Job Description

The Job's Mission

To hit and exceed set sales targets whilst maintaining profitability for Stryker .

The Sales Business Manager is responsible for selling trauma products directly into the NHS. Fantastic levels of customer service are required for this role. Assisting with the production of tender submissions and also the negotiating of trauma and extremities contract renewals will be required. Additional responsibilities of a Sales Business Manager include presenting to all levels of NHS personnel.

A professional advisory capacity to customers is of paramount importance

How did this Vacancy arise?

The vacancy arose from the Sales Business Manager from this trauma role recently being promoted internally within Stryker. This territory has been developed and has grown over the past 5 years to now being over a £600k territory. This territory will continue to produce organic growth due to the success of the previous Sales Buisness Manager but there are numerous opportunities on the territory still to be maximised by the right candidate.

Key Trauma Products to be Supported

All Trauma and Extremities related products including Nails, Plates, Screws and Bone substitute.

Job Geography and Location

Ideally, you will live in a location situated in the East of Scotland. The area covered includes Edinburgh, Perth, Dundee, Aberdeen, Inverness and Melrose.

The main hospitals on the territory are Edinburgh Royal Infirmary, Ninewells Hospital, Aberdeen Royal Infirmary and Raigmore.

You will need to be preapred to travel within the UK for trauma training and will, on occasion, be asked to travel internationally for training and sales conferences.

Key Activities and Accountabilities

Planning, executing and monitoring of all measures necessary to guarantee achieving budget

- Conducting trials and evaluations of trauma and extremities products within the theatre environment

- Organising and conducting of training, surgical/theatre participation, view surgeries and workshops

- Complete initial induction at Stryker Head Office followed by specific trauma training via online learning (trauma 101) and thereafter attend and pass a week long trauma training course (trauma 201) in Switzerland

- Work closely with all members of the Scottish trauma and extremities team to ensure fantastic customer service and support is provided to all customers

- Work collaboratively with other Scottish Stryker franchise team members (recon, surgical and medical) to maximise sales opportunities

- Conducting price negotiations and contractual preparation within the limits of set Stryker guidelines, up to and incuding the contract conclusion

-Customer care for (managerial) physicians, surgical/theatre staff and hospital administration with the goal of achieving qualitative and sales-oriented consultation

- Coach and mentor less experienced or new trauma and extremities team members

- Co-ordination of the distribution and logistics of trauma products with the support of the related manager

- Conduct yourself with the highest levels of integrity at all times

-  Ability to sell to NHS personnel at all levels from staff nurse to trauma clinical director

- Ability to actively seek out new business opportunities

- Work to build excellent working relationships with Key Opinion Leaders within theatres

- Cover complex trauma and extremities cases with the ability to work well under pressure

- Regular communication with Trauma Regional Business Manager including reporting of sales on a regular basis

- Controlling all the resources and materials of his/her related sales area. Optimisation of the resources.

- Regular reporting to Sales Managers, on the evolution of the sales, and adaptation to the circumstances of the market.

- Attending of Trauma conferences and meetings. These can be local, UK or international

- Understanding of “putting the patient first” when it comes to treatment using Stryker trauma products

- Understanding that trauma can involve unsociable hours including some weekend working for case coverage – flexibility is required

- Auditing and management of theatre trauma stock on a regular basis. Gains the understanding of when trauma stock is consigned to hopsitals or when it is purchase only

- Gains a total and complete understanding of the buying process within hospitals and always closes the sale

- Builds up customer trust through reliability and likeability – “always do what you say you are going to do”

- Construct a 2-3 year rolling business plan that is updated and presented on a quarterly basis

- Build up as much experience as possible with the trauma products so that you really are the “go to” person for your trauma colleagues

- Additional tasks and responsibility delegated to you by your trauma Regional Business Manager

- Ability to run a profitable trauma business for Stryker ensuring trauma stock is consigned at the correct levels

Education

Ideally you will come from a Medical Sales background, or hold both Medical Training and some Sales experience seperately

Experience

A background that demonstrates excellent sales success and/or marketing experience is essential. You will be a fantastic communicator and relationship builder who works hard and genuinely enjoys following through the whole sales process.

• Would be advantageous if you have trauma experience at some level
• Good working knowledge of anatomy and physiology
• Verifiable sales success
• Computer literate – Microsoft Word, Excel and Office
• Excellent business acumen and the understanding of the changing landscape of selling into the NHS
• Experience of working well as part of/being a senior member of a team
• Full driving licence is essential for this role
• Theatre Access training would be beneficial
• Confident and comfortable at presenting with outstanding presentation skills
• Previous contacts within the NHS would be beneficial

Competencies

Integrity – demonstrates the highest level of Stryker ethics at all times

Self Motivated with the ability to work autonomously

Fantastic communicator

Likeable personality

Winning sales mentality

Willingness to go above and beyond what is expected of you

Driven individual who wants to succeed in everything that they do

Charismatic

Flexible

Ability to work under pressure

Persistent and Tenacious

Business Thinking

Closes business quickly and effectively

Negotiating skills

Hard working

Delivers on tasks within the agreed timescales

Competitive nature

Meticulous and organized

Desire to grow and progress within Stryker

Ability to prioritise objectives

A real “Can Do” positive attitude

Out of the box thinking – ability to problem solve

Decisive and assertive