be a key member of the Respiratory Health Leadership team. You will directly lead a team of 2 National Sales Leaders, 9 Region Managers and 82 field representatives. Furthermore, you’ll work closely with Marketing, Sales Training and Sales Operations, Operations, Legal, Finance, Reimbursement and HR in both a direct and matrix environment. Strong collaboration with other Baxter businesses and the Corporate IDN organization is paramount. Your Location: This is a MN-based role covering the Unites States.

Requirements

• Bachelor’s degree required; MBA preferred.
• Demonstrated medical device sales experience in leading large organizations to meet/exceed business plans.
• Minimum of 10 years relevant sales management experience, preferably in the medical sales arena. Respiratory knowledge ideal.
• High financial acumen and forecasting/analytics expertise.
• Ability to promote the Baxter Mission and Vision through positive ongoing customer relations and compliance with all company policies and procedures.
• Proven competence in effectively engaging and developing executive-level relationships and execution of strategies resulting in selection as enterprise standard.
• Effective administrator who efficiently manages time, resources, and workload.
• Comfortable leading through ambiguity and delivering results.
• Outstanding interpersonal and teamwork skills, including motivating people and leading positive change.
• Leadership experience launching and/or enhancing sales enablement and CRM tools.
• Experience selling to large IDN’s, hospitals, including emergency rooms

Responsibilities

• Develop and execute strategies that protect, maintain, and grow the business in both the Acute Care and Home Care markets.
• Responsible for meeting financial targets and driving accountability for sales performance to plan.
• Responsible for strategic account portfolio development pipeline management, and execution of the integrated sales strategy to achieve revenue / margin targets.
• Utilize qualitative and quantitative data to develop short- and long-range forecasts and plans.
• Provides leadership, supports, motivates, directs, and retains high-caliber staff.
• Build a high performing, diverse organization with a cohesive team of leaders through selection, development, motivation, coaching, counseling, and empowerment.
• Responsible for driving talent development, assessing talent, and developing and planning robust succession plans.
• Contribute to the development of sales/management training programs that enable staff to realize their full potential in delivering business targets.
• Ensure alignment with legal, commercial operations, marketing, reimbursement, HR, and finance.
• Exceed customer expectations and contribute to a high level of customer satisfaction.
• Develop and manage key customer relationships and participate in closing strategic opportunities.
• Lead and assist in developing compensation plans that are designed to meet company objectives.
• Drive sales territory optimization through metric-based tools.
• Ensure collaboration with FLC field sales to achieve maximum benefits.
• Ensure disciplined use across the sales organization of sales enablement and CRM tools (Salesforce.com, Seismic, MS Teams, Tableau, PowerBI, etc.)
• Responsible for leading the US Sales team comprised of teams focused on Acute Care and others focused on the Home Care market.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Number of Employees: 5,001-10,000 employees