Capital Equipment Account Manager – Patient Support System

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

📋 Description

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

• Drive growth in market share through strategies aimed at competitor displacement and conversion.

• Focus on significant capital replacement programs, including acute bed replacement projects, specialist therapy surface opportunities, and safe patient handling initiatives.

• Create and implement territory business plans to meet and exceed sales and profitability objectives.

• Prioritize strategic growth opportunities within key accounts in London and targeted NHS Trusts.

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

• Manage intricate capital sales cycles that involve multiple stakeholders and procurement routes.

• Develop business cases that align with clinical, operational, and financial goals of customers.

• Negotiate commercial agreements to safeguard profitability while delivering customer value.

• Navigate NHS procurement frameworks, capital planning processes, and competitive tender landscapes.

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

• Formulate account plans to maximize customer retention and discover expansion opportunities.

• Ensure that current customers gain measurable value from their investments in Baxter solutions.

• Recognize opportunities for up-selling and cross-selling complementary Baxter offerings.

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

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

• Leverage data and insights to refine local sales tactics and enhance performance.

• Collaborate across functions with therapy, medical, and marketing teams.

• Utilize 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 field, or equivalent experience.

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

• A proven track record of selling within NHS acute care environments.

• Demonstrated success in securing large-scale capital equipment projects and managing complex sales cycles.

• Must reside within the territory.

• Strong hunter mentality with a proven track record of identifying and capturing new business opportunities.

• Exceptional negotiation, communication, and presentation skills.

• Experience leading complex multi-stakeholder sales initiatives.

• Strong commercial acumen and financial insight.

• Ability to create compelling value-based business cases.

• Skilled in influencing senior clinical and executive stakeholders.

• Expertise in strategic account planning and territory management.

• Strong analytical and problem-solving abilities.

• Highly organized with the capability to manage multiple opportunities concurrently.

• 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).