IDN Associate Director, Advanced Surgery

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

THIS IS WHERE you build trust to achieve results

As an IDN Associate Director, you take pride in representing Baxter and our products. Your keen understanding of our deep portfolio of Advanced Surgical 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 with our sales leaders and establishing trust with the doctors and nurses who use Baxter solutions every day.

As a leader on the Advanced Surgery team, you will be responsible for developing contracting strategy within the Northeast/Mid-Atlantic US to meet business objectives. You will maintain and develop key strategic IDN & GPO relationships and collaborate with cross-functional and cross-business partners to develop innovative and compliant solutions to build value for our customers. The insights and feedback you share with our Regional Managers (RMs) and Area Sales Directors (ASDs) to implement strategy, secure business, generate incremental opportunities and meet margin requirements is pivotal to the region. Are you ready to be a sales leader on our Advanced Surgery team?!

Region Coverage: Northeast & Mid-Atlantic states

What you'll be doing:

• Developing value based solutions and relationships with clinical, financial, operational and other key decision makers including but not limited to, perioperative managers, value analysis teams, purchasing, pharmacy and medical surgical stakeholders
• Partnering with ASD & RMs to develop IDN growth strategies at assigned customers by negotiating contracts, developing solutions, and coordinating selling and other activities in alignment and as directed by ASD
• Working collaboratively in the matrix, appropriately leveraging internal and external tools and resources, developing and following appropriate communication cadence
• Working with the ASD and the RMs to create and execute consistent quarterly business reviews (QBRs) that capture, document and maximize the cumulative value of the relationship at the assigned customers
• Contributing to the RFP/RFI proposal strategy for assigned customers and developing the win theme and build on previous success
• Understanding Baxter policies to ensure timely and rapid response to issue resolution within assigned customers
• Attending conferences as appropriate. Translating customer learnings and summarizing customer follow up activities in alignment with ASD direction
• Insuring contracting, reporting, and compliance requirements are met for assigned customers

What you'll bring:

• Bachelor’s degree required
• 5+ years of progressive healthcare sales and contracting experience with proven success in leading multi-year complex sales and contract negotiation processes
• Knowledge of business drivers, clinical applications, and value proposition for all products within the Baxter portfolio. Strong understanding of the healthcare industry and can anticipate the impact of emerging market trends on customers
• Excellent customer orientation, relationship development and interpersonal skills. Must have executive presence, negotiation skills and exceptional written and verbal communication ability
• Strong project and sales leadership skills to lead multiple high-priority projects with multiple partners (internal and external) in a fast-paced environment. Proven financial and strategic competence.
• At least 50% travel is required and may involve visits to remote or urban areas either individually or with other personnel

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 $152,000 - $209