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Sales Associate - Joint Replacement - Hampshire, Berkshire & Somerset in Newbury at Stryker Corporation

Date Posted: 1/30/2019

Job Snapshot

Job Description

We are looking for a Sales Associate in the South Coast area to join our South Coast Joint Replacement Sales team.
Working closely with experienced Sales Representatives, you will develop and foster strong relationships with key opinion leaders. You will take an active part in customer education in the field, supporting the Sales Representative to achieve greater customer engagement and commercial success. You will actively pursue business opportunities to grow Stryker business in targeted accounts, and at all times display exemplary customer service and patient focus.

In this role you will:

  • Develop the skills required to become an effective sales representative.
  • Learning and practicing the techniques required to grow the volume of a defined territory through sales of Trauma products.
  • Learn to manage business in accounts within an existing sales territory and become responsible for the day to day running of key accounts.
  • Become proficient in dealing with; stock issues, instrument requirements, organising loan kits, organising and carrying out regular customer training, learning to provide guidance on orthopedic surgery in a hospital theatre environment.
  • Supporting other sales managers to allow them to concentrate on new business acquisition, new account development.


Essentially this a training role with a view to becoming a full time Sales Representative with independent targets and business objectives.
Initially there will be no individual sales target. Bonus will be based on achievement of milestones/objectives and regional target achievement.

Key Activities & Accountabilities in this role

  • Learning the skills required to manage a territory effectively and grow business in line with Regional sales objectives.
  • Learn how to implement training sessions and workshops on the use of Stryker trauma products. Deliver these sessions to nurses, theatre practitioners and surgeons.
  • Develop knowledge and understanding of hospital needs, with a view to providing appropriate instruments and implants.Learn how to determine what quantities of kit to provide and the internal mechanisms to acquire kit and manage stock held in hospitals.
  • Learn how to gain an understanding of customers needs and identify the opportunity to promote and sell Stryker’s products.Training will be given on basic selling, presenting and negotiation techniques.
  • Gain an understanding of the different ways to provide product into a hospital through consignment of kit or use of our loan service and learn to manage these channels to best suit our customer’s needs.
  • Provide customer service to an existing customer base within the theatre and clinical environment.This will involve a specific set of hospitals where the candidate will have day to day communication and need to respond promptly to requests from customers in those hospitals.The candidate will be required to build relationships with key personnel in these hospitals.
  • At all times appreciate that provision of appropriate medical care for the patient is of paramount importance and our priority is to only ever recommend product that is appropriate.
  • Working closely with other Sales team members within the defined region, and the Regional Business Manager, to ensure customer service levels are best in class across that region.Attend surgeon training meetings and educational conferences.
  • Demonstrate outstanding ethics at all times. Treat customers and other employees with respect.Represent Stryker in the best possible light.
  • Audit theatre and hospital stock (implants, disposables and instruments) – manage consignment levels and ensuring good asset management and stock rotation.Become familiar with iPad application to manage and monitor stock held in customer accounts.
  • Learn how to conduct trials and evaluations of product in theatre and clinical environment as required.
  • Make observations of customer needs and liaise with sales colleagues to follow up on and introduce new or additional Stryker product and/or support.
  • Learn to record details of customers and maintain a basic business plan highlighting daily, weekly and monthly objectives.Start to develop the skills needed to prioritise where to allocate time and resource and how to grow business.

We are looking for a sales representative to join our Joint Replacement team covering Wiltshire & Hampshire. As a Sales Representative you will be primarily responsible for meeting and exceeding sales objectives for your territory. You will represent Stryker as a leader in our industry, building and maintaining strong business relationships with all key stakeholders within our existing business base. As part of the top performing Joint Replacement team in the UK, you will manage Stryker key customers and will be expected to engage with surgeons, hospital management and other healthcare professionals (HCPs), at the highest level. You will be required to manage existing business with exceptional customer service while delivering growth from existing accounts. You will be responsible for communicating with customers on a variety of topics including the safe and effective use of Stryker products, new product launches, advancements in technology and educational programs.

The Sales Representative is a field-based role responsible for driving sales in your sales territory where you will be responsible for developing relationships with users of the Joint Replacement portfolio. Whilst this role is focused on the Wiltshire and Hampshire territory, there will be occasions when you need to support, or cover for colleagues in other areas, or attend Stryker meetings at locations outside of your territory, you will need to flexible to support these occasional requirements. This could occasionally include working at weekends.

Your key activities and accountabilities will be territory planning, executing and monitoring of all measures necessary to guarantee achieving your sales target. This encompasses in particular: 

  • Selling /demonstrating medical equipment within the theatre and clinical environment
  • In theatre support of safe and effective product use (where necessary)
  • Customer service
  • Planning, executing and monitoring of all measures necessary to guarantee achieving target, including; 
  • Leadership in customer engagement physicians, trauma/theatre staff and hospital administration, procurement and STP with the goal of achieving qualitative and sales-oriented consultation
  • Organizing and conducting trainings, theatre participation, view surgeries and workshops
  • Conducting price negotiations and contractual preparation within the limits of in-house guidelines, up to contract conclusion
  • Coordination of the effective management of assets in the field
  • Regular reporting to Sales Managers, on the evolution of the sales, and adaptation to the circumstances of the market.

Experience Desired 

  • Ideally you will have at least 1 years’ experience of selling and but we welcome candidates with a higher level of experience.
  • Verifiable success in sales
  • Experience customer acquisition, shows ability to seek new business
  • Knowledge and experience a commercial sales background
  • Relationship building skills, has to be a natural relationship builder
  • Computer skills, MS Office
  • Very good written and spoken English

Stryker is one of the world’s leading medical technology companies and, together with its customers, is driven to make healthcare better. The company offers innovative products and services in Joint Replacement, Medical and Surgical, and Neurotechnology and Spine that help improve patient and hospital outcomes.

For the second year in a row, FORTUNE, in partnership with Great Place to Work, named Stryker among the 25 World’s Best Workplaces. We rank # 12. We receive this honour because of our remarkable people.

Work From Home: No

Travel Percentage: Up to 75%

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