Sales Director Europe - Interventional Spine (IVS) - 30619BR - EN in Waardenburg at Stryker Corporation

Date Posted: 6/1/2018

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Waardenburg
  • Job Type:
    Sales
  • Experience:
    Not Specified
  • Date Posted:
    6/1/2018
  • Job ID:
    30619BR

Job Description

The Job's Mission
This role will report directly into the European Managing Director of Interventional Spine. Located in Europe, the Director of Sales, IVS, Europe will coordinate an organization comprised of approximately 70 employees related to selling the IVS product portfolio. The Director of Sales (DOS) will be directly responsible for sales of $47M and indirectly responsible for total sales of approximately 174M million USD.

Key Activites/Accountabilities
Responsibility for the IVS Sales Organization across Europe
  • The Director of Sales will directly manage Southern Europe (Iberica and Italy), France, Benelux and GSAP regions.
  • Develop sales channel that has capability to deliver results in the short and long term in line with Strategic Plan
  • Meet or exceed the annual Sales Revenue Target as defined in the Division budget. Meet or exceed these targets by compliant means
  • Manage Sales Leaders and sales teams to meet margin expectations by implementing an appropriate pricing policy (in collaboration with marketing team) to get sales in line with Sales Revenue Target as well as meet margin expectation as defined in the annual budget
  • Maximise operating income as a % value of sales. Meet target for product margins and sales related operating expense
  • Deliver accurate sales forecasts each month
Manage the team/business
  • Establish solid relationships with clients
  • Coach and mentor all direct reports and establish development plans for them to exceed expectations
  • Assess talents and work closely with HR to continuously enhancing the productivity and effectiveness of the sales force with respect to people, development, retention, succession planning, employee engagement
  • Ensure the effective management of employee turnover and engagement of sales teams
Prepare and execute the launch of new products and technology platforms.
  • Work with regional and local marketing to establish high impact launch plans for new products
  • Accurately predict new product revenue potential and margin impacts
  • Ensure adequate sales training programs are in place for all new product launches
Focus and execute on strong sales strategy with the sales force.
  • Develop a strong sales/sales support strategy for the Division in the local markets
  • Ensure effective territory and budget setting to drive growth are in place across your direct sales teams
  • Develop impactful and coordinated actions aimed at increasing 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 RSMs/ Sales Reps with maintaining /fostering relationships and negotiating/closing deals
  • Collaborate with KAM and other division to drive sales
  • Work with education and marketing departments to establish a world class sales training program
  • Establish and standardize best practices for accurately establishing, monitoring, and delivering sales results across the various sales forces

Job Requirements

Education
  • BSc Life sciences, pharmaceutical or business degree desirable
Experience
  • Solid experience as Sales Director or Division Business Unit Leader with proven career progression.
  • Direct selling experience essential, preferable in the medical device industry; with a good knowledge of opinion leaders and of the main products and competitors
  • This leader 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 delievering market share growth and financial commitments.
  • 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
  • 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.
Competencies
  • High Ethics. This leader needs to be of impeccable ethics. High integrity leadership will be essential to the delivery of Stryker’s vision of being the most admired company, and how that will be achieved through impeccable ethics.
  • Execution focus. This is a significant hands-on role, with a clear focus on execution. This leader must have a proven track record of delivering exceptional results over an extended period. This leader must be passionate about hitting their numbers, have an incredible understanding of exactly how their business is performing in all key areas, and possess huge internal drive and motivation. The successful candidate will need to have had considerable experience and success at preparing and executing targeted marketing and sales programmes to win business off the competition and take market share.
  • Engage and inspire the workforce. This leader needs to be able to build confidence, trust, inspiration and commitment to a workforce. In addition to gaining the commitment of the existing workforce, they need to build an even stronger team. This person should be a ‘talent magnet’, the sort of great leader that those who have worked for them before, want to work for again. However, this is not just about hiring old contacts, but really being able to sort which people are the very best, and will be able to add talent bench strength to Stryker. This leader must be excellent at organising resources and getting the whole business working as one team. A passion and talent for orchestrating people resources will be essential. This leader will need to have had considerable experience at building winning teams.

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