Data Solutions Sales Manager - California in Virtual, California at Stryker Corporation

Date Posted: 2/13/2020

Job Snapshot

Job Description

The Data Solutions Sales Manager (DSSM) has consultative sales responsibility, coaching, and leadership for Solution Selling of the System of Care through the positioning of Data Solutions covering defined sales regions of the United States. Responsibilities include leading and directing the efforts of the Medical Sales Team, working closely with the Regional Sales Managers and Emergency Care and Acute Care Sales Directors. The DSSM reports directly to the National Sales Director-Data Solutions, US. Specific responsibilities include growing the data solutions revenue by gaining new client relationships, managing and ensuring renewals, exceeding client satisfaction goals through the full use and adoption of the system, increasing the revenue of the entire Stryker product portfolio, establishing business plans, driving growth and maximizing earnings while meeting cash flow objectives.

The DSSM provides strategic account management and sales leadership to the Regional Sales Teams, by securing key strategic sales opportunities in Hospital and Pre-Hospital accounts through specializing in all data products/services as well as core Physio products. The DSSM must implement LEAD Selling initiatives, at the mastery level, to assist in the development of long-term relationships in the accounts of responsibility. The DSSM works closely with all levels of management to enhance Stryker's image, relationships, and ability to analyze situations, develop and maintain annual account focused business and strategic opportunity plans.

  • Assume primary leadership for the design, development, and implementation for all account development and sales opportunity plans in assigned territory. Maintain full responsibility for action and call plans to ensure positive long-term outcomes for Stryker.
  • Develop and maintain strong relationships with territory account responsible representatives, field management, and the Professional Services installation/training team that enable the collaborative efforts to be utilized to win account orders.
  • Develop and maintain long-term relationships with key buying influences in assigned target accounts.
  • Observe, monitor and report changes in key opportunity parameters via utilization of a customer relationship management tool, in a timely manner, to ensure opportunity visibility to all levels of the organization.
  • Act as the key data strategist and be a resource for field sales management in strategic opportunity management and forecasting.
  • Develop best practices for strategic account management and act as a mentor to field associates.
  • Perform other leadership related duties as assigned.
  • Achieve targets for sales, expense controls, allocation and utilization of Technical Service Systems Engineers, average selling price targets, account penetration, and win/loss ratio.
  • Develop an annual Account (business) Development plan. Updated on a quarterly basis including plans by product and action plans to capitalize on new opportunities within the territory.
  • Use all available resources (including marketing managers, sales support, systems engineers, finance, peers, etc.) to develop effective accounts and capitalize on sales opportunities.
  • Attend trade shows and sales meetings as needed.
  • Ensure Sales Consultants are trained and meet minimum competency standards in data products so as to adequately prospect for new business opportunities.
  • Submit accurate, timely, and complete reports and paperwork regarding field activities and results, market surveys, forecasts, funnel management, expense reports, etc.
  • Identify customer, competitor, and other territory issues and communicate same to appropriate personnel.
  • Other duties as assigned.

Basic Qualifications

  • Bachelor’s degree in technical, science, business discipline or related discipline or equivalent experience.
  • Three years highly applicable sales experience.

Preferred Qualifications:

  • Master's Degree
  • Background in healthcare, selling enterprise wide clinical solutions.
  • Demonstrated ability to position the financial value of data capture systems to customers.
  • History of success in building significant relationships with market leading clients.
  • Demonstrated effective executive-level communication skills.
  • Knowledge and ability to navigate the organization effectively.
  • Experience working in a fast paced continually changing environment.
  • Demonstrated experience building and maintaining high performance environments and the ability to obtain results through others.
  • Demonstrated ability to create and manage accurate forecasts.
  • Ability to work with all levels of an organization.
  • Prior experience in creating and implementing strategic plans.
  • Demonstrated excellent presentations skills.
  • Strong command of both written and verbal communication skills.
  • Ability to influence others.
  • Possess a strong commitment to company values.
  • Ability to work out of a home office.
  • Frequent travel 75% of the time inclusive of overnight stays and weekends.

Work From Home: Not available

Travel Percentage: None

Stryker Corporation is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, gender identity, sexual orientation, national origin, disability, or protected veteran status. Stryker is an EO employer – M/F/Veteran/Disability.

Stryker Corporation will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information.


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