Director Health Systems & Channel Partners
Mississauga, ON, Canada
Req ID 51112BR
Business Title
Director, Health Systems & Channel Partners
Business
Latin America/Canada
Sub-Business
Multi-Business Support
Country
Canada
State/Province
Ontario
Location of Position
Mississauga, Ontario, CAN
Job Description
This role is responsible for creating and leading the execution of a regional sales strategy to drive profitable, sustainable growth. The sales leader builds upon and enhances Baxter's reputation as a ""trusted partner"" with customers, healthcare associations, government, thought leaders, suppliers and the sales organization. The incumbent is accountable to create and to coach others to create both depth and breadth of relationships across the customer base. Must be able to secure long term, profitable agreements with strategic customers while achieving quarterly sales goals. Will serve as the sales champion for our customer strategy, ensuring usage and support from all members of the sales team.
Provides leadership and directly manages the Regional Sales Directors, Provincial Business Directors, Director, Channel Partners and their respective sales organizations.
Sales Leadership
•Develops strategic sales plan to achieve or exceed sales and profitability goals and plans.
•Provides change leadership to the sales organization in the implementation of the customer intimacy strategy ensuring the effective adoption of account planning, account management, usage of Siebel system, tools and processes, opportunity management process, customer satisfaction and loyalty.
•Leverages business intelligence systems and processes to continuously improve programs processes to meet or exceed customers' expectations.
•Liaise and communicate proactively with Marketing to ensure the competitive positioning and pricing of Baxter Corp. products and services within the healthcare industry.
•Provides leadership and coaching to direct reports, acts as a talent management role model within division.
•Negotiate and close GPO, MedBuy contracts as appropriate and provide executive level negotiation and closing support throughout the sales teams as required.
•Ensures the effective implementation of a proactive government relations strategy.
Talent Management
•Ensure sales objectives are in alignment with global / local business priorities
•Provide coaching and feedback to staff to ensure ongoing individual / team development and the attainment of performance objectives. S/he will attract, develop and retain the best team in the industry.
•Identify internal and external best-demonstrated practices and ensure that skill sets and capabilities exist within the organization to execute the strategy.
•Provide leadership through transformational change.
Job Requirements
Education Level
Required:
•University Degree Preferred:
•MBA Major Subjects / Specialties
Required:
•Business / Sales / Marketing Type of Experience
Required:
•Extensive track record of success and leadership in customer relationship management and sales leadership.
•General management experience
•Deep understanding of business processes and systems thinking, technologically adept
•Proven track record of successfully leading and managing a diverse team.
•Experience working and leading in a matrixed environment Preferred:
•Progressive Sales Leadership
•Knowledge of Canadian healthcare marketplace and environment
•Bilingualism (French/English) is an asset Years of Experience
Required:
•10-15 years in a progressive leadership capacity Preferred:
•Minimum 5+ years in a Sales leadership role Additional Skills / Special Training / Technical Skills Required
Required:
•Critical Thinking and Problem Solving - can pro-actively assess the impacts of decisions or changes to business results; acts as a change agent
•Motivating and Developing Others - creates a climate in which people want to do their best. Visibly demonstrates sense of urgency and strong personal ownership to performance.
•Communication skills, including the ability to clearly articulate business strategies, risks and contingencies, measures of success and accountabilities.
•Collaboration and Team Skills - defines success in terms of the whole organization and can effectively communicate operational strategies and priorities in a manner that is clear and compelling both inside and outside of Baxter; can effectively influence, impact and drive change n our highly matrixed environment
•Anticipates and acts aggressively to address issues that could impact the strategic direction of Baxter Canada or the Sales function
