Sales Manager

Baxter International Inc.; Petaling Jaya; On-site; MYR 180,000 - 300,000; Full time

Job summary

Baxter International Inc. in Malaysia is seeking a seasoned Head of Sales to lead a team, achieve designated sales budgets, and drive profitable growth with new and existing customers. The role focuses on maximizing sales effectiveness and productivity across the organization.

The position requires at least 3 years of sales management experience in healthcare, strong leadership, and deep knowledge of the Malaysian market. Travel and weekend activities may be required.

Qualifications

• 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 to complete course of work.

Responsibilities

• 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 strategies to attain sales volume, product mix, profit objectives and patient gems.
• Prepare annual forecasts and participate in determining market potential and in preparing sales expense estimates. Coordinate with marketing to secure resources and support for plan implementation. Recommend product and price changes. Collaborate with Supply Chain to adjust forecasts based on market trends. Work with Distributor and Tendering Agents to ensure customer satisfaction.
• Analyze market dynamics, historical data and events impacting the business to set short- and medium-term sales targets.
• Strengthen relationships with Key Opinion Leaders, major accounts and other groups by regular contact and proactive support; work with Clinical/Technical Service teams for a cohesive growth model.
• Regularly analyze team performance against KPIs, identify improvements, and drive retention and development plans.
• Counsel and coach reps to improve sales skills and align with Company Code; manage vacancies through resource planning.
• Ensure field force activities follow the Code of Conduct and meet KPIs while maintaining ethical standards.

Skills

Interpersonal skills

Communication

Negotiation

Presentation

Data analysis

Leadership

Team coaching

Time management

Education

Science/Pharmacy degree

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.

2) 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.

3) 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.

4) 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.

5) 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.

6) 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

7) 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.

8) 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.