GM Joint Replacement Italy in Roma at Stryker Corporation

Date Posted: 9/25/2018

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Roma
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    9/25/2018
  • Job ID:
    27532BR

Job Description

The Job's Mission

Based in Italy, this role will report directly into the European VP GM for Joint Replacement. The General Manager Joint Replacement will coordinate an organization comprised of 2 Regional Sales Manager; 1 Business Development Mgr directly reporting to him/her, 20 between agents and distributors, and around 10 direct employees reporting to the Regional Sales Managers.. The General Manager will be responsible for total turnover of approximately 30 mio € .

Key Activities &  Accountabilities

Full P&L responsibility of the Joint Replacement business in Italy

  • GM is expected to meet or exceed their annual Sales Revenue Target as defined in the Division budget.  GM is expected to meet or exceed these targets by compliant means.
  • GM is expected to run profitable Business Unit in their respective geographical area.  The expectation is that GM, 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 the annual budget.
  • GM is expected to maximise operating income as a % + value of sales.  GM  is expected to meet & target for operating income.
  • The GM is expected, for the purpose of Stryker’s manufacturing and sales forecasting, to ensure accurate sales forecasts each month.

Manage the team/business

  • Establish solid relationships with clients and ensure the solidity of the sales network.
  • Coach and mentor all direct reports and establish development plans for them to exceed expectations
  • Assess talents and work closely with HR to continuously enhancing the productivity and effectiveness of the business unit with respect to people, development, retention, succession planning, employee engagement.
  • Ensure the effective management of employee turnover and engagement of sales teams.

Focus and execute on strong sales strategy with the sales force

  • Develop a strong sales/marketing strategy for the Division in the local market
  • Ensure effective territory and budget setting to drive growth are in place for your business unit.
  • Develop impactful and coordinated actions aimed at higher account customer engagement.
  • Drive customer centric continuous improvement and sales.
  • Be commercially aware and monitor the market and gather competitive intelligence on new products, competitive strategies, industry tactics, and opportunities for business growth.
  • Meet with key clients to assist RSMs/ Sales Reps with maintaining /fostering relationships and negotiating/closing deals.
  • Collaborate with KAM and other division to drive sales

Your Qualifications

  • BSc Life sciences, pharmaceutical or business degree desirable
  • Solid experience as Commercial Director or Division Business Unit Leader for a small medical device business with proven career progression.
  • Direct selling experience required, preferable in the medical device industry; with a good knowledge of opinion leaders and of the main products and competitors;
  • 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.
  • Proven experience in delievering market share growth and financial commitments.
  • Demonstrated success in building, managing, motivating and developing strong sales. This includes acumen in setting sales coverage and leveraging territory coverage and customer focus
  • Demonstrated ability to build engagement and leverage performance management systems to reach business objectives; includes goal setting, performance planning and monitoring, coaching, feedback and performance review
  • Strong commercial/financial acumen; including demonstrated record of overachieving organizational goals (e.g., sales quota, growth quota, sales, P&L, engagement)
  • Excellent collaboration and communication skills; strong cross-functional influencing skills & teamwork.

Competencies

  • High Ethics. This leader needs to be of impeccable ethics.   High integrity leadership 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.  This leader must have a proven track record of delivering exceptional results over an extended period.   This leader 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.

Work From Home: No

Travel Percentage: Up to 50%

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