Sales Manager - ProCare in Virtual, Texas at Stryker Corporation

Date Posted: 7/23/2020

Job Snapshot

Job Description

Essential duties & responsibilities:

Sales Function

  • Maintain routine communication with divisional sales teams (Sales Reps, Regional Managers, Strategic Sales Managers, Area Sales Directors, etc) to gather and share information as part of Corporate Accounts process to develop a transparent account strategy.
  • Reinforce established relationships with all key decision makers, including but not limited to: contracting leads, clinical/biomedical engineering leads, managed services leads, etc.
  • Monitor all service conversion opportunities, apply analytics and report regularly on progress both internally and externally
  • Identify and help coordinate new opportunities with Sales to build new business and protect existing business through coordinated sales and service efforts, improved agreements and contract compliance.
  • Partner with Endo and Instruments divisional Strategic Sales Management to effectively execute on specific BU strategy that is tied to service or service related solutions. 
  • Lead service-specific discussions at IDN Quarterly Business Reviews and manage cross-divisional customer-facing value documents.
  • Coordinate activities across all BUs and Legal for Master Service Agreements
  • Collaboration with Instruments Strategic Sales, Sales & Marketing Teams across both Total Endo and Instruments Divisions
  • Develop and execute commercial strategy through our Government Sales Channel for Total Endo and Instruments Divisions
  • Develop and execute on IDN strategies across Total Endo and Instruments Division w/ collaboration of Sales Leaders
  • Active role with the Total Endo Strategic Account Team to serve as primary point of contact on cross BU sales opportunities
  • Prepares and presents information for MedSurg level service reviews
  • Responsible for ProCare-related content and presentations in all MVP Customer presentations
  • Develops and implements national contracting strategies to grow service revenues at targeted IDNs at a rate exceeding national growth rates
  • Develop comprehensive business plans, IDN opportunity roadmaps, and collaborate with sales to ensure alignment with BU objectives, Endo/Instruments Divisional goals and Stryker Imperatives.
  • Monitor contract compliance levels and evaluate results to make appropriate suggestions to target new business and grow market share.

Contract Implementation

  • Collaborate with Healthcare Systems Operations and other internal and external departments including Legal, National Accounts, Strategic Contracting, and Stryker Finance to optimize contract execution and enhance customer experience during the implementation process.

Problem Resolution

  • Take on assigned and on-demand tasks focused specifically on service
  • Cultivate the partnership mentality within IDNs and identify opportunities to add “non-price” value through the use of existing initiatives, programs, and other forms of aggregated value

Training & Education

  • Attend Stryker and industry meetings as recommended by Sales and Healthcare Systems leadership
  • In conjunction with Management, develop a personal development plan to increase skills, knowledge and abilities consistent with the evolving healthcare market.
  • Adhere to all corporate policies as published, as well as AdvaMed guidelines in interactions with customers.
  • Proactively manage travel expenses to a monthly budget.

Education & special trainings:

Qualifications & experience:

Experience

  • 5-10 years in medical device sales and marketing roles
  • Demonstrated performance in management and/or leadership positions
  • Upper-level administrative and supply chain relationships, as well as prior experience with complex customers including regional collaborative, IDNs and/or ASC management companies
  • Demonstrates previous success in selling service or other complex solutions 
     

Role Qualifications

  • Must understand medical device markets, including disposable and capital products
  • Must have excellent time management skills with ability to use independent judgment to prioritize effectively
  • Must be able to work with clinical and business personnel, both internal and external to Stryker
  • Must be able to analyze and resolve issues using independent judgment
  • Must be able to work well independently and without direct supervision
  • Must be able to review printed material and draw salient conclusions
  • Must be able to generate and explain detailed forecasts, guidelines, and procedures and execute on strategy
  • Must be able to communicate concisely telephonically and via email
  • Must be able to use common office equipment (e.g., printer, cell phone, etc.)
  • Required proficiency in MS Office applications including Excel, Access, Word, PowerPoint and Outlook

Other Skills

  • Excellent analytical skills
  • Excellent communication and interpersonal skills
  • Excellent organizational skills
  • Highly motivated
  • Collaborative
  • Regional management or other leadership experience

Work From Home: Field-based

Travel Percentage: 30%

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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