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Business Solutions Manager UK - Head & Neck in Virtual, UK at Stryker Corporation

Date Posted: 4/16/2019

Job Snapshot

Job Description

The Job's Mission
 
This customer facing role will work within the fast-growing Head & Neck franchise to drive growth across the changing external healthcare landscape. As Business Solutions Manager, your main focus will be on designing innovative and differentiated solutions to customer needs which deliver profitable revenue growth for both Head & Neck and Stryker. Working with the RSM group, you will proactively define new business opportunities and will act as the key Stryker contact in executing collaborative proposals and driving sustainable revenue and profit for the UK Head & Neck business.
 
Your role will be the key contact point for Head & Neck strategic relationships with the major framework providers. You will work closely with these groups to identify and execute on new business opportunities, helping to provide a seamless ‘One Stryker’ approach. You will work collaboratively with other franchises in agreed accounts to co-ordinate cross divisional deals which maximise revenue opportunities across the UK Stryker organisation.
 
This role covers the UK and reports directly to the Business Unit Director.

 
Key Activities & Accountabilities
 
Business Development and Customer Engagement

  • Lead customer engagement and partnership development across the NHS including procurement hubs, framework providers and STP’s.
  • Work with GMs, BUDs & BSMs from other franchises to identify agreed cross franchise opportunities and be project lead on one Stryker solutions in those identified accounts.
  • Identify and build customer specific proposal plans for agreed target customers based on needs assessment
  • Identify key points on the customer’s strategic agenda. Understand customer needs as they relate to Stryker’s business, and utilise internal relationships to deliver solutions. Be responsible for positioning both the Stryker product and service offering to ensure growth of the Head & Neck business
  • Be the interface with the target customer group leading to greater customer understanding, improved contract management and operational effectiveness
  • Network internally with franchise leaders, key franchise stakeholders, RSMs, other franchise BUDs/GMs to maximise the ‘One Stryker’ approach in agreed accounts
     

Business Development Planning

  • Identify and quantify changes influencing Stryker’s business, both within traditional hospital environment and beyond
  • Identify new business opportunities that have a joint outcome for the customer and Stryker through establishing an extensive network at each level of the healthcare environment
  • Effectively manage projects to a timely completion observing budget and communication expectations
  • Be familiar with the key stakeholder needs within 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
  • Be knowledgeable on future Stryker product launches and investment to prepare the market as appropriate
  • Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators
  • Anticipate changes to the customer environment and assess impact to Stryker’s business
  • Develop a level of expertise and knowledge that makes you respected by customers and Stryker colleagues
  • Handle objections by clarifying, emphasising Stryker value proposition and how this can support customer development
     

Management and Research

  • Establish key metrics for all activities and undertake any monitoring to understand the return on investment of key initiatives
  • 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
     

What are we looking for?

  • Economics or business degree desirable
  • Executional focus - This is a significant hands-on role, with a clear focus on execution.  You will have a proven track record of delivering exceptional results over an extended period, both personally and through teams.   You will be passionate about hitting and exceeding targets, have a deep understanding of exactly how your business is performing in all key areas, and possess huge internal drive and motivation. 
  • Proven experience in delivering excellence in market share growth and financial commitments
  • Proven success of working as a key account manager or business development manager within a healthcare company preferably medical devices
  • Experience of engaging senior level customers (Trust Director, C-suite) within the UK healthcare environment
  • 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 of executing a plan within budget constraints
  • Demonstrated success in leading teams through influence and not authority
  • Excellent collaboration and communication skills; strong cross-functional influencing skills & teamwork
  • Strong ability to persuade or negotiate appropriately
  • 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
  • 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 - You will 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

Work From Home: Yes

Travel Percentage: Up to 50%

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