Connected Care Strategic Account Manager - France & Benelux

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.

The Connected Care Strategic Account Manager coordinates the One Baxter activity for all Connected Care initiatives across the different divisions in the strategic accounts.

The responsibility of the Connected Care Strategic Account Manager is to develop productive relationships with hospital stakeholders including business users, management, and c-suite in order to understand and shape the digital roadmap of the hospital, and execute upon account specific digital priorities and strategies.

He / She is the single point of contact for hospital management and committees when it comes to digital health and connected care. The Connected Care Account Manager contributes to harmonize and prioritize connectivity sales efforts across all Baxter businesses and develop specific talking points relative to digital health with buying organizations.

You will play a key role to drive and execute the go-to-market strategy of Baxter‘s digital health portfolio, including:

• MARKET DEVELOPMENT: You will work closely with government affairs and market access to share insights on policy trends, market dynamics, and funding mechanisms in order to inform our digital health tactic at hospital level. You are the primary point of contact of the C-Suite in the Strategic Accounts where you support and drive the local digital roadmap.
• DIGITAL HEALTH PRIORITIZATION: You will play an important role as change agent and strategic gatekeeper to support the sales teams prioritize and sequence digital health initiatives in the targeted strategic accounts. You identify, analyze and prioritize stakeholders for new and existing products as needed and linked to business priorities.
• PROCUREMENT: You will support the team to address tenders strategically, aligning the value of the digital health initiative with the hospital digital health roadmap. You provide input around the health technology assessment landscape to support launches of digital health solutions.

Role Responsibilities

• You will achieve financial targets and related objectives to ensure the success of the digital health applications (Voalte) in the geographical area of responsibility.
• You play a strong supporting role in achieving the financial targets of the divisions in the geographical area of responsibility from a contracting and strategic Digital Health perspective. This is to be achieved as a result of shared responsibility with the sales teams in the divisions.
• You proactively propose strategies ahead of contracting deadlines to optimize business opportunities.
• You coordinate creation of and own the digital health account plan. You coordinate the “account team” from a Connected Care Key Account Management perspective (not as a hierarchical people manager) and lead the regional commercial meetings that include at a minimum the Clinical Sales Representatives and the Connectivity Specialists of the relevant divisions in the specific region of responsibility and where necessary includes other members.
• You orchestrate and monitor the execution of the plan through self and others.
• You research and deeply understand the digital roadmap and digital partners of our customers. You understand the vision, financials and objectives of the hospital. You understand and own the relationship with the DMU of the hospital.
• You gather intelligence and record it in the commercial model to optimize future planning. You closely monitor and report competitive activities at sales area level and feed this back to relevant internal stakeholders such as marketing, product owner etc.
• As agent of change, you incorporate in your daily routines activities to promote regional change initiatives, coordinate active knowledge sharing between the sales teams and the connected care teams to surface new improvement ideas and facilitate joint problem solving.
• You will build collaborative partnerships with key internal stakeholders such as Market Access, Medical Affairs, Strategic Alliances, product owners and Digital Service to support solutions that require cross-department collaboration in both sales and delivery.

Skills and Experience

• 10 years of experience with Digital Health Solutions in Sales, National Accounts, and Bids procedure.
• Proven ability to engage with and develop trust-based relationships with C-Suites at hospital level. Strong facilitation and negotiation skills - must be able to effectively communicate with senior-level managers and executives in order to bring together stakeholders with conflicting points of view.
• Evidence of achieving targets and getting results. Track record in planning, running projects, and delivering on objectives.
• Prospecting, relationship building, negotiation, and closing skills. Passion for exploring, locating, and proposing new business deals and commercial models. Identifies barriers to change and addresses these appropriately.
• Exceptional interpersonal, communication, and organizational skills with proven experience in developing clear, concise, and persuasive materials.
• Ability to easily switch between keeping a holistic overview of market dynamics and detailed troubleshooting when required.
• Ability to manage a matrixed environment and to exert influence without hardline authority.
• Budgetary knowledge and experience (including P&L).
• In-depth knowledge of national healthcare, political decision-making process, and funding mechanisms.
• Fluent in English and French.
• Fluent in Dutch is preferable.