Sr. Mgr., GPS and Business Excellence - International

Job Description:

Responsibilities

•  Territory & Account Management
• Own an assigned territory to deliver monthly/quarterly/annual sales targets across Baxter’s pharmaceutical portfolio.
• Map the territory: identify high-potential accounts, prescribing influencers, buying points, and referral networks.
• Drive call planning and coverage routines (daily plan, weekly route, monthly coverage dashboard).
• Build relationships with key stakeholders: Hospitals/institutions: purchase, pharmacy, ICU/OT, anesthesia/critical care teams (as relevant to portfolio) Clinics and prescribers (where permissible) Channel partners: distributors/stockists/wholesalers
• Create and maintain account plans (objectives, stakeholder map, barriers, action plan, timelines).
•  Business Development & Growth
• Generate growth through: New account additions and onboarding Product penetration and cross-sell/upsell Institutional contracting support and compliant negotiations Conversion initiatives based on clinical/health-economic value (as per approved materials)
• Identify local market trends, competitor moves, price dynamics, and provide insights to marketing and leadership.
•  Channel & Distribution Excellence
• Manage distributor performance including Order generation, secondary sales, liquidation Stock norms, expiry management, and returns (as per policy) Distributor claims, schemes, and documentation accuracy
• Ensure optimal product availability at key outlets/accounts; address stock-outs and service issues rapidly.
• Coordinate with internal supply chain/customer service teams for smooth order-to-cash execution.
•  Promotional & Brand Execution (Compliant)
• Execute brand strategies through approved activities such as: Scientific detailing using approved visual aids CMEs / education programs (as per policy) Account-level engagement plans
• Ensure all communication is scientifically accurate, balanced, and aligned to approved label/indications and company policy.
•  Forecasting, Reporting & CRM Discipline
• Maintain accurate: Sales forecasts, pipeline updates, and demand signals Daily call reports and doctor/account interactions in CRM Expense reports and travel plans (timely & compliant)
• Analyze territory performance trends and correct course quickly.
•  Cross-functional Collaboration
• Work closely with: Marketing for campaign execution and feedback Customer service/supply chain for fulfilment and service levels Finance for collections support, credit discipline (as per policy) Medical/RA/QA teams where required for scientific queries and product issues
• Support regional meetings, product launches, and special projects.
•  Compliance, Ethics & Quality Mindset (Non-negotiable)
• Adhere to: Company Code of Conduct, anti-bribery/anti-corruption standards Promotional compliance, interactions policy, and documentation requirements Data privacy and record retention rules
• Report adverse events/complaints/product quality issues per SOP timelines.
• Maintain highest standards of professional conduct in all stakeholder interactions.

Qualification & Expeirence

• Graduate in Life Sciences / Pharmacy / Business preferred (MBA/PGDM is an advantage)
• Up to 8 years of field sales experience in pharmaceuticals / critical care / hospital/institutional sales preferred
• Strong understanding of: Institutional selling process and channel dynamics Distributor management and secondary sales concepts Compliance-led field execution in a regulated industry