Commercial Business Manager - North East, Scotland

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Overview

As a member of Baxter’s sales team, you’ll be aligned to one of our global business units and be responsible for new business, developing existing accounts and ensuring patient-centric approach in all your dealings. You’ll work within an assigned geographic area or with specific accounts to achieve or exceed personal and business goals, all in pursuit of our mission to save and sustain lives. In the sales role, you’ll have the opportunity to provide input on new markets and products, manage customer concerns, and collaborate with other teams.

Support for Parents
Continuing Education/ Professional Development
Employee Heath & Well-Being Benefits
Paid Time Off
2 Days a Year to Volunteer

Success Profile

What makes a successful Sales Professional at Baxter? Take a look at some of the top traits we’re looking for and see if you’re a fit.

Stakeholder Insight and Influence
Sales Solution Identification and Development
Negotiation Skills
Strategic Planning
Managing and Coaching
Ownership of the Business

Commercial Business Manager - North East, Scotland

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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.

Summary:

The Infusion Therapies and Platforms (ITP) segment is highly diverse, encompassing a broad portfolio of products and services that require different commercial selling approaches—ranging from price led to therapy driven engagement, to contract focused negotiations.

Within this portfolio, Fluids and Infusion Systems contract management plays a pivotal role. In an increasingly commoditised market, success depends on offsetting price pressure through intelligent pricing strategies, effective contract and relationship management, engagement with key opinion leaders, and meaningful service differentiation.

The Commercial Business Manager (CBM) is accountable for leading and executing commercial contracts, driving both volume growth and profitability. Collectively, these roles contribute to approximately $90M in annual revenues, with a clear mandate to grow and optimise utilisation of national frameworks across the UK and Ireland.

Given the scale and strategic importance of the portfolio, the CBM role carries a high level of autonomy, operating within Baxter’s evolved omnichannel commercial model. Each CBM is expected to maximise their personal contribution to overall financial targets while providing critical market insight that directly informs future commercial and growth strategies.

Essential Duties and Responsibilities:

Financial Oversight and Analysis

Monitor sales performance and conduct detailed financial analysis across strategic accounts. Develop competitive commercial strategies to optimise revenue and profitability. Deliver accurate forecasting to support business planning and decision making.

Stakeholder Engagement and Relationship Management

Build and sustain strong, credible relationships across NHS stakeholders, including pharmacy, procurement, and clinical decision makers. Effectively articulate and position Baxter’s value proposition at both strategic and operational levels.

Strategic Opportunity Identification

Identify early stage commercial and strategic opportunities aligned to NHS priorities, particularly within pharmacy and procurement. Translate market insight into actionable commercial plans that support long term growth.

Leadership, Governance, and Tender Excellence

Play a key role in tender delivery by coordinating cross functional stakeholders and ensuring full compliance with governance requirements. Own pre tender selling activity, commercial strategy development, and final commercial outcomes. Drive continuous improvement in tender quality, win rates, and commercial returns.

Collaboration and Cross Functional Working

Collaborate closely with sales, marketing, operations, and support functions to develop and execute integrated commercial strategies. Influence internal stakeholders to align on shared commercial objectives.

Qualifications, skills and attributes:

To perform successfully in this role, the individual must consistently demonstrate the following:

Strong internal and external negotiation capability.
Advanced proficiency in Microsoft Office, particularly Excel.
Ability to analyse complex financial and commercial data and make rapid, disciplined business decisions.
Excellent presentation skills, with confidence delivering to senior and C level audiences, both internally and externally.
Proven ability to manage ambiguity, make independent decisions, and provide leadership under conflicting priorities.
Team focused mindset, valuing diverse perspectives and actively seeking feedback.
High levels of resilience and positivity, responding constructively to setbacks and motivating peers.
Demonstrated commercial courage—taking ownership of outcomes, leading challenging customer interactions, and failing fast to progress.
Intellectual honesty and humility, with a commitment to continuous improvement.
Capability to manage complex internal stakeholder networks, with an understanding of operations, logistics, financial principles, commercial models, and segmentation strategies.
Goal oriented, highly motivated by financial performance and commercial success.
Strong matrix management and “influencing without authority” skills.

Education and/or Experience:

Essential

Demonstrable experience in a relevant pharmaceutical or healthcare commercial role, with specific experience in contracts or bid management strongly preferred.
Proven success in negotiation led commercial outcomes, applying leverage and trading concessions rather than persuasion based selling.
Track record of delivering sales growth or profitability, either directly or as part of a cross functional project team.
Experience contributing to or leading complex, multistakeholder sales processes, with measurable financial wins. Demonstrated matrix management experience and ability to influence cross functional teams.
Experience contributing to or leading tender bid submissions. Evidence of supporting or leading the launch of new or differentiated products or services, achieving tangible business results.

Desirable

Degree in Business, Life Sciences, or a related field.
Experience managing pharmaceutical or medical device wholesalers, distributors, or B2B partners.
Experience negotiating commercial contracts with Private Hospital Groups. Experience selling services or embedding operational service elements into complex commercial agreements (e.g. service KPIs, performance tracking, penalties).
Familiarity with recognised multistakeholder selling methodologies (e.g. Miller Heiman, Complex Sale, Challenger).
Working knowledge of EU procurement legislation and NHS eProcurement strategy.

“What are some of our benefits

of working at Baxter?

Competitive total compensation package
Professional development opportunities
High importance placed on work life balance
Pension
Health Insurance
Life Assurance

#LI-LR1

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.

Recruitment Fraud Notice

Baxter has discovered incidents of employment scams, where fraudulent parties pose as Baxter employees, recruiters, or other agents, and engage with online job seekers in an attempt to steal personal and/or financial information. To learn how you can protect yourself, review our Recruitment Fraud Notice.

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Hear from Our Employees

Our company is enriched by a diverse population of individuals in more than 100 countries that work to solve, innovate, manufacture and drive better healthcare options for patients around the world.

Meet Andrea – after joining Baxter as a Customer Service Specialist, Andrea was promoted last year to Territory Manager.

“Baxter’s culture is one of inclusivity, respect and acceptance for one another, regardless of religious, political or sexual orientation. There is immense support that starts all the way at the top of the organization, including the creation of “Best Place to Work” for all employees.”

Meet Paula – she has been with Baxter for 17 years and works as a Sales Specialist in Ireland.

“In Baxter we are encouraged to extend our competencies and experiences through ongoing feedback, experiences and regular training. Personal development to achieve career aspirations is actively encouraged, and as a result, I recently secured an internal promotion which was actively supported by my manager and the wider Baxter team.”

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Commercial Business Manager - North East, Scotland

Overview

Success Profile

Commercial Business Manager - North East, Scotland

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Hear from Our Employees

Meet Andrea – after joining Baxter as a Customer Service Specialist, Andrea was promoted last year to Territory Manager.

Meet Paula – she has been with Baxter for 17 years and works as a Sales Specialist in Ireland.

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