HST Sales Manager - SADC

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Summary

The HST Sales Manager is accountable for leading and driving a high‑performing sales organization to deliver sustainable revenue growth across the HST portfolio. The role manages complex, long sales cycles involving multiple stakeholders, Key Opinion Leaders (KOLs), consultants, and procurement authorities, across both flow business and large turnkey projects.

The Sales Manager develops and executes sales strategies, builds and maintains senior‑level customer relationships, and leads the execution of major public and private tenders. In addition, the role is responsible for coaching, developing, and evaluating sales team performance to ensure capability growth, succession readiness, and consistent achievement of business objectives.

Essential duties and responsibilities

• Strategic Sales Leadership: Provide leadership, direction, and coaching to the sales team and distributors across SADC region to drive high performance, capability development, and consistent achievement of business objectives.

• Act as business development leader assigning distributors across SADC region, build partnerships with packages and turnkey provider…etc.

• Revenue & Business Growth Management: Own and deliver annual and quarterly sales targets through disciplined planning, territory optimization, opportunity prioritization, and execution of go‑to‑market strategies.

• Key Account & Stakeholder Management: Personally manage and grow strategic relationships with key accounts, including major hospital groups, Ministries stakeholders, and leading private healthcare networks, acting as a trusted advisor and escalation point.

• Tender Strategy & Execution: Lead end‑to‑end strategy for large public and private tenders, including opportunity assessment, bid strategy, pricing governance, technical compliance, internal alignment, and post‑tender negotiations.

• Sales Pipeline & Forecasting Governance: Oversee and govern the sales pipeline through CRM tools (e.g., Salesforce) to ensure data accuracy, forecasting reliability, opportunity progression discipline, and executive‑level reporting.

• Cross‑Functional Leadership & Collaboration: Drive cross‑functional collaboration with Clinical Applications, Marketing, and Service/Engineering teams to ensure successful product launches, equipment trials, demos, events, installations, and high‑quality after‑sales support.

• Market Intelligence & Competitive Strategy: Continuously monitor market trends, competitor activities, pricing dynamics, and technology innovations within the OR/ICU landscape, translating insights into actionable sales and positioning strategies.

• Distributor Performance Management: Manage and develop distributor relationships through structured business reviews, performance tracking, joint business planning, capability development, and governance to ensure alignment with corporate objectives.

• Process Improvement & Governance: Contribute to the development and enforcement of sales processes, policies, and best practices to enhance operational efficiency, compliance, and scalability of the sales organization.

• Compliance: Ensure all sales activities strictly adhere to medical device industry ethics, local laws, and company compliance policies.

Skills/Education/Experience

• Bachelor’s degree in Biomedical Engineering, Life Sciences, Business Administration or any other related field.

• MBA is a plus.

• Over 10 years of proven success in medical device sales, specifically within OR capital equipment.

• Minimum of 5 years in a supervisory or leadership role, managing a team of sales representatives.

• Strategic Thinking: Ability to forecast sales, analyze market trends, and develop business plans.

• Negotiation: Expert-level skills in closing complex, high-value deals with hospitals.

• Communication: Excellent presentation skills and the ability to communicate technical and financial data to management, team and customers.

• Strong network of existing relationships with hospital administrators and KOLs.

• Fluent English is a must.

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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