[Hiring] Med/Surg Account Manager @Baxter International Inc.

Role Description

Baxter International Inc. is a global leader in healthcare, dedicated to saving and sustaining lives through innovative medical products and technologies. We are seeking a dynamic and enthusiastic Account Manager to protect and grow existing customer relationships, identify new business opportunities, and drive revenue growth for an assigned territory within the Welch Allyn and Hillrom product groups. The role has a heavy focus on driving customer retention, expanding device connectivity into Electronic Patient Record (EPR) systems, and positioning Baxter’s connected care solutions against increasingly commoditized competitors.

Success will be achieved through:

• Strong account management
• Strategic stakeholder engagement
• Identification of clinical and operational challenges
• Delivery of solutions that improve patient safety, workflow efficiency, and digital transformation objectives

Key Responsibilities

• Account Management & Installed Base Development:
  • Maintain and grow the existing installed base of Welch Allyn low-acuity vital signs solutions.
  • Develop and execute strategic account plans focused on customer retention, expansion, and long-term partnership growth.
  • Identify risks within the installed base, including competitive displacement threats, and develop mitigation strategies.
  • Ensure customers realize maximum value from existing investments through optimization, training, connectivity, and workflow improvements.
• Business Development:
  • Identify and pursue new business opportunities within low-acuity monitoring and connected care environments.
  • Drive growth through both expansion of existing accounts and conversion of competitor-held business.
  • Develop and execute territory sales plans aligned to revenue, connectivity, and retention objectives.
  • Position Baxter solutions as an enabler of digital healthcare transformation rather than solely a medical device purchase.
• Sales:
  • Manage the entire sales process from opportunity identification through to implementation and post-sale adoption.
  • Conduct value-based selling by identifying customer challenges and aligning Baxter solutions to clinical, operational, and financial outcomes.
  • Lead complex sales opportunities involving multiple stakeholders and decision makers.
• Customer Relationship Management:
  • Build and maintain strong relationships with clinical operational, technical, and procurement stakeholders.
  • Develop executive-level relationships across key accounts.
  • Understand customer priorities and proactively identify opportunities to support initiatives such as:
    • Patient deterioration management
    • Vital signs automation
    • Digital ward initiatives
  • Promote broader Baxter solutions around the patient care environment where appropriate.
• Data Analysis and Reporting:
  • Analyse account performance, sales data, and market intelligence to identify growth opportunities.
  • Use insights to adapt territory strategies and maximise performance.
  • Maintain accurate forecasts and provide regular business updates.
• Collaboration:
  • Work cross-functionally with therapy, medical, and marketing to enhance the customer experience and identify challenges being solved.
• CRM & Funnel Management:
  • Utilize CRM tools to build and track funnel, record customer interactions and engagement levels ensuring personalized follow-up and support.

Qualifications

• Bachelor’s degree in Marketing, Business Administration, or a related field or equivalent experience.
• Minimum of 5 years experience within the medical device field – proven track record selling to the NHS.
• Experience managing complex sales cycles involving multiple stakeholders.
• Experience with digital healthcare, medical device connectivity, or EPR integration is highly desirable.
• Must live on territory.

Requirements

• Exceptional relationship-building and stakeholder management skills.
• Strong commercial awareness and business acumen.
• Excellent communication, presentation, and negotiation skills.
• Ability to sell value-based solutions in highly competitive markets.
• Strong understanding of NHS structures, procurement frameworks, and decision-making processes.
• Demonstrated ability to manage complex opportunities and long sales cycles.
• Analytical mindset with the ability to utilize data to influence decisions and drive growth.
• Highly organized with effective territory and time management skills.
• Ability to work independently while collaborating effectively within a cross-functional environment.
• Proficiency with CRM systems and sales planning tools.

Benefits

• Professional development opportunities
• Pension
• High importance placed on work-life balance
• 25 days annual leave (increasing with service)