Business Development Lead (Medical Equipment)

Role Summary

Area of Responsibility (AOR) for Role

• Distributor Partnership & Business Growth
  • Build strong partnerships with distributor leadership and field teams.
  • Act as a trusted advisor and primary commercial contact for distributor partners.
  • Understand distributor priorities, customer needs, and growth opportunities.
  • Support distributors in developing strategic accounts and winning business opportunities.
  • Share strategies, tools, and market insights to improve distributor effectiveness.
  • Drive accountability and execution through influence rather than direct authority.
  • Strengthen distributor capabilities through training, product knowledge sharing, and joint business planning.
• Account & Tender Development
  • Develop account plans and stakeholder maps for priority hospitals and healthcare institutions.
  • Build relationships with procurement, clinical, pharmacy, biomedical, and administrative stakeholders.
  • Identify, qualify, and develop business opportunities within strategic accounts.
  • Proactively manage tender opportunities and support tender win strategies.
  • Monitor customer dynamics, market trends, and competitive activities.
• Business Development & Portfolio Promotion
  • Identify new growth opportunities and expand portfolio penetration across target accounts.
  • Position Baxter solutions by communicating their clinical, operational, and economic value.
  • Support product evaluations, demonstrations, training programs, and customer events.
  • Serve as a local product and market resource for distributors and internal stakeholders.
  • Gather market intelligence and customer insights to support business decisions.
• Planning, Forecasting & Cross-Functional Collaboration
  • Maintain an accurate opportunity pipeline and sales forecast.
  • Support business reviews and annual planning activities.
  • Act as a bridge between distributors and Baxter's commercial, marketing, medical, regulatory, finance, and supply chain teams.
  • Ensure timely resolution of customer and distributor issues.
  • Conduct all activities in compliance with Baxter policies and local regulations.

Work Qualifications / Experience

• 5-10 years of healthcare commercial experience.
• Minimum 5 years in distributor management, hospital accounts, or solution selling within the medical device/equipment industry.

English Communication Proficiency

Distributor & Business Development

• Proven track record of driving business growth through distributor partnerships and hospital engagement.
• Strong understanding of distributor-led business models and healthcare market dynamics.
• Partner relationship management and ability to influence without direct authority.
• Commercial acumen with the ability to identify and develop growth opportunities.

Hospital & Tender Management

• Experience working with public hospitals, healthcare procurement processes, and tender-driven business environments.
• Knowledge of hospital purchasing, procurement, and tender processes.
• Experience building relationships with clinical, procurement, and administrative stakeholders.
• Tender opportunity identification and management.

Strategic Planning & Execution

• Strategic account planning and opportunity development.
• Pipeline management, forecasting, and business planning.
• Ability to manage multiple projects, accounts, and distributor relationships independently.

Communication & Stakeholder Engagement

• Strong communication, presentation, negotiation, and stakeholder management skills.
• Experience conducting product training, workshops, educational programs, or customer engagement activities for healthcare professionals preferred.