Manager, Strategic Sales in Kalamazoo, MI at Stryker Corporation

Date Posted: 9/18/2018

Job Snapshot

Job Description

Basic Function


Builds and maintains effective long-term relationships and a high level of satisfaction with key senior-level decision makers and influencers. Identifies, develops and typically closes new sales opportunities. Creates demand for the organization's products and services by raising their profile with customers. Achieves revenue targets by increasing revenue spend per account. May conduct regular status and strategy meetings with the customer's senior management to understand their needs and link them to the organization's product/service strategies.


Strategic sales responsibilities across assigned GPO(s), IDN(s) and Key Accounts with revenue responsibility of a minimum  $300,000,000 across one or more Stryker business units. Partners closely with the Area Sales Directors, Regional Managers, and the salesforce to execute a coordinated strategy. Serves as the primary contact for assigned accounts with members of national and corporate accounts teams. Authority to negotiate directly with customers on behalf of the assigned business units. Works with shared services and internal departments including marketing, sales operations, and healthcare systems to develop and enhance national and regional sales strategy. Provides training and materials to successfully implement, execute and enforce contracts across group purchasing organizations, IDNs and key accounts.

Responsibilities

  • Build and maintain relationships with key accounts
  • Represent business unit and sales team on strategy for local and national programs and agreements
  • Identify/assess business opportunities and to drive program and account performance
  • Identify, develop and maintain effective internal and external business relationships; ensure key contacts are maintained throughout the sales process and post-sale activities
  • Work closely with cross-divisional branches to drive collaboration and improve return on investment for Stryker
  • Gather market data and provides industry analysis as necessary
  • Continuously assess relevant markets to identify business opportunities, as well as appropriate products and services
  • Provide timely, informative data that enables leadership to make effective pricing and programming decisions
  • Develop and implement summary and exception reports to validate program performance; present results of programs to business unit leadership
  • Partner with Marketing to identify and develop custom solutions for key accounts, and to ensure alignment and synchronicity in executing Marketing Strategy
  • Identify opportunities to maximize business through effective national and corporate contract strategies
  • Collaborate with Sales Training team and participate in the Sales and/or Marketing training of others

Supervisory Responsibilities


Blood Borne Pathogen Category A Position


Physical Requirements


  • Medium work: Exerting up to 50 pounds of force occasionally, and/or up to 20 pounds of force constantly to move objects
  • Must be able to review printed materials
  • Must be able to communicate with large groups of people
  • Must be able to communicate telephonically
  • Must be able to use common office equipment (e.g. calculator, PC, fax machine, etc.)
  • Must be able to travel up to 65% annually

Mental Requirements


  • Must be able to generate and explain detailed forecasts, guidelines and procedures
  • Must be able to analyze and resolve non-routine sales issues using independent judgment
  • Must be able to routinely make decisions which may affect immediate sales operations that have a divisional effect
  • Must be able to observe and correct minute inconsistencies

Qualifications/Work Experience Preferred


  • 5+ years related sales and/or marketing experience
  • Excellent presentation skills
  • Excellent negotiation skills
  • Excellent analytical skills
  • Excellent interpersonal skills
  • Excellent organizational skills
  • Excellent written and verbal communication skills
  • Excellent business and financial acumen
  • Demonstrated effective managerial skills
  • Fundamental computer skills with high proficiency with Microsoft Excel
  • Highly effective at internal and external executive level collaboration to maximize effectiveness of national and corporate contracts and strategies

Education/Special Training Required


  • B.A. or B.S.

Work From Home: Yes

Travel Percentage: Up to 75%

Stryker Corporation is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, gender identity, sexual orientation, national origin, disability, or protected veteran status. Stryker is an EO employer – M/F/Veteran/Disability.

Stryker Corporation will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information.

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