Pharmaceutical IDN Director, Midwest

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. 

Pharma IDN Director - National and Strategic Accounts

Description

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 Mid-America Region, including but not limited to Tenet Health, CommonSpirit Health, Mayo Clinic Health, Texas Health Resources, Baylor Scott and White Health, University of Texas Health, Methodist Health Systems and Memorial Hermann Health Systems.
• 8 or more years of progressive Healthcare sales / contracting experience.
• Up to 50% travel required.
• Bachelor’s degree required. MBA highly preferred.

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