Baxter International Inc.
Capital Equipment Account Manager - Patient Support System - London & South East
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At Baxter, we believe every person—regardless of who they are or where they are from—deserves a chance to live a healthy life. It was our founding belief in 1931 and continues to be our guiding principle. We are redefining healthcare delivery to make a greater impact today, tomorrow, and beyond.
Our Baxter colleagues are united by our Mission to Save and Sustain Lives. Together, our community is driven by a culture of courage, trust, and collaboration. Every individual is empowered to take ownership and make a meaningful impact. We strive for efficient and effective operations, and we hold each other accountable for delivering exceptional results.
Here, you will find more than just a job—you will find purpose and pride.
THIS IS WHERE you build trust to achieve results
Overview
Baxter International Inc. is a global leader in healthcare, dedicated to saving and sustaining lives through innovative medical products and technologies. We are seeking a highly motivated and commercially driven Account Manager to accelerate growth across Baxter's Patient Support Systems (PSS) portfolio, including acute care beds, specialist beds and surfaces, safe patient handling solutions, and early mobility technologies.
This role is focused on identifying, developing and securing new capital equipment opportunities across London and the South East, with particular emphasis on unlocking competitor-held and restricted accounts, driving large-scale bed replacement projects, and expanding Baxter's presence within strategic NHS and private healthcare customers. The successful candidate will combine strategic account planning, complex capital sales expertise, and strong stakeholder engagement skills to drive revenue growth while supporting and growing the existing customer base.
Key Responsibilities
Business Development & Market Expansion
- Identify, develop and secure new business opportunities across Baxter's Patient Support Systems portfolio.
- Drive market share growth through competitor displacement and conversion strategies.
- Target major capital replacement programmes, including acute bed replacement projects, specialist therapy surface opportunities and safe patient handling initiatives.
- Develop and execute territory business plans to achieve and exceed sales and profitability targets.
- Prioritise strategic growth opportunities within key London accounts and targeted NHS Trusts.
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Strategic Capital Sales
- Lead the sales process from opportunity identification through to contract award, implementation and post-sale support.
- Manage complex capital sales cycles involving multiple stakeholders and procurement routes.
- Build compelling business cases aligned to clinical, operational and financial customer objectives.
- Negotiate commercial agreements while protecting profitability and delivering customer value.
- Navigate NHS procurement frameworks, capital planning processes and competitive tender environments.
Account Management & Installed Base Growth
- Maintain and grow existing Baxter customer relationships across the South East territory.
- Develop account plans that maximise customer retention and identify expansion opportunities.
- Ensure existing customers derive measurable value from their Baxter investments.
- Identify opportunities to up-sell and cross-sell complementary Baxter solutions across the patient care environment.
Customer Relationship Management
- Build trusted relationships with senior clinical, operational, procurement and executive stakeholders.
- Engage with key decision-makers including: Directors of Nursing, Chief Nurses, Tissue Viability Teams, Moving & Handling Advisors, Capital Planning Teams, Procurement Leaders, Estates and Facilities Stakeholders
- Understand customer challenges and align Baxter solutions to improve:
- Pressure injury prevention
- Safe patient handling
- Early mobility
- Clinical workflow efficiency
- Patient outcomes
- Staff safety
Data Analysis and Reporting
- Use data and insights to adapt local sales strategies and optimise performance.
Collaboration
- Work cross-functionally with therapy, medical, marketing bringing in expertise to enhance the customer experience and identify the challenge you are solving.
CRM & Funnel Management
- Utilize CRM tools to build and track funnel, record customer interactions and engagement levels ensuring personalized follow-up and support.
Qualifications
Education and Experience
- Bachelor’s degree in Marketing, Business Administration, or a related field or equivalent experience
- Minimum of 5 years successful experience within medical devices, healthcare technology or capital equipment sales.
- Proven track record of selling into NHS acute care environments
- Demonstrated success in winning large-scale capital equipment projects and managing complex sales cycles
- Must live on territory
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Skills and Competencies
- Strong hunter mentality with a proven ability to identify and win new business opportunities.
- Outstanding negotiation, communication and presentation skills.
- Experience leading complex multi-stakeholder sales opportunities.
- Strong commercial acumen and financial understanding.
- Ability to build compelling value-based business cases.
- Skilled at influencing senior clinical and executive stakeholders.
- Strategic account planning and territory management expertise.
- Strong analytical and problem-solving capabilities.
- Highly organized with the ability to manage multiple opportunities simultaneously.
- Proficiency in CRM and sales planning tools.
- Self-motivated, resilient and results-focused.
What are some of the benefits of working at Baxter?
- Professional development opportunities
- Pension
- High importance placed on work-life balance
- 25 days annual leave (increasing with service)
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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.
Reasonable Accommodations
Baxter is committed to working with and providing reasonable accommodations to individuals with disabilities globally. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application or interview process, please click on the link here and let us know the nature of your request along with your contact information.
Recruitment Fraud Notice
Baxter has discovered incidents of employment scams, where fraudulent parties pose as Baxter employees, recruiters, or other agents, and engage with online job seekers in an attempt to steal personal and/or financial information. To learn how you can protect yourself, review our Recruitment Fraud Notice.
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