National Accounts Manager in Hamilton at Stryker Corporation

Date Posted: 9/25/2018

Job Snapshot

Job Description

The National Account Manager manages distribution partners that have a national presence and a strategic focus for the Public Access & Alternate Care and Medical market segments. The National Account Manager commits to the highest personal standards in ethical conduct and all skill areas and strives to maximize the success of the Public Access & Alternate Care and Medical market segments and the company.  This individual must serve as a contributing member of the Sales Team while championing Stryker’s Vision, Promise and Mission.

Individual Responsibilities:

  • Proactively collaborates with internal teams/departments to promote a culture of inclusiveness and cooperation
  • Responsible to live and exemplify Stryker’s Values: Integrity, Accountability, People, and Performance

Functional Responsibilities:

  • Manage National Distribution partnerships across Physio-Control sales channels (Hospital, Pre-Hospital, W&C)
  • Achieve quarterly and annual targets for sales, account penetration, and strategic growth initiatives.
  • Develop an annual business plan, updated on a quarterly basis, including growth objectives, specific action plans and performance management tools.
  • Establish Physio-Control as the preferred supplier in targeted national distribution partners by working closely with key decision makers and other critical stakeholders.
  • Use available internal resources (sales representatives, marketing managers, sales support, engineers, finance, legal, etc.) to develop strategies for national distribution growth and support.
  • Determine the best sales approach for new and existing business within the partner channel through strategic analysis and ongoing adaptation to market changes.
  • Manage and resolve channel conflict, utilizing necessary external and internal resources.
  • Work in close collaboration with Physio-Control marketing team to develop distributor promotions/incentives, as well as end user incentive programs.
  • Serve as distribution liaison across Physio-Control markets (hospital, pre-hospital, W&C) to ensure clear communication and cooperation among sales channels.
  • Facilitate and manage sales trace reporting and sales credit processes in close collaboration with master distribution partner, national distributors, and Physio-Control Finance team to ensure proper credit to appropriate sales teams (Hospital/Pre-Hospital, Enterprise, Indirect).
  • Create and conduct quarterly in-person business reviews with national distribution partners.
  • Establish annual quotas for independent sales team, and work in close collaboration with executive management team to drive growth and quota achievement.
  • Facilitate and manage participation in National partner sales meetings and trade shows.
  • Monitor, guide, and coach sales representatives to achieve business targets, improve selling skills (strategic and tactical) and productivity, and build sustainable customer relationships with all key national distribution stakeholders.
  • Manage ongoing mutual business objectives and related problem solving/conflict resolution for master distribution partner (Optimal).
  • Conduct group presentations to a wide range of key stakeholders within national distribution channel (Marketing, Sales, Operations, Finance, Clinicians, End Users, etc.) for product and/or educational training in support of Physio-Control products and programs, as required. Tailor presentations and materials for specific indirect partner needs and requirements.
  • Identify customer, competitor, and other channel issues and communicate to appropriate management.
  • Maintain complete and current performance reports for all assigned national accounts.
  • Submit accurate, timely, and complete data to support forecasts, funnel management, and expense reports, etc.

Conduct & Compliance

  • Abide by and support the policies set forth in the Stryker Code of Conduct
  • Understand that compliance with the Code of Conduct, as it may be amended by Stryker Corporation from time to time, is a condition of continued employment with Stryker
  • Conduct work in compliance with all laws, rules, and regulations and in accordance with Stryker’s high ethical standards
  • Report any violations of these policies and procedures to Stryker management or in the manner outlined in Stryker’s Ethics Hotline Policy

Knowledge & Skill Requirements

  • Demonstrated ability to understand how to influence executive stakeholders.
  • Proven ability to develop strategies that complement and contribute to overall business strategy and objectives.
  • Demonstrated ability to develop both internal and external long-term customer relationships.
  • Demonstrated mastery of time and territory management skills/techniques.
  • Proven track record of understanding customer needs, requirements, and objections.
  • Proven skills in working independently inclusive of self-motivation, organization and training/education.
  • Excellent communication and interpersonal skills inclusive of the ability to work with diverse groups.
  • Demonstrated excellence in presentation creation and delivery skills.
  • Proven ability to analyze sales data from a variety of sources.
  • Demonstrated ability to work with cross-functional and internal company representatives.

Education & Qualifications

  • University Degree required (B.B.A. or B.A. in business with an emphasis in marketing or Health related discipline, Science, Kinesiology)
  • Bilingual in French & English required
  • 8+ years of sales and/or sales management experience, within a distribution business or through an indirect channel preferred
  • Experience with a Solution Selling discipline
  • Experience with or other CRM application

Internal applicants with an equivalent combination of education, experience and performance over time at Stryker will be considered

Work From Home: Yes

Travel Percentage: Up to 50%

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