Overview
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.
Responsibilities

Responsible for the business result in Italy & Greece of the Specialty Injectable Pharmaceuticals portfolio; the Commercial Lead develops and recommends pricing strategies in and out of tenders for the individual products in the portfolio, is on top of the external environment and builds relationships with key decision makers at central procurement and / or individual Hospital level.
Develops and continuously updates forecasts for each product in the portfolio and works with supply and above market colleagues to ensure optimal supply and Out Of Stock mitigation.
Responsible for high quality feedback on Italy and Greece in regard to business development cases coming from regional level.
Develops and maintains high quality volume forecasts for the country / cluster.
Responsible for annual budgeting and overall financial planning for the country / cluster.
Provides country / cluster feedback on regionally proposed business cases and shares local intelligence and ideas that could feedback into the business development team.
Develops strategic customer alliances.
Maintains, develops and consolidates relationships with key decision-makers in procurement and ensures key marketing developments are shared with the regional team.
Collaborates within the Clinical Nutrition and Pharma business unit and with supporting functions such as Commercial Excellence and Integrated Supply Chain (ISC).
Coordinates with ComEx and ICS activities to protect risks exposure in International Reference Pricing.
Analyzes account attractiveness and develops the account plan including sales, market share and required resources.
Negotiates and prepares bids and tenders for Procurement bodies and / or Hospitals (in cooperation with Bids & Tender and ICS - where applicable).
Provides guidelines, priorities and allocation decisions to Customer Service & Fulfillment team during Out of Stock and PreBack order management situations.
Conducts business reviews with each assigned buying organization, covering sales volumes, compliance and competitive conditions (in conjunction with RAMs / KAMs and ICS where applicable).
Closely monitors and reports competitive activities.
Works with Sales Managers (and RAMs / KAMs where applicable) in implementing multi-source product sales and marketing strategies.
Develops and manages new services for key customers and sales area.
Collaborates with Medical and RA in regard to preparing and updating adProm.

Qualifications

Masters’ degree preferred (Science, Commercial, Medical).
Significant experience in pharmaceutical businesses, both in Sales, National Accounts and Bids procedures and requirements.
Digital and data driven insights (CRM systems, communication tools).
Strong experience in tender bid planning, management and execution.
Strong introduction with key administrative and political stakeholders within Hospital Care.
Lobbying and negotiation skills - ability to counsel and influence.
Communication and facilitation skills.
Financial analysis skills.
Pricing experience including IRP.
Selling skills.
Understanding how the business works.
Ability to plan and identify key result areas.
Orchestrate supplier-customer relationships including managing buying group organizations.
Work with a multidisciplinary team.
Comply with regulations and standards and protect Baxter’s public reputation.

Additional information
Reasonable Accommodations
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