Capital Equipment Account Manager – Patient Support System

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Identify, cultivate, and secure new business opportunities within Baxter's Patient Support Systems portfolio.

• Propel market share growth through strategies focused on competitor displacement and conversion.

• Target significant capital replacement initiatives, including acute bed replacement projects, specialized therapy surface opportunities, and safe patient handling programs.

• Create and implement territory business plans aimed at achieving and surpassing sales and profitability objectives.

• Focus on strategic growth prospects within key London accounts and designated NHS Trusts.

• Oversee the sales process from identifying opportunities to contract award, implementation, and post-sale support.

• Manage intricate capital sales cycles involving various stakeholders and procurement pathways.

• Construct business cases that align with clinical, operational, and financial objectives of the customer.

• Negotiate commercial agreements while safeguarding profitability and providing value to customers.

• Navigate NHS procurement frameworks, capital planning procedures, and competitive tender scenarios.

• Maintain and enhance existing Baxter customer relationships across the South East territory.

• Develop account strategies to maximize customer retention and pinpoint expansion prospects.

• Ensure current customers derive measurable benefits from Baxter investments.

• Identify opportunities to up-sell and cross-sell complementary Baxter solutions.

• Establish trusted relationships with senior clinical, operational, procurement, and executive stakeholders.

• Align Baxter solutions with customer challenges related to pressure injury prevention, safe patient handling, early mobility, clinical workflow efficiency, patient outcomes, and staff safety.

• Utilize data and insights to adjust local sales strategies and enhance performance.

• Collaborate across functions with therapy, medical, and marketing teams to improve customer experience and uncover customer challenges.

• Employ CRM tools to build and monitor the sales funnel, document customer interactions and engagement levels, and ensure personalized follow-up and support.

⛳️ Requirements

• Bachelor's degree in Marketing, Business Administration, or a related area, or equivalent experience.

• At least 5 years of successful experience in medical devices, healthcare technology, or capital equipment sales.

• Proven success in selling within NHS acute care environments.

• Demonstrated ability to secure large-scale capital equipment projects and manage complex sales cycles.

• Must reside within the designated territory.

• Strong hunter mentality with a demonstrated capacity to identify and secure new business opportunities.

• Exceptional negotiation, communication, and presentation skills.

• Experience leading complex sales opportunities involving multiple stakeholders.

• Strong commercial insight and financial acumen.

• Ability to create persuasive value-based business cases.

• Proficient in influencing senior clinical and executive stakeholders.

• Expertise in strategic account planning and territory management.

• Strong analytical and problem-solving skills.

• Highly organized, capable of managing multiple opportunities at once.

• Proficiency in CRM and sales planning tools.

• Self-motivated, resilient, and results-oriented.

🏝️ Benefits

• Opportunities for professional development.

• Pension plan.

• Strong emphasis on work-life balance.

• 25 days of annual leave, increasing with service.