Senior Specialist, Clinical Sales - Pennsylvania

at  Baxter

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.

WHAT YOU’LL BE DOING

The Sr Specialist, Clinical Sales functions as a professional clinical advisor within the Baxter Acute Care sales team, communicating the clinical value of Baxter solutions and technology to customers. As the regional sales team’s clinical leader, the Sr Specialist, Clinical Sales works alongside the Regional Sales Manager to drive revenue growth and attainment by developing, coaching, and executing on sales strategy and territory planning in collaboration with five to six Account Executives and various product specialists. Using their clinical expertise, the Sr Specialist, Clinical Sales demonstrates the clinical value of Baxter/Hillrom solutions and technology and consults with hospitals and health systems to optimize Baxter/Hillrom technology, improve key quality metrics, and establish strategic partnerships within their organizations.

• Contribute to the development of Baxter wide programming to enhance clinical outcomes and to derive the full clinical benefit from our people/process and technology.
• Engage customer clinical leaders and executives, advanced practice nurses and researchers in measuring clinical effectiveness and in creating proof points for our solutions and portfolio.
• Lead key customers in the creation of evidence-based protocols, case studies, testimonials, peer-reviewed publications and reference site participation
• Collaborate with the Enterprise Accounts Team to provide strategic clinical program planning for assigned IDN/GPO accounts.
• Lead or contribute to key field sales clinical and cross functional projects (CI projects, ROI model development, etc.) Present key clinical sales initiatives and projects to leadership team as appropriate
• Assist with ongoing training and development of sales colleagues.
• Participate in hiring of individual contributor clinical and sales roles (i.e., field ride alongs with potential candidates)
• Strategize with Account Executive to achieve revenue targets assigned capital and rental sales; Develop clinical components of the customer strategy; Retain market share by enhancing outcomes and proving the clinical value of the portfolio; Collaborate with internal partners across the Continuum of Care
• Support and drive evidence based clinical outcomes in targeted accounts as defined by AVP annually. Measure clinical baselines for ROI. Develop and implement clinical protocols & processes for priority accounts. Lead customer engagement to assure that enhanced clinical and financial outcomes are measured and sustained. Analyze outcomes and build the ROI story for the customer. Assist in capital in-servicing to enhance customers’ adoption of their portfolio.
• Develop clinical programming around mobility, falls and pressure ulcer prevention, safe patient handling and infection control.
• Maintain clinical expertise as a core competency and share expertise with others to enhance clinical benefit from our people, process and technology; Stay abreast of current healthcare trends and technology.
• Record activities and contacts within SalesForce.com and assure that all information remains current and provides enough detail to be useful.
• Conduct Clinical Assessments for Pre-Sale for Capital Business
• Achieve stated MBOs within targeted accounts.
• Travel as required to manage assigned territory and to attend regional/national meetings.