Regional Account Executive, Trauma & Extremities-Southeast in Washington, DC at Stryker Corporation

Date Posted: 10/10/2019

Job Snapshot

Job Description

The Trauma and Extremities Regional Executive will be responsible for executing the T&E strategy as it relates to "Convert, Grow, and Protect" for the assigned IDNs / Divisions in their geography. This will include but not be limited to establishing business relationships with the key decision makers for their group of customers and using their influence to maximize sales through education and implementation of contracts that are or will be in place moving forward. They will also be responsible for closely working with the Trauma ADs, GMs, TSMs, NAEs, as well as the individuals from other Divisions that interact with these customers to help develop, coordinate, and execute a strategy to maximize the value we can bring to these customers through both Trauma as well as collaborative cross divisional efforts.

Develop and execute Regional GPO/IDN Sales strategies through assigned Regional Sales markets. This position will drive sales performance by building and sustaining strong relationships with GPO/IDN employees at Regional and local levels while working with, mentoring, and teaching local Sales Managers and Representatives to successfully negotiate within the National Accounts rules and regulations, and with those customers.

Essential Duties & Responsibilities

  • Develop and execute GPO/IDN sales strategies and activities in assigned area of responsibility with potential areas nationwide and abroad.
  • Foster a continuous process improvement approach with a drive towards continuous sales growth.
  • Schedule strategic visits to customers, identify growth opportunities and resolve barriers to market entry.
  • Initiate, build, and grow existing customer relationships and engagement; drive long-term customer loyalty and retention.
  • Develop and maintain effective relationships with both internal and external customers; utilize relationships to improve sales and payment practices.
  • Increase sales effectiveness through the development and maintenance of quick quoting templates.
  • Maintain and drive Contract compliance requirements for National / Regional agreement; ensure optimal use of consignment agreements reducing the risk of loss
  • Provide support for GPO/IDN actions, as required.
  • Foster effective relationships with current and prospective third- party suppliers; seek out new sources for potential growth.
  • Challenge third party distributors yielding increased sales opportunities
  • Track monthly progress against goals; identify: Successes, Weaknesses, Opportunities and Threats (SWOT).
  • Focus on customer satisfaction through teamwork and empowerment, solve problems using a consultative approach.
  • Manage/update customer product and price lists; perform audits ensuring compliance
  • Determine barriers to Contract performance, investigate discrepancies and develop detailed action plans.
  • Utilize Risk management and risk mitigation techniques.
  • Review contracts and assist leadership in developing quotes and responses to inquiries.
  • Coordinate activities and provide supplemental leadership in local territories to establish individual sales strategies, obtain appropriate approvals for pricing, and ensure delivery.
  • Maintain knowledge of market trends, competitive actions, product needs, and customer base.
  • Work with Marketing to develop project-specific sales strategies for assigned products.
  • Make recommendations and assist in developing programs/strategies for continued growth.
  • Utilize various web sites and other sources to identify requests for quotes and business opportunities.
  • Respond to questions or problems in the field.
  • Provide appropriate training for local Sales Representatives and Managers; provide necessary tools to finalize sales.
  • Develop and maintain Customer Relationship Management (CRM) tools; capitalize on revenue generating interactions.
  • Consult with legal counsel ensuring Contract Compliance.
  • Continue professional development; identify/pursue new training opportunities; attend training/development classes.
  • Accomplish other key duties as assigned by team leadership.


  • Direct experience assisting sales finalization; experience developing complex sales quotations and managing discounts.
  • 7+ years of experience in the design and deployment of successful strategic sales contracts / programs.
  • Experience utilizing Oracle programs to process reoccurring actions.
  • Experience selling and in Sales Management in the Orthopedic Trauma and Extremities markets strongly preferred
  • Experience selling at the Regional or GPO or IDN level preferred
  • Demonstrated track record of overachieving sales, financial or operational goals.
  • Demonstrated ability to build strong relationships and influence key business partners.
  • Demonstrated expertise in written, verbal, and interpersonal communication skills, including the ability to make effective presentations.
  • Demonstrated integrity, patience, follow-through skills and ability to strategize.
  • Demonstrated ability to quickly identify opportunities in a business situation, influence the outcome, and persuade the players; adept emotional intelligence.
  • Ability to work both independently and within a team
  • Consult with legal counsel ensuring full compliance with all programs
  • Complex data analysis skills; Excel pivot table creation,
  • Variance analysis, Comparison customer analysis; justify and support existing/proposed pricing methodologies.

Work From Home: Yes

Travel Percentage: Up to 50%

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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