Commercial Manager ENT – Italy in Virtual, Caserta at Stryker Corporation

Date Posted: 2/2/2020

Job Snapshot

Job Description



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
  • Implement monitoring and metrics to forecast performance, and measure success
  • Co-develop and support local KOL action plans and leads int’l KOL action plans.
  • Maintain high level of professional and technical knowledge and train small to large distributor sales teams
  • Provide sales leadership support to key external events (trainings, congresses) and internal meetings
  • Build relationships with key customers (clinical and economic), executing on strategic action plans
  • Conduct regular field rides to support key customers, coach and conduct business reviews with channel partner team

Distributor Management

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

Marketing & Communication

  • Lead 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
  • 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 th


  • Have at least 7 Years of Sales & Marketing experience
  • Have a proven track record in a similar role
  • You have a Batchelor or Masters Degree in a technical / administration / sales / marketing / medical field.
  • Are fluent in Italian and English

Work From Home: Field-based

Travel Percentage: 70%

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