Commercial Business Manager - North East, Scotland

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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

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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.

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