Sales Manager

Baxter International Inc.; Kuala Lumpur; On-site; MYR 180,000 - 270,000; Full time

Job summary

Baxter International Inc. in Malaysia is seeking a Senior Sales Manager to lead the team, drive revenue, and maximize gross profit with new and existing customers.

You will plan and implement sales strategies, oversee forecasts, collaborate with marketing and supply chain, and strengthen relationships with key accounts while upholding Baxter's values.

Qualifications

• Accepts personal responsibility and meets goals.
• Excellent interpersonal and communication skills.
• Good negotiation and presentation skills.
• Ability to analyze data for sales strategies.
• Ability to adapt to customer needs.
• Willing to work weekends for events and training.
• Travelling may be required to attend meetings and training.

Responsibilities

• Meet sales objectives within agreed expenditures and translate plans into sales strategies.
• Prepare annual forecasts and coordinate with marketing and supply chain for resources and support.
• Develop market potential and adjust product pricing in collaboration with product teams.
• Lead target-setting and ensure field force optimization for best results.
• Strengthen relationships with key accounts and stakeholders through proactive support.
• Analyze team performance against KPIs and drive continuous improvement.
• Coach reps to improve selling skills while upholding Baxter's values and code of conduct.
• Ensure SFE reports are submitted on time and KPIs are met.

Skills

Leadership

Sales strategy

Communication

Negotiation

Data analysis

Time management

Customer focus

Coaching/mentoring

Education

Degree in Science, Pharmacy or equivalent

Job description

This is where your work makes a difference.

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.

Lead a team to achieve the designated sales budget (revenue & GP) and develop a profitable and sustainable business with new and existing customers.

Maximize the impact, effectiveness and productivity of the sales organization in Malaysia

Accountable for planning, direction and implementation of the sales business strategies

1) Meet company's sales objectives within agreed expenditures. Plans, directs and controls the sales and business activities for the team through the translation of strategic plans into sales strategic to attain sales volume, product mix, profit objectives and patient gems.

1. Prepare annual forecasts and participants in the determination of market potential and in preparation of sales expense estimates. Understand marketing strategies and collaborate with the marketing team to get needed resources and support for plan implementation. Recommend product and product line revisions as well as pricing changes. Work closely with Supply Chain to validate and modify monthly rolling forecasts as needed based on markets trends. Work closely with Distributor and Tendering Agents' teams on delivery of products/services to ensure customers satisfaction. Collaborate with cross functional departments to ensure effective implementation.

1. Analyze market dynamics, historical data and knowledge of events impacting the business to develop overall sales targets in the short and medium-term. Ensure that the field force structure, territory alignment and customer base will deliver the most optimal results. Lead and facilitate target-setting activity ensuring proper balance of stretch and achievability. Ensure understanding of total rewards system and use this to motivate the team to improve their earnings.

2. Strengthen professional relationships with Key Opinions Leaders, major accounts and other special interest groups and associations by maintaining regular contact and providing proactive support as appropriate where required work with the Clinical and Technical Service teams to deliver a cohesive sales and clinical support model to drive business growth.

1. Regularly analyze Team's performance against KPIs, identify improvement areas to drive corrective actions and provide support to improve performance. Assess team competencies, set and implement development plans with the team members. Build strong team spirit by setting clear directions, clarifying expectations, providing support, promoting teamwork and collaboration, and constantly engaging team to drive retention.

2. Effectively counsel and coach all reps to continuously improve their sales skills and to align their behaviors to Company Code. Minimize impact of vacancies through appropriate resource planning

3. Ensure team members submit their SFE (Sales Force Effectiveness) report on a timely basis and meets all the KPIs to maximize sales productivity while maintaining a professional and ethical standard.

4. Champions, models the Company's Values and code of conduct. Ensure field force activities and behaviors follow the Code of Conduct.

Qualifications:

• Accepts personal responsibility; self-motivated, demonstrates ownership for achieving results; consistently meets or exceeds goals; operates in accordance with Baxter's global business practice standards; understands and promotes compliance with Baxter policy and legal obligations;
• Excellent interpersonal and communication skills, both written and oral.
• Good negotiation and presentation skills.
• Ability to analyze and interpret data for effective sales strategies and good organizational/time management skills.
• Ability to understand and adapt to customer changing needs is essential.
• Demonstrate business acumen and knowledge of sales processes as well as strong leadership and decision-making abilities
• Required to work on a weekend for business activities such as Symposiums, Conferences, Events, Training etc.
• Travelling is required and may involve visits to remote urban areas either individually or with other personnel to complete course of work as well as to attend meetings, conferences, training

Education and/or Experience:

• At least 3 years of sales management experience in healthcare industry
• Proven management experience and leading a team of sales professionals
• Market development track record in the Malaysian pharmaceutical and/or medical devices
• Good understanding of the healthcare system and structure in Malaysia
• Degree in Science, Pharmacy or equivalent

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.