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About the Role
Stryker is a leading medical device organization focused on improving patient lives through innovative products and technology. This role is crucial in advancing healthcare by establishing, maintaining, and expanding relationships with strategically selected accounts within the UK Private sector, driving growth and profitability.
Responsibilities
- Establishes, maintains, and expands relationships with strategically selected accounts within the UK Private sector.
- Supports divisions in driving activities to enable growth and profitability through assigned strategic account objectives.
- Supports the maintenance of business within high touch accounts and development of new business in selected accounts.
- Acts as the primary point of contact to key stakeholders (C-Suite, Supply chain, procurement).
- Simplifies and accelerates the buying process across single and multiple divisions using relationship building, problem-solving, analytical, and critical thinking skills.
- Creates pricing proposals, engages in consultative selling, business-to-business negotiations, contract execution, and agreement optimization.
- Collaborates with Stryker divisional teammates to share strategies, execute business reviews, contract within and across portfolios, protect price, evaluate contract profitability, and grow Stryker share.
- Develops relationships with emerging and influential decision-makers and facilitates communication to coordinate internal sales activity.
- Develops creative solutions and approaches to support a dynamic product portfolio and changing landscape.
- Drives value-based procurement positioning and supports acceleration of growth.
- Represents the entire range of Stryker products and services.
- Collaborates and coordinates efforts on cross-divisional opportunities and acts as an ally for growth with the divisions in Enterprise Accounts.
- Collaborates with the Government Affairs and Market Access department to align strategy and develop cross-divisional value propositions.
- Supports the Director, Enterprise Accounts with specific projects focused on business expansion opportunities.
- Develops and maintains relationships with key decision-makers (C-Suite, Senior Management, clinical, purchasing, Finance) in select Enterprise accounts and at Healthcare system level.
- Designs, obtains buy-in, and collaborates with internal Stryker stakeholders to implement criteria for selecting strategic accounts and sustaining long-term growth.
- Develops business and account plans for selected Enterprise Accounts, Outpatient Surgical centres, and new hospital builds, executing and monitoring plans.
- Supports, defines, and deploys the strategic account plan structure and process across the matrixed organization.
- Provides strategic guidance and recommendations for selected Enterprise Accounts, playing an active role in developing long-term contracts.
- Conducts contractual negotiations with select Enterprise Accounts.
- Identifies and partners with external stakeholders to create innovative partnership concepts.
- Designs and develops bespoke value propositions for individual Enterprise Accounts.
- Collaborates with other COE functions in Europe and with Market Access & Health Economics team to drive value-based offerings.
- Conducts Quarterly Business Reviews and strategy meetings to identify further opportunities.
- Communicates with Business Unit Leaders, Regional Sales Managers & Marketing Managers regularly to share key account information.
- Represents multi-franchise initiatives internally and externally and provides central co-ordination of efforts.
- Runs and understands financial models for cross-divisional offerings.
- Develops comprehensive annual account reports.
- Proactively monitors contract compliance levels and evaluates results to improve compliance, target new business, and contract cross divisionally.
- Tracks monthly progress against goals, identifying Successes, Weaknesses, Opportunities, and Threats (SWOT).
- Works with Enterprise accounts Supply Chain to assist sales in accelerating the sales process, removing obstacles, identifying opportunities, and driving long-term customer loyalty.
- Identifies overarching issues and supply chain concerns across Enterprise accounts and assists in resolution.
- Delegates operational tasks timely and effectively such as contract activation, price changes/amendments, orders, and invoice payments.
- Cultivates the partnership mentality within Enterprise Accounts and identifies opportunities to add “non-price” value.
- Prepares the market for future Stryker product launches and investment, driving healthcare economic solutions.
- Gathers market data and provides industry analysis.
- Maintains knowledge of market trends, competitive actions, product needs, and customer base.
- Maintains and grows knowledge base of capital equipment, disposable products, Flex Financial and ProCare service agreements, and associated contract position.
- Travels up to 50%.
Requirements
- Minimum 5 years in a commercial role (strategic selling, key account management, commercial operations, business development, marketing).
- Proven business acumen and success within the medical device industry.
- Experience of the Private Sector is ideal.
- Ability to be successful and achieve results through others who are not direct reports.
- Proven ability to influence internal senior level stakeholders.
- Skilled negotiator in tough situations with both internal and external groups, facilitating win/win solutions.
- Deep understanding of customer purchasing process and contract / tendering processes and mechanisms.
- Solid understanding of Sales & Marketing strategies as well as commercial acumen to drive growth.
- Strong financial experience, able to read a P&L and assess customer financial offerings.
- Comprehensive knowledge of the country’s medical economy.
- Knowledge of a CRM system is preferred.
- Computer skills, MS Office.
- Presentation skills with modern presentation media.
- Valid UK driver’s license.
Skills
- Relationship building
- Interpersonal skills
- Problem-solving
- Analytical skills
- Critical thinking
- Consultative selling
- Business-to-business negotiations
- Contract execution
- Agreement optimization
- Financial modeling
- Sales & Marketing strategies
- Commercial acumen
- Financial analysis
- Presentation skills
Location
- Field-based (UK)
Work Type
- Field-based
- Full-time
Experience Level
- Minimum 5 years commercial experience
Salary/Compensations
- £69,300 - £115,600 GBP Annual
Benefits
- Bonuses
- Commissions
- Healthcare
- Family and parenting leaves
- Wellness programs
- Onsite gyms and restaurants
- Discount purchase programs
- Service and performance awards
- Various social and recreational activities
About the Company
- Stryker is one of the world’s leading medical technology companies.
- The Company offers a diverse array of innovative medical technologies, including orthopaedics, medical and surgical, and neurotechnology & spine products.
- Stryker products and services are available in over 100 countries around the world.