Neurovascular - Business Unit Manager in Victoria at Stryker Corporation

Date Posted: 11/3/2020

Job Snapshot

Job Description

The Business Unit Manager for Canada will lead a commercial team to achieve the country and broader North America goals. You’ll continue to build out and inspire a high performing team, promoting close collaboration with cross-functional partners to anticipate and exceed customer expectations. You will be a key leader of the organization accountable to high standards of setting direction, developing talent, building organizational capabilities and inspiring the team to deliver life-saving therapies to Stryker’s customers and ultimately to patients. The Business Unit Manager will build strong relationships with key customers executing on strategic action plans and will also be the key communicator of voice of customer, market intel and team needs to senior management.

Delivers Financial Results

  • P&L responsibility for the Sales organization in Canada.
  • Passionately drives and achieves or exceeds results with regards to Sales growth and profitability.
  • Ensures accurate sales forecasts each month.
  • Delivers expected operating income as a % of sales. 
  • Documents Stryker and competitive market penetration throughout region at an account level for all categories within their responsibility. 
  • Meets with key customers and conducts price negotiations and contractual preparation within the limits of in-house guidelines, up to contract conclusion for key customers.
  • Develops and executes a short and long term growth strategy to maximize sales opportunities in the region that is aligned with Neurovascular North America Marketing strategies.

Sets direction & Inspires the team

  • Inspires his/her team to define new opportunities and develop tactical plans to achieve greater market share/penetration.
  • In collaboration with North America Marketing, identify & execute promotional programs and materials to help support the sales plan & strategy.
  • Sets overall regional goals and territory quotas and evaluates their performance against these.
  • Provide solutions and add value to the sales process through negotiations, resulting in winning business/orders and positive customer experience.

Passionately drives a strong Talent & Performance culture

  • Actively identifies and attracts top level sales talent.
  • Onboards, coaches and develops sales personnel in the region with regards to, amongst others, selling skills, territory management skills and selling Stryker products.
  • Sets clear expectations, evaluates performance and takes corrective action where appropriate.
  • Assess talents and works closely with HR to continuously enhance the productivity and effectiveness of the business unit with respect to people, development, retention, succession planning and employee engagement.

Builds organizational capabilities

  • Conduct an analysis of regional market potential and effectively creates sales territories in order to facilitate company growth.
  • In collaboration with the North America Marketing team, develop marketing plans to deliver on growth expectations for each product category and deliver on new product launch plans.
  • Leverages the North America Marketing organization to keep the sales force informed of new information pertaining to the market and ensuring the execution of new product launches including training on new products.
  • Manage the consultant relationships and budget for Canada in accordance with corporate compliance guidelines.
  • In coordination with corporate supply chain, monitor and communicate product demand to ensure adequate supply across the portfolio, including new product launches.
  • Helps remove barriers to execution in order to deliver a simple customer experience.
  • Partners with other BUMs and Key Account Managers/Director to set up cross-divisional deals.
  • Review the sales process including a professional tender process. Suggest and drive improvements of the same.
  • Fulfill the quality policy and comply with company’s standard operative procedures.
  • Evaluates opportunities to support medical education for customers in accordance with government and Stryker’s compliance guidelines.

Key Responsibilities will include:

Industry Knowledge

  • Responsible for providing continuous tools and education to group members to ensure up to date industry, competitor and product knowledge.
  • Maintains knowledge of the industry and the competition continually seeking information from physicians, suppliers, and others to challenge, modify and prioritize regional strategies.
  • Collects data from their region on competitor’s sales tactics and prepares their team to counter them and keeps the marketing organization aware.
  • Maintains awareness of industry trends and their impact on local/regional sales activities.

Business Management

  • Develops and executes sales strategies and activities.
  • Monitors region sales performance on an ongoing basis, preparing reports, summaries, analysis and documentation on all aspects of region’s performance, including market dynamics, market share and profitability.
  • Assists sales support/marketing staff members in activities such as sales promotion, training or market research in planning and executing special projects.
  • Ensures the effective implementation of representative customer records, key contacts, reports and company policies.
  • Plans and controls expenses to ensure sales objectives are met within budget.
  • Integrates individual territory plans and account profiles into a broader regional sales plan and coaches sales team accordingly.
  • Conducts quarterly sales reviews with team and manager, adjusts strategies in accordance with country requirements.

Selling Skills

  • Prepares quarterly regional sales forecasts and participates in the determination of market potential and sales expense estimates.
  • Identifies sales forecast gaps, submits corrective strategies and implements aggressive sales growth.
  • Develops and recommends on expansion analysis of new field territories.
  • Responsible for developing, implementing and monitoring a region targeting program.
  • Shares personal selling experiences in a way that motivates others and teaches applicable skills.
  • Actively supports corporate/divisional selling initiatives by proactively assisting in the training and influencing their team.

Clinical Excellence

  • Maintains the skills and knowledge to sell the entire product line to all applicable buying influences and can differentiates each product line against the competitor’s products in front of the customer.

Creative Economic and Value-Added Solutions

  • Identifies and develops working relationships with the economic buyer in their region’s key accounts
  • Facilitation of contract negotiations involving all products within the region
  • Creates a compete “bundle” of product and value-add services.
  • Evaluates situations as they affect both the account/customer, as well as the country’s overall business needs.
  • Helps define negotiation parameters for tough economically constrained customer situations.

Building and Maintaining Relationships

  • Maintains contact with major accounts and key relationships seeking to leverage profitable business ventures.
  • Assist key customers in the creation, maintenance, expansion and startup of divisionally related educational courses and forums
  • Attend and participate in customer, company and industry sponsored forums and courses
  • Develop and maintain relationships with key functional areas.
  • Spends maximum time in the field with each sales representative to support their professional development needs and to maintain and develop strong relationships and understanding of the customer.
  • Continue to evaluate the incentive program to ensure we are driving the right behaviors and rewarding performance in the sales organization. 

Quality

  • As interface to Clients and Customer Service has direct responsibility to facilitate, share documents and process to identify, notify and ensure any complaint or problem are addressed, thereby demonstrating high commitment to Quality in all interactions and behaviors.
  • Drive as needed to support and facilitate any field corrective action related his/her scope.
  • Participates in driving quality awareness in every employee, while guiding the local organization towards improved performance and customer oriented initiatives.
  • Co-ensures that employees are notified of all mandatory training and quality obligations with HR Manager. Tracks completion of mandatory training.
  • Ensures that all products and advertisement have been through the appropriate approval processes, prior to sharing or publishing
  • Responsible for inter-departmental compliance with company policies and corrective actions.

Key qualifications include:

  • 7+ years of Medical Device experience
  • 5+ years of people leadership is preferred
  • 2+ Years of training/education experience is preferred
  • 3+ years of marketing management experience preferred
  • Strong leadership, motivation and ability to adapt to different working environments, including influencing in a matrix organization
  • Develop strategic plans to deliver on financial expectations, including top line sales and OPEX
  • High level of integrity and policy compliance

10+ years of combined medical device sales and marketing experience with demonstrated track record of managing hyper-growth market opportunities. Strong Sales, Marketing, Sales & Medical Education and leadership skills are essential to this role.

Work From Home: Field-based

Travel Percentage: 60%

Join our talent network

Joining our talent network will enhance your job search and application process. Whether you choose to apply or just leave your information, we look forward to staying connected to you.

Join Our Team