Joint Replacement Business Solution Manager in Roma at Stryker Corporation

掲載日付: 7/30/2019



We are recruiting for a driven, pro active and experienced Business Solution Manger to grow and drive the Mako business for Italy. For this exiting opportunity you preferable live in Milan and are fluently in both English and Italian.

You have a great understanding of the Italian commercial market and a background in (a related) industry similar to your Joint Replacement/ Mako business.

You accelerate in stakeholder management and are able to be the business adviser to our customers and partner to grow Mako in Italy.

the Joint Replacement Business Solutions Manager has the opportunity to lead and manage many of the key strategic events that will drive success for Joint Replacement Italy in general. The primary function of the position is to accelerate the MAKO placements in strategic accounts through coordination and close follow-up of indirect channel activities.

The position will be responsible for the development and implementation of key Italy strategic initiatives including:

Assessment and development of Robotic market in Italy and MAKO penetration Drive programs for increased utilization of MAKO install base Develop business and organizations models in anticipation of evolving market needs for Joint Replacement business

This role reports directly to the General Manager, Joint Replacement Italy

This role will take a wide strategic view of both the external health landscape in the Italy and Stryker’s Joint Replacement business, identify changing factors that will have affect the market and business and build proposals as to how we should respond to deliver profitable revenue growth within target accounts and Regions.

The BSM defines long-term organizational strategic goals, supports the GM, RSMs and Agents to build key customer relationships, identifies business opportunities and maintains extensive knowledge of current market conditions.

It is key element of this job to collaborate closely with the MAKO Distributors, RSM group, marketing team, and other internal organization functions to increase sales opportunities and thereby maximize revenue for the organization

Key Activities & Accountabilities

Accelerate MAKO Placements (60%)

  • Lead customer engagement and partnership development on Robotic programs. Cooridnate indirect channels (Agents/Distributor) for ensuring alignment on targeting and coverage. Identify and build a stakeholder engagement plan for potential clients and decision makers within targeted accounts
  • Identify key points on the customers strategic agenda. Understand customer needs as they may be affected, prioritize as they relate to Styrker’s business, and utilize internal relationships to utilize resources to deliver solutions.Be responsible for positioning both the Stryker product and service offering to ensure growth of total business.
  • Actively montior prospect for potential new clients and drive them in the selling process from “Funnel” to “Pipeline” in collaboration with Agents, Distributors and Marketing teams
  • Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators
  • Handle objections by clarifying, emphasizing Stryker value proposition and how this can support Customer development
  • Arrange and participate in internal and external client debriefs
  • Develop business plans to establishing short term, mid term and long term gains for Stryker Joint Replacement
  • Effectively manage projects to a timely completion observing budget and communication expectations

Business Development Planning (30%)

  • Identify and quantify changes influencing Stryker’s business, both within traditional hospital envirionment and beyond
  • Be familiar with the key stakeholder needs within Orthopaedics and the healthcare environment and present to and consult with mid and senior level management with a view to developing new services, products, and distribution channels
  • Identify new business opportunities that have a joint outcome for the customer and Stryker Joint Replacement through establishing an extensive network touching each level of the healthcare environment
  • Product and service pricing – Provide analytical, strategic and financial evaluation of pricing strategies including management of Orthopaedic tenders and contracts
  • Develop a pricing strategy for Stryker’s Joint Replacement business as needed and be the pricing interface with key stakeholders in these organizations
  • Lead customer engagement and partnership development to ensure market access for all Stryker Joint Replacement products overcoming barriers to usage at each customer level within targeted accounts. Be the interface with the target customer group leading to greater customer understanding, greater customer intimacy, improved contact management and operational effectiveness.
  • Network internally with franchise leaders, key franchise stakeholders, NSMs, other franchise BDMs to maximize the one Stryker approach where appropriate
  • Where required manage head office relationship with selected corporate group(s)

Management and Research (10%)

  • Understand the company’s goal and purpose to enhance the company’s performance
  • Understand the competitors structure, products, service offerings and structure to assess their competitive advantage/weakness
  • Develop KPIs and tools for driving and improving field force performance
  • Provide visibility on agent performance and recovery plans for low performance where needed.
  • Establish key metrics for all activities and undertake any monitoring to understand the return on investment of key initiatives
  • Forecast Sales growth for mulitple timeframes and ensure forecast accuracy is achieved


  • Economics or business degree desirable

Experience and Competence

  • Executional  focus - This is a significant hands-on role, with a clear focus on execution.  This manager must have a proven track record of delivering exceptional results over an extended period. This manager must be passionate about hitting and exceeding targets, have a deep understanding of exactly how their business is performing in all key areas, and possess huge internal drive and motivation. 
  • Experienced on selling organizations with complex matrix and indirect channels
  • Demonstrated success in leading teams through influence and not authority
  • Experience of engaging senior level customers (KOLs, Trust Director, C-suite) within the Italian healthcare environment
  • Proven experience in delivering excellence in market share growth and financial commitments
  • Proven success of working as a key acount manager or business development manager within a healthcare company preferablly medical devices
  • A good understanding of P&L, and working knowledge of how to maximise profits for Stryker
  • Be able to represent the Stryker brand and values with internal and external customers
  • Experience in executing on the marketing plan within budget constraints
  • Keep the customer’s needs at the centre of all planning activities, encourage communication, drive execution, and foster innovation, as a means of providing a best-in-class service
  • Excellent collaboration and communication skills; strong cross-functional influencing skills & teamwork
  • Strong ability to persuade or negotiate appropriately
  • Problem solving - Collaborate with others, solve problems creatively and demonstrate high integrity
  • Initiative – Able to take action that goes beyond job requirements to achieve objectives of the Stryker business and can implement new ideas or solutions without prompting
  • High Ethics - This manager needs to have impeccable ethics.   Integrity management will be essential to the delivery of Stryker’s vision of being the most admired company
  • Experience of tender/contract management
  • Engage and inspire the workforce - This manager needs to be able to build confidence, trust, inspiration and commitment to a workforce. A passion and talent for orchestrating people resources will be essential.  This manager will need to have had experience at building winning teams.

Please note we kindly request you to apply in English, as your international interviews do not all speak and understand Italian. We are sorry to share but applications in Italian will not be processed as fluently in English is a requirement for this role. Thank you in advance.

Work From Home: Yes

Travel Percentage: Up to 50%