Trauma, Sales Representative - North West - 28917BR - EN in Newbury at Stryker Corporation

Date Posted: 5/13/2018

Job Snapshot

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Job Description

The Job's Mission

The Territory Sales Representative responsibilities include directly selling products, optimising customer service and supporting the acquisition of new customers. Helping with contract renewals and negotiations and keeping ahead of developments amongst our competitors and the market. Additional responsibilities also include training and supporting the more junior regional sales team members to sell products within the region.

Product Portfolio to be supported – All Stryker Trauma & Extremities Products

Key Activities & Accountabilities (HCP = Health care professional)
  • Plan, execute and monitor all measures necessary to help achieve industry leading support.
  • Provide customer care for physicians, surgical theatre staff, hospital administration and sterilisation departments, this will involve working within the theatre and clinical environment.
  • Provide theatre and other HCP staff training on Stryker products. This could include organising and conducting training workshops for surgical & theatre staff.
  • Working closely with other Stryker Sales team members within the defined region, and the Regional Business Manager, to ensure customer service levels are best in class.
  • Communicate essential features and benefits of products and their clinical application.
  • Demonstrate outstanding ethics at all times. Treat customers and other employees with respect. Represent Stryker in the best possible light.
  • Behave with integrity, deliver on commitments within required timescales.
  • Regular reporting on progress and activity and highlighting daily, weekly and monthly objectives.
  • Develop an understanding of the local healthcare environment and hospital/specialty plans and strategies in our region.
  • To exceed sales results in line with the annual sales target.
  • Conducting trials and evaluations of product in theatre and clinical environment to drive sales.
  • Customer service & acquisition of new customers.
  • Help to develop team and Key Opinion Leaders (KOLs)
  • Demonstrates the ability to seek new business.
  • Builds deep customer loyalty through trust, reliability and a genuine commitment to help
  • Gains complete understanding of customer requirements and emotional drivers and positions accordingly. Recognises buying signals and reacts appropriately. Always closes.
  • Frequently leverages Stryker cross franchise portfolio to add value to propositions.
  • Demonstrates a 'Stryker first' mentality when addressing cross divisional opportunities.
  • Conducting price negotiations and contractual preparation within the limits of in-house guidelines, up to contract conclusion
  • A through understaning of the different ways to provide product into a hospital through consignment of kit or use of our loan service and demonstration of efficient use of these channels to best suit our customers needs.
  • At all times appreciate that provision of appropriate medical care for the patient is of paramount importance and our priority is to only ever recommend product that is appropriate.
  • An extensive online training program will be completed to provide knowledge on Anatomy & Physiology and product technical information. In addition there will be training on the indications for use of our products and disease mechanism and modes of failure that result in the need for specific types of surgery / treatment. This will be supplemented by accompanied field visits and one to one practical training sessions. Specific practical courses will be attended once a base level of knowledge and experience is established. This will be evaluated by way of practical assessments, role plays and written tests.
  • Candidates will attend surgeon training meetings and educational conferences.
  • Auditing theatre and hospital stock (implants, disposables and instruments) – managing consignment levels and ensuring good asset management and stock rotation. Become familiar with Ipad application to manage and monitor stock held in customer accounts.
  • Establish and support a work environment of continuous improvement that supports Creativity and Team Spirit.
  • Make maximum use of the assets out in the field to gain biggest return.
  • Demonstrate best practice and success to the team with regards to sales process, winning business, business planning and territory management.

Job Requirements

  • Preferably educated in a medical, scientific, technical or engineering area to degree standard.
  • A background that demonstrates a sucessful sales track record with an ability to engage with others, influence, motivate and work hard. Someone who shows the potential to take a sucessful area and develop it further and work as part of a winning, competetive team.
  • Would be ideal / advantageous if had some familiarity with trauma procedures.
  • Commercial acumen, an appreciation of budgetary and cost issues surrounding theatres and surgical procedures.
  • Computer skills, MS Office.
  • Outstanding communication and Presentation skills including use of modern presentation media.
  • Workshop/demonstration skills/training skills.
  • Good working knowledge of anatomy and physiology.
  • Successful sales and/or marketing experience essential.
  • Verifiable success in sales.
  • Experience in team working must be demonstrated.
  • Healthcare Economic knowledge.
  • Commercial skills and an ability to treat a territory as a franchise.
  • Orthopaedic product knowledge would be advantageous.
  • Computer skills, MS Office.
  • Outstanding and clear communicator.
  • Excellent planning ability.
  • A strong competetive drive to sell and win.
  • Tenacity, drive, ambition.
  • Integrity.
  • Desire to learn and grow into a bigger role.
  • Have an ability to build rapport and understand the importance of relationships in selling.
  • Able to engage with customers at different levels and ask appropriate questions to establish needs of our customers.
  • Ability to work in a collaborative manner both with colleagues and customers.
  • Self disciplined, focused and organised.
  • Must show initiative and ability to work autonomously.
  • High sense of responsibility.
  • Ability to work under pressure.
  • Ability to prioritise objectives, respond quickly to changing needs and be readily available at short notice and involve travel.
  • Actively seeks continuous improvement or the ability to self reflect and identify personal development needs.
  • Driven to succeed and grow.
  • Meticulous and conscientious individual.
  • Demonstrates outstanding ethics at all times. Treats customers and employees with respect, represents the company in the best possible light.
  • Delivers on commitments within the required timescales.
  • An excellent negotiator.
  • Decisiveness and assertiveness without being arrogant or intimidating.
  • Ability to handle communications, criticism and conflict.


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