Senior Key Account Manager, East - Quebec City - Stryker Corporation

Date de publication : 11/15/2019

Résumé de l'offre

Description de l'offre

The Senior Key Account Manager develops, maintains and expands relationships with strategically important Stryker customers. Assigned specific named customers, the Senior Key Account Manager is responsible for achieving driving account sales growth and assigned strategic account objectives. The Senior Key Account Manager represents the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company.  This position combines multiple functional attributes such as sales & marketing, business development, operations and will play an instrumental role in identifying and creating multi-business unit agreements for Stryker.


Individual Responsibilities:

  • Proactively collaborates with internal teams/divisions to promote a culture of inclusiveness and cooperation
  • Responsible to live and drive Stryker’s Values: Integrity, Accountability, People, and Performance
  • Strong verbal and written communication skills, drive for results, and customer focus with the ability to interface with all areas and levels of the company

    Functional Responsibilities:

  • Secure and maintain C-Level commitment, engagement and support for the KAM program
  • Design, get buy-in, and collaborate with all key Stryker stakeholders  to implement the criteria to select the portfolio of strategic accounts for the Company, while sustaining long term growth 
  • Manage a revenue of $65-75M in Stryker base business across Eastern Canada
  • Provide strategic guidance and insight to the President, Canada along with providing recommendations for our key accounts, playing an active role in developing long-term contracts
  • Develop, maintain and grow relationships with the key decisions makers (C-Level executives, Director/VP of Materials Management, VP/Director of Finance, GPO/HA Directors) at the strategic accounts
  • Demonstrate a deep understanding of the account and align Stryker resources, including Canadian Leadership Team support to deliver on Stryker’s value proposition
  • Define and deploy the strategic account plan structure and process across the matrixed organization, including account business planning
  • Achieve overall customer satisfaction and engagement at the assigned corporate accounts
  • Conduct semi-annual Business Reviews with key accounts to identify further opportunities and communicate with Business Unit Leaders, Regional Sales Managers & Marketing Managers on a regular basis to share key account information
  • Develop and provide monthly progress reports on current sales to President, Canada
  • Secure business intelligence to provide input and feedback to key Stryker stakeholders and internal Marketing teams for new growth areas & new business development
  • Analyze high level financial and business intelligence to assess and cultivate new business - leveraging business opportunities and meets assigned targets for profitable sales volume and strategic objectives in assigned accounts

    Conduct & Compliance

  • Abide by and support the policies set forth in the Stryker Code of Conduct
  • Understand that compliance with the Code of Conduct, as it may be amended by Stryker Corporation from time to time, is a condition of continued employment with Stryker
  • Conduct work in compliance with all laws, rules, and regulations and in accordance with Stryker’s high ethical standards
  • Report any violations of these policies and procedures to Stryker management or in the manner outlined in Stryker’s Ethics Hotline Policy

Knowledge & Skill Requirements

  • Extensive knowledge of Company products, technologies, services and business practices across all business units
  • Excellent communication and interpersonal skills with a proven ability to work with cross-functional teams
  • Can negotiate skillfully in tough situations with both internal and external groups facilitating the achievement of win/win solutions among a variety of stakeholders
  • Deep understanding of sales and customer purchasing process
  • Proven sales performance
  • Understanding of Sales & Marketing strategies to drive growth
  • Ability to enable multi-level and multi-divisional teamwork to meet strategic account management program goals and expectations
  • Ability to develop strong relationships with customers and co-workers
  • Strong time management skills and the ability to manage multiple priorities and meet deadlines
  • Good judgment with the ability to make timely and sound decisions
  • Creative, flexible and innovative team player
  • Ability to develop and influence strategic direction and tactical execution of the Key Accounts program

Education & Qualifications

  • University Degree required; Master of Business preferred  
  • 10 + years of experience in Medical Devices and 5 years of leadership experience
  • Sales and/or Marketing experience required
  • Internal applicants with an equivalent combination of education, experience and performance over time at Stryker will be considered

Work From Home: Remote

Travel Percentage: 50%

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