Commercial Lead Sip Ita/Gre Lazio

Commercial Lead Sip Ita/Gre
Roma
Lazio, Lazio

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This is where you can do your best work.

Join us at the intersection of saving and sustaining lives—where your purpose accelerates our mission.

**SUMMARY

Responsible for the business result in Italy & Greece of the Specialty Injectable Pharmaceuticals portfolio, the Commercial Lead develops and recommends pricing strategies in and out of tenders for the individual products in the portfolio, is on top of the external environment and builds relationships with key decision makers at central procurement and/or individual Hospital level.

He/she is responsible for developing and continuously updating forecasts for each product in the portfolio and work with supply and above market colleagues to ensure optimal supply and Out Of Stock mitigation.

He/she is also responsible for high quality feedback on Italy and Greece in regard to business development cases coming from regional level.

**ESSENTIAL DUTIES AND RESPONSIBILITIES**:

- Develops and recommends pricing strategies for regional tenders, key customers and accounts and executes them post approval

- Responsible for developing and maintaining high quality volume forecasts for the country/cluster

- Responsible for annual budgeting and overall financial planning for the country/cluster

- Responsible for providing country/cluster feedback on regionally proposed business cases and share any local intelligence and ideas that could feedback into the business development team

- Develop strategic customer alliances.

- Maintain, develop and consolidate relationships with key decisionmakers in procurement in high quality local market intelligence and customer knowledge and ensure key marketing developments are shared with the regional team

- Strongly collaborate within the Clinical Nutrition and Pharma business unit and with supporting functions such as Commercial Excellence and Integrated Supply Chain (ISC)

- Articulate with ComEx and ICS activities to protect risks exposure in International Reference Pricing

- Analyze account attractiveness and develop the account plan including sales, market share and required resources

- Negotiate and prepare bids and tenders for Procurement bodies and/or Hospitals _(in cooperation with Bids & Tender and ICS - where applicable)_

- _ Provide guidelines, priorities & allocation decision to Customer Service & Fulfillment team during Out of Stock and PreBack order management situations_

- Conduct business reviews with each assigned buying organization, covering sales volumes, compliance & competitive conditions (in conjunction with RAM's/KAM's and ICS where applicable)

- Closely monitor and report competitive activities

- Work with Sales Managers (and RAM's/KAM's where applicable) in implementing multi-source product sales and marketing strategies

- Develop and manage new services for key customers and sales area

- Collaborate with Medical and RA in regard to preparing and updating adProm

**JOB REQUIREMENTS**:

- Masters' degree preferred (Science, Commercial, Medical, )

- Significant experience in pharmaceutical businesses, both in Sales, National Accounts and Bids procedures and requirements

- Digital and data driven insights (CRM systems, communication tools)

- Strong experience is tender bid planning, management and execution

- Strong introduction with key administrative and political stakeholders within Hospital Care

- Lobbying and negotiation skills - ability to council and influence

- Communication and facilitation skills

- Financial analysis skills

- Pricing experience including IRP

- Selling skills

- Understanding how the business works

- Ability to plan and identify key result areas

- Orchestrate supplier-customer relationships including managing buying group organizations

- Work with a multidisciplinary team

- Comply with regulations and standards and protect Baxter's public reputation

**Reasonable Accommodations

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073895