Business Unit Director Surgical (m/f) GSAP - 25868BR - DE in Duisburg at Stryker Corporation

Date Posted: 6/1/2018

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Job Description

The Job's Mission

Based in Germany, this role is responsible for the GSAP countries (Germany, Switzerland, Austria, and Poland). This role will report directly into the European VP/BUD Surgical and be an active member of the European Surgical Leadership Team (ESLT). In the GSAP region, the BUD, Surgical will coordinate an organization comprised of 45 individuals across the four countries. The BUD will be responsible for total turnover of approximately 38 million USD.

Key Activities & Accountabilities

Full P&L responsibility of the Surgical business across the GSAP Region.
  • BUD is expected to meet or exceed their Sales Revenue Target as defined in the Surgical budget. BUD is expected to meet or exceed these targets by compliant means.
  • BUD is expected to run profitable Business Units in their respective geographical area. The expectation is that BUDs, their RSMs and sales teams will meet margin expectations by implementing an appropriate pricing policy to get sales in line with “Sales Revenue Target” as well as meet margin expectation as defined in Surgical Budget.
  • BUD is expected to maximise operating income as a % + value of sales. BUD is expected to meet & target for operating income.
  • The BUD is expected, for the purpose of Stryker’s manufacturing and sales forecasting, to ensure accurate sales forecasts each month.

Manage the business
  • Establish solid relationships with clients and further establishing the solidity of the sales network.
  • Ensure a strong sales management team is in place and capable of leading the sales organization in their specific area.
  • Invest in Human Resources management.
  • The BUD will need to grow his/her own successor in the role, in order to fill the succession pipeline of this position.
  • Successfully manage employee turnover and engage sales teams.

Prepare and execute the launch of new products and technology platforms.

Focus and execute on Commercial Excellence with the direct sales force.

Job Requirements

  • BSc Life sciences, pharmaceutical or business degree desirable
  • Fluency in English essential
  • MBA preferable but not essential

  • Solid experience as Commercial Director or Franchise BUD for a small medical device business. Min 4-5 years.
  • Preferably s/he will have acquired experience in the medical devices area with a good knowledge of opinion leaders and of the main products and competitors;
  • S/he must be a fluent English speaker at a minimum. This leader needs to be out and about, with high visibility and impact, living and breathing all Stryker’s values to customers and employees alike.

High Ethics. Linked to above, this person needs to be of impeccable ethics. Beyond, restoring credibility, a high integrity leader will be essential to the delivery of Stryker’s vision of being the most admired company, and how that will be achieved through impeccable ethics.

Execution focus. This is a significant hands-on role, with a clear focus on execution. They must have a proven track record of delivering exceptional results over an extended period. They must be passionate about hitting their numbers, have an incredible understanding of exactly how their business is performing in all key areas, and possess huge internal drive and motivation. The successful candidate will need to have had considerable experience and success at preparing and executing targeted marketing and sales programmes to win business off the competition and take market share. This is a unique turnaround opportunity.

Engage and inspire the workforce. This leader needs to be able to build confidence, trust, inspiration and commitment to a workforce. In addition to gaining the commitment of the existing workforce, they need to build an even stronger team. This person should be a ‘talent magnet’, the sort of great leader that those who have worked for them before, want to work for again. However, this is not just about hiring old contacts, but really being able to sort which people are the very best, and will be able to add talent bench strength to Stryker. This leader must be excellent at organising resources and getting the whole business working as one team. A passion and talent for orchestrating people resources will be essential. This leader will need to have had considerable experience at building winning teams.


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