National Sales Manager ENT, Italy - Virtual, Caserta - Stryker Corporation

Date de publication : 10/17/2020

Résumé de l'offre

Description de l'offre

Responsible for the commercial success and drive toward category leadership of the Stryker ENT business by meeting patient, provider and payer needs. Defines the relevant and most effective channel to market, initially third-party indirect partners supported by the global ENT business and Stryker TOM partners, including the selection and management of product introductions. Chooses and develops distribution partners through knowledge of the local markets and competitors. Leads, manages and actively supports distribution partners to achieve defined sales objectives. Serves as the interface between the company and the distributor, which includes sales, tendering, advanced contracting, contract compliance, product and therapy training, marketing tools and other support activities. Is an active member of the ENT Int’l Leadership Team.

Responsible for the Italian region.

7+ Years of sales & marketing experience required, plus 4 years of university/technical study in administration / sales / marketing / paramedical or equivalent. Master Degree is preferred. Fluency in English (oral and written) above and beyond local language.

Sales Leadership

Together with the channel partners, global ENT team and Stryker TOM functions:

  • Set Direction by developing an annual and long-range strategic plan
  • Lead the channel partners by establishing clear priorities and empowering decentralized decision-making with clear guidance
  • Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors; delivering regular forecasts and state of the business to senior mgmt
  • Puts monitoring and metrics in place to forecast performance, monitor activity and measure success
  • Co-develops and supports local KOL action plans and leads int’l KOL action plans.
  • Maintains high level of professional and technical knowledge and is able to train small to large distributor sales teams with varied backgrounds
  • Provides sales leadership support to key external events (trainings, congresses) and internal meetings
  • Builds relationships with key customers (clinical and economic), executing on strategic action plans
  • Conducts regular field rides to support key customers, coach and conduct business reviews with team
  • Builds organizational capabilities by instilling the need for continuous improvement and initiating & executing on process improvements

Distributor Management

  • Has or gains knowledge of the indirect channels and is able to select & motivate distributor partners or direct sales to meet short and long-term goals
  • Negotiates key contract terms with distributor, while building strong distributor relationships.
  • Provides advanced operational support to distributors on topics such as: workflow management, product mix, promotion, shipping, inventory management, etc.
  • Facilitates communication between the distributor and ENT regulatory & clinical teams to ensure optimal product registrations
  • Provides initial and ongoing product & therapy training support, including training assessment, to the distributor sales force

Marketing & Communication

  • Leads the development and execution of the local commercial strategy, together with distributor and Stryker partners. Key marketing components include:  market overview / unmet needs and patient pathway, reimbursement analyses, segmentation, customer profiling, int’l KOL planning, pricing, competitive messaging/branding, sales strategies and marketing tactics
  • Creates or co-develops national sales programs by developing field sales action plans, target account plans, and incentive structures
  • Communicates with the global marketing team on the development and execution of new product launches to ensure the distributor sales teams are fully trained and equipped to succeed
  • Directs and supports key local marketing initiatives together with partner:  congresses, int’l congresses, advisory boards, VOC (voice of customer), pricing guidance, etc.
  • Continuously looks for new ways to improve the current and new offerings of products & services
  • Leverages market insight, analytics and deep understanding of the market and distributor's capabilities to identify solutions to challenges and capitalize on sales opportunities
  • Monitors and reports on the weekly and monthly sales activities and results, any issues, solutions, changes to competitive landscape & distributor recruiting activity.

Quality & Compliance

  • Ensures that all of our ENT business, sales activities with the Distributor are legally and ethically compliant, without compromising our code of conduct and the principles stated in Stryker Corporate Integrity Program.
  • Ensures distributors understand Stryker Code of Conduct and Corporate Integrity Policy and have been trained accordingly.

Ensures that any and all potential code of conduct issues are immediately reported through the appropriate channels.

Work From Home: Field-based

Travel Percentage: 70%

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