West Area Director, Corporate Accounts - HCS in Portage, MI at Stryker Corporation

Date Posted: 6/27/2018

Job Snapshot

Job Description

Position summary / General Purpose: Reporting to the Area Vice President, Corporate Accounts, this individual will have responsibility for 6-8 Corporate Account Managers (CAMs), who provide key administrative stakeholders within select IDNs and other complex health systems with a point of coordination across the Stryker MedSurg & Neurotechnology divisions. In addition to managing performance, driving for results, and engaging effectively with sales leaders across Stryker, the Area Director, Corporate Accounts is expected to have a deep understanding of the hospital supply chain in order to build collaborative strategies to support our internal goals of accelerating growth, improving profitability and simplifying the customer experience within these key accounts.   Position responsibilities: Deliver on Healthcare Systems (HCS) and Corporate Accounts goals and metrics for accounts within assigned geography. Support CAMs in assigned geography in the development of account plans. Support CAMs in assigned geography in the development of customer offers, contract solutions and negotiations, as needed. Assist AVP in the establishment of structure, strategies and business plans for assigned geographic area of responsibility. In partnership with AVP, establish routine cadence of communication with National Contracts team to understand national contracts and ensure alignment of IDN strategies to national contracting strategy. Ensure alignment to pricing impact initiatives as outlined by the Divisional Pricing Committees and provide input on how to effectively engage with our customers. As appropriate, work with marketing to develop programs that offer additional value beyond product and transactional price. Make recommendations regarding assigned corporate account changes as needed and build out complete succession plan for your team. Identify regional trends that have the potential to affect other areas of the country and report the trends and action plan to the AVP of HCS.  Assist in the development and implementation of metrics and measurement tools to be used for Corporate Accounts analysis. Complete monthly report(s) as specified by AVP of HCS. Attend Stryker and industry meetings as directed by AVP of HCS. In coordination with the AVP of HCS: Design and implement compensation plans, development plans, and measurement tools (e.g. scorecards) for direct reports. Complete annual performance reviews for direct reports. Initiate team training and personal development plans to increase skills, knowledge and capabilities consistent with the evolving healthcare market. Adhere to all corporate policies as published, as well as AdvaMed guidelines in interactions with customers. Proactively manage department expenses to a pre-determined annual budget.  Essential skills and experience: Bachelor’s degree 10+ years sales and/or marketing experience 3-5 years Corporate / National Account experience 3-5 years people management experience Excellent time management Exceptional attention to detail, adaptability to changing requests, and service ethic relating to all internal and external customers Excellent verbal and written interpersonal communications skills Excellent analytical skills Excellent negotiation skills Excellent organizational and time management skills Excellent public speaking skills Exceptional skills in applicable software programs (Excel, MS Word, PowerPoint) Emotional intelligence Strategic long term vision with the ability to execute tactically Collaborative team player able to work across many different peer groups, units and divisionsStrong team-building skills with the ability to lead, motivate and inspire others,Valued but not required skills and experience: Masters in Business Administration, Finance, or other related field Negotiation Training  Reporting to this position:  6-8 Corporate and Sr. Corporate Account Managers, and potentially Corporate and Sr. Corporate Account Associates   Role Qualifications: Must be able to review printed and handwritten materials Must be able to operate common office equipment (e.g. PC, telephone, cell phone, PDA, etc.). Must be able to communicate telephonically Must be able to analyze and resolve complex administrative and clerical issues of a broad scope using independent judgment Must be able to prioritize work and keep accurate, detailed, and confidential records Must be able to observe and correct minute inconsistencies (e.g. in the printed word, report appearance, etc.) Must be able to understand and work within complex interdivisional procedures and executive schedules  Physical demands and work environment:  The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential function of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Physical demands: Exerting up to 10 pounds of force occasionally and/or a negligible amount of force frequently or constantly to lift, carry, etc. Generally involves sitting in an office and 40% - 60% travel.  Work environment: The employee is expected to adhere to all company policies and to act as a role model in the adherence to policies As a member of the Healthcare Systems team, responsible for contributing to the achievement of business objectives Flexibility to work unconventional hours as business dictatesIndependent achiever in a customer-focused team environment

Work From Home: No

Travel Percentage: None

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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