Regional Sales Manager Head & Neck (m/f) South West in Duisburg at Stryker Corporation

Date Posted: 7/4/2018

Job Snapshot

Job Description

This role will report directly into the Business Unit Leader Head & Neck. Located in Germany, the Regional Manager will coordinate an organization comprised of 5+ individuals.  This person should show through their career a true passion for people development together with outstanding results in medical device sales.

Key Activities & Accountabilities:

  • Financial responsibility of the Surgical business in respective region.

  • Expected to meet or exceed their annual Sales Revenue Target as defined in the division budget.

  • Expectation is that the 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.

  • Expected for the purpose of Stryker’s manufacturing and sales forecasting, to ensure accurate sales forecasts each month.

  • Manage the team/business

  • Establishing broad and solid relationships with clients (internal and external) to ensure the solidity of the sales team.

  • Coaching and mentoring all direct reports and establish development plans for them to exceed expectations and effectiveness of the sales team with respect to people, development, retention, succession planning, employee engagement.

  • Ensuring the effective management of employee turnover and engagement of sales teams.

  • Have a clear personal vision of what sales team engagement means and how to achieve it.

  • Show extensive examples of outstanding service to customers, both personally and via a team

  • Execute on sales and marketing plan in line with BUL and European marketing strategy.

  • Develop a strong business plan for the region in the local market

  • Ensure effective territory and budget setting to drive growth are in place for the region.

  • 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 Sales Reps with maintaining /fostering relationships and negotiating/closing deals.

  • Drive, coach and develop the sales team to win new market share from competitors


  • BSc Life sciences, pharmaceutical or business degree desirable.

  • Solid experience as a people manager with proven career progression.

  • In excess of several years, direct selling experience required, preferable in the medical device industry; with a good knowledge of opinion leaders and of the main products and competitors.

  • A good understanding of P&L, and working knowledge of how to maximise profits, for Stryker

  • This manager 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 delivering excellence in market share growth and financial commitments.

  • Experience in executing on the marketing plan within budget constraints.

  • 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.

  • Fluently German and English speaking and writing.

  • 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.

Work From Home: Yes

Travel Percentage: Up to 100%


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