HST Territory Sales Lead (Sub-Saharan Africa)

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Summary

The Territory Sales Lead is responsible for managing, developing, and growing the business within the assigned territory, with full ownership of revenue delivery across the HST portfolio, including Surgical Tables, Surgical Lights, Pendants, and OR Digital Integration Systems. The role focuses on driving both flow business and portfolio penetration across targeted accounts in the territory.

Acting as the primary commercial and clinical interface for customers, the Territory Sales Lead builds and maintains strong relationships with key stakeholders, including Key Opinion Leaders (KOLs), surgeons, engineers, and healthcare decision‑makers. The role actively promotes HST solutions, ensures consistent customer engagement, and drives opportunity development through effective territory planning, account management, and execution of the sales cycle.

Essential duties and responsibilities

• Territory Revenue Ownership: Own and deliver the annual sales target for the assigned territory through proactive opportunity management, prioritization of key accounts, and effective execution of sales strategies.

• Key Account & Stakeholder Management: Manage and develop strong, long‑term relationships with key customers and stakeholders, including end‑users, surgeons, engineers, head nurses, and hospital administration, positioning the organization as a trusted clinical and technical partner.

• Sales Opportunity & Proposal Management: Lead the preparation and execution of commercial proposals, ensuring full technical compliance, accurate product configuration, and competitive financial offerings aligned with corporate pricing and approval frameworks.

• Sales Pipeline & Forecasting Discipline: Develop, maintain, and continuously update a robust sales pipeline within the CRM system, ensuring transparency, accuracy, and readiness for regular business reviews and forecasting discussions with management.

• Cross‑Functional Execution: Collaborate closely with Clinical Applications, Marketing, and Service/Engineering teams to coordinate product trials, demonstrations, training sessions, installations, and after‑sales support, ensuring a seamless customer experience throughout the sales cycle.

• Territory Development & Market Coverage: Drive market penetration and business development activities within the assigned territory by identifying new opportunities, monitoring customer needs, and expanding product adoption across the HST portfolio.

• Compliance & Ethical Selling: Ensure all sales activities comply strictly with medical device industry regulations, local laws, company ethics and compliance policies, maintaining the highest standards of professional conduct.

• Customer Feedback & Market Insight: Act as the primary source of customer and market feedback within the territory, sharing insights on competitive activity, customer requirements, and emerging needs with management and cross‑functional teams.

Skills/Education/Experience

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

• Over 5 years of proven success in medical device sales, specifically within OR capital equipment.

• Knowledge of the OR environment and surgical workflows.

• Strategic Thinking: Ability to forecast sales, analyze market trends, and suggest plans and solutions.

• Negotiation: Having good skills in negotiating and closing medical devices deals.

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

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

• Fluent English and French are 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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