Capital Equipment Account Manager - Patient Support Systems

About the role

Baxter is seeking a commercially driven Account Manager to grow its Patient Support Systems (PSS) portfolio, which includes acute care beds, specialist beds and surfaces, safe patient handling solutions and early mobility technologies. The role focuses on new capital equipment opportunities across London and the South East, with an emphasis on competitor-held and restricted accounts, large-scale bed replacement projects and NHS and private healthcare customers.

Key responsibilities

• Identify, develop and secure new business opportunities and drive market share through competitor displacement and conversion strategies
• Target major capital replacement programmes such as acute bed replacement, specialist therapy surfaces and safe patient handling initiatives
• Develop and execute territory business plans to meet sales and profitability targets
• Lead the sales process from opportunity identification through contract award, implementation and post-sale support, building business cases and negotiating commercial agreements
• Navigate NHS procurement frameworks, capital planning processes and competitive tender environments
• Maintain and grow existing customer relationships, identify upsell and cross-sell opportunities and ensure customers get value from their investments
• Engage senior clinical, operational, procurement and executive stakeholders, including Directors of Nursing, Chief Nurses, Tissue Viability Teams, Moving & Handling Advisors, Capital Planning Teams, Procurement Leaders, Estates and Facilities
• Use data to adapt sales strategies and collaborate with therapy, medical and marketing teams
• Manage the CRM and sales funnel, tracking customer interactions and engagement

Required profile

• Bachelor's degree in Marketing, Business Administration or a related field, or equivalent experience
• Minimum of 5 years of experience in medical devices, healthcare technology or capital equipment sales
• Proven track record selling into NHS acute care and winning large-scale capital equipment projects
• Must live on the territory

Required skills

• Strong negotiation, communication and presentation skills
• Experience leading complex multi-stakeholder sales opportunities
• Commercial acumen, ability to build value-based business cases and influence senior stakeholders
• Strategic account planning and territory management
• Analytical and problem-solving abilities, organisation and ability to handle multiple opportunities
• Proficiency in CRM and sales planning tools

What we offer

• Professional development opportunities
• Pension
• Work-life balance emphasis
• 25 days annual leave, increasing with service