Territory Sales Manager Oxfordshire and Buckinghamshire - 28862BR - EN in Newbury at Stryker Corporation

Date Posted: 6/17/2018

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Job Description

As a Joint Replacement Territory Sales Manager you will be primarily responsible for meeting and exceeding sales objectives for your territory. You will represent Stryker as a leader in our industry, building and maintaining strong business relationships with all key stakeholders. As part of a highly successful team, you will manage Stryker Centres of Excellence and will be expected to engage with surgeons, hospital management and other healthcare professionals (HCPs), at the highest level. You will be required to manage existing business with exceptional customer service while identifying new sales opportunities and ultimately converting these into new business. You will be responsible for communicating with customers on a variety of topics including the safe and effective use of Stryker products, new product launches, advancements in technology and educational programs. The product portfolio contains all reconstructive related products including primary and revision hip and knee prostheses, oncology solutions and bone cement. Additionally, you will have responsibility for the MAKO robotic arm assisted surgery sales pathway.

Ideally, the Territory Sales Manager will live in a location situated on or close to this territory. The area covered includes Oxfordshire and Buckinghamshire.

Key Activities & Accountabilities
  • Exceed sales target with quarterly and annual sales results.
  • Plan and execute a quarterly and annual business plan. Show management of existing revenue streams and customers, drive acquisition across the territory generating growth.
  • Manage contracts and pricing agreements within the territory, working with the Regional Sales Manager (RSM) and Product Managers to ensure this is within the desired company bands.
  • Secure trials and evaluations of product in theatre / the clinical environment to drive sales revenues.
  • Demonstrate the ability to seek new business.
  • Communicate essential features and benefits of products and their clinical application.
  • Sell to all levels of customer and cover complex cases. The ability to understand and articulate the benefits of complex and wide ranging product portfolio will be critical.
  • Discuss current concepts and offer informed opinions on up to date research and case studies.
  • Understand the clinical application of the broader Stryker portfolio to offer our customers an understanding of our wider product range; Act in a consultancy capacity with other Stryker departments.
  • Develop an understanding of the local healthcare environment and decide relevant strategies in the region.
  • Develop an understanding of industry specific registries (e.g. NJR) and deliver regular analysis to the rest of the regional team.
  • Develop working relationships with Key Opinion Leaders (KOLs).
  • Attend surgeon training meetings and educational conferences.
  • Work closely with other Stryker Joint Replacement team members across the South of England, and the RSM, to ensure customer service levels are best in class.
  • Provide customer care within the theatre and clinical environment for physicians, surgical theatre staff, hospital administration and sterilisation departments.
  • Provide theatre and other HCP staff training on Stryker products. To include organising and conducting training workshops for surgical & theatre staff.
  • Demonstrate outstanding ethics at all times. Treat customers and other employees with respect. Represent Stryker in the best possible light.
  • Build deep customer loyalty through trust, reliability and a genuine commitment to help.
  • Show an awareness of profitability of the territory. Manage all resources and materials on territory efficiently.
  • Additional responsibilities as directed by RSM.

Job Requirements


Educated in a medical, scientific, technical or engineering area to degree standard would be preferable. Exceptional candidates without degree level qualifications will be considered.

A background that demonstrates a successful sales track record within the medical technology sector would be highly desirable combined with a strong work ethic and an ability to engage, influence and motivate others.

  • Successful verifiable sales experience in medical technology or other industries is essential.
  • Commercial acumen and an appreciation of budgetary cost issues surrounding healthcare provision.
  • Healthcare Economic knowledge.
  • An ability to treat a territory as a franchise.
  • Workshop/demonstration training skills.
  • Good working knowledge of anatomy and physiology.
  • Experience in team working must be demonstrated.
  • Strong communicator, excellent at building relationships.
  • Highly competitive and confident.
  • Orthopaedic product knowledge would be advantageous.
  • Excellent presentation skills including use of modern presentation media.
  • Computer skills, MS Office.
  • Very good written and spoken English.


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