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We believe every person deserves a chance for a healthy life, free from illness and full of possibility. We see a world full of healing, with viable care options available to those with limited choices today. We envision new ways of providing physicians, pharmacists and nurses with technologies that not only treat chronic diseases, but also work to prevent them. We’re looking for team members who are motivated to learn, grow and innovate, while making a meaningful difference for millions of people around the world.
Learn more about how Baxter is At the Intersection of Saving and Sustaining Lives.
GPO Director (HPG)- National and Strategic Accounts
Every day, Baxter touches the lives of millions of patients and providers worldwide who rely on our essential hospital and renal products and services. You’ll find Baxter’s products and therapies on nearly every floor, in almost every hospital worldwide, in clinics and in the home. Baxter’s employees are building upon the company’s rich heritage of medical breakthroughs to advance the next generation of healthcare innovations that enable patient care. Our commitment to our mission means we are there when patients and healthcare professionals need us, during the critical moments that matter most.
The GPO Director is responsible for all sales activities relating to Group Purchasing Organizations, specifically the HealthTrust Purchasing Group (HPG). Responsible for creating and negotiating national contracts across the entire Baxter product portfolio to include the products and services associated with the following franchises: U.S. Hospital Products, Advanced Surgery, and Renal. This role is tasked with leading highly matrixed teams to achieve strategic and financial objectives for the US region.
Essential duties and responsibilities include:
Responsible for building strategic relationships at executive levels within HPG and coordinating all sales/service activities to meet company sales/growth objectives
Create contracting strategy and negotiate all HPG contracts, with involvement at subsidiary component organizations such as Tenet, LifePoint and HCA.
Ensure contracts deliver expected financial value over the LRP
Demonstrate a broad comprehension of the customer’s needs, market trends, industry challenges, major players, relevant products and technologies.
Ensure ability to execute strategic imperatives in HPG and position the Baxter/HPG relationship for growth.
Maintain strong connection to field sales team in support of achieving financial and strategic objectives.
Secure and coordinate necessary resources to communicate, deliver, and reinforce Baxter’s value to the customer.
Identify and highlight potential new product or service offerings to internal stakeholders, represent the voice of the customer to include constituent members that comprise HPG.
Customer Orientation – Cultivates strategic customer relationships and ensures the customer perspective is the driving force behind all value-added business activities.
Executive Disposition – Aligned with Baxter’s core values and vital behaviors; Demonstrates qualities, traits and demeanor that command leadership respect, both internally and with the customer.
Strategic Insight – Anticipates impact of emerging market trends on customers.
Environment Awareness – Demonstrates broad organizational awareness by accurately perceiving and navigating organizational, political, and social dynamics and trends at the GPO as well as individual customers.
The individual must have strong sales leadership abilities, strategic planning skills, financial acumen, and analytical skills.
They must be skilled in the areas of communication, organizational management, and negotiation. Candidate must demonstrate ability to work in a matrix organization.
Bachelor’s degree required-MBA preferred
10 years of strategic sales experience (at least half of those years in healthcare)
Demonstrated business acumen and management skills
Experience managing large, complex, strategic contractual relationships.
Excellent interpersonal communication and presentation skills, with the ability to present to senior executives.
Essential skillsets and considerations specific to this GPO Director Position
Knowledge of business drivers, clinical applications and value proposition for all products within the Baxter portfolio (Hospital Products, Advanced Surgery and Renal)
Ability to manage fast paced environment, respond accurately and quickly
Strong project management skills need to lead multiple high-priority projects with multiple stakeholders (internal and external)
Ability to identify and leverage Baxter’s internal resources – people and tools
Ability to align with and influence/motivate sales teams within Baxter with a ONE Baxter mindset
Consistent high performing sales professional recognized for exceeding budget / quota (Sales Awards, Recognitions)
Demonstrates ability to collaborate across business units (Advanced Surgery, Renal, USHP)
Equal Employment Opportunity
Baxter is an equal opportunity employer. Baxter evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.
EEO is the Law
EEO is the law - Poster Supplement
Pay Transparency Policy
Baxter is committed to working with and providing reasonable accommodations to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application or interview process, please send an e-mail to Americas_TTA@baxter.com and let us know the nature of your request along with your contact information.