Business Development Lead (Medical Equipment)

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Role Summary

The Business Development Lead is responsible for driving sustainable growth of Baxter's CCS/ FLC portfolio in Vietnam through strategic account management, tender opportunity development, and distributor partnership leadership.

Operating within a distributor-led commercial model, the role focuses on identifying growth opportunities, building strong relationships with key hospital stakeholders, supporting tender success, and ensuring effective execution through distributor partners.

This is not a traditional sales representative role. Success requires the ability to navigate complex hospital buying processes, develop long-term account strategies, influence multiple stakeholders, and drive business growth through both customers and distributors.

Area of Responsibility (AOR) for Role:

1. Distributor Partnership & Business Growth

• Build strong partnerships with distributor leadership and field teams.
• Act as a trusted advisor and primary commercial contact for distributor partners.
• Understand distributor priorities, customer needs, and growth opportunities.
• Support distributors in developing strategic accounts and winning business opportunities.
• Share strategies, tools, and market insights to improve distributor effectiveness.
• Drive accountability and execution through influence rather than direct authority.
• Strengthen distributor capabilities through training, product knowledge sharing, and joint business planning.

2. Account & Tender Development

• Develop account plans and stakeholder maps for priority hospitals and healthcare institutions.
• Build relationships with procurement, clinical, pharmacy, biomedical, and administrative stakeholders.
• Identify, qualify, and develop business opportunities within strategic accounts.
• Proactively manage tender opportunities and support tender win strategies.
• Monitor customer dynamics, market trends, and competitive activities.

3. Business Development & Portfolio Promotion

• Identify new growth opportunities and expand portfolio penetration across target accounts.
• Position Baxter solutions by communicating their clinical, operational, and economic value.
• Support product evaluations, demonstrations, training programs, and customer events.
• Serve as a local product and market resource for distributors and internal stakeholders.
• Gather market intelligence and customer insights to support business decisions.

4. Planning, Forecasting & Cross-Functional Collaboration

• Maintain an accurate opportunity pipeline and sales forecast.
• Support business reviews and annual planning activities.
• Act as a bridge between distributors and Baxter's commercial, marketing, medical, regulatory, finance, and supply chain teams.
• Ensure timely resolution of customer and distributor issues.
• Conduct all activities in compliance with Baxter policies and local regulations.

Work Qualifications/ Experience

• 5-10 years of healthcare commercial experience.
• Minimum 5 years in distributor management, hospital accounts, or solution selling within the medical device/equipment industry.

English communication proficiency

Distributor & Business Development

• Proven track record of driving business growth through distributor partnerships and hospital engagement.
• Strong understanding of distributor-led business models and healthcare market dynamics.
• Partner relationship management and ability to influence without direct authority.
• Commercial acumen with the ability to identify and develop growth opportunities.

Hospital & Tender Management

• Experience working with public hospitals, healthcare procurement processes, and tender-driven business environments.
• Knowledge of hospital purchasing, procurement, and tender processes.
• Experience building relationships with clinical, procurement, and administrative stakeholders.
• Tender opportunity identification and management.

Strategic Planning & Execution

• Strategic account planning and opportunity development.
• Pipeline management, forecasting, and business planning.
• Ability to manage multiple projects, accounts, and distributor relationships independently.

Communication & Stakeholder Engagement

• Strong communication, presentation, negotiation, and stakeholder management skills.
• Experience conducting product training, workshops, educational programs, or customer engagement activities for healthcare professionals preferred.

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.

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