West Regional Account Manager, Physio Control in Virtual, Washington at Stryker Corporation

Date Posted: 9/10/2018

Job Snapshot

Job Description

GENERAL SUMMARY:

Physio-Control external defibrillators, accessories and services are sold globally through both direct and indirect distribution companies.  The Regional Account Manager manages both direct enterprise customers and indirect distribution partners.  Indirect channel responsibilities include ensuring proper execution of regional distribution strategies, implementing company solution-selling philosophies and developing best-in-class distribution partner relationships in order to achieve established targets for sales, market share, and profits. The Regional Account Manager builds excellent partner relationships through effective management practices and develops a shared business plan to invest in the growth and success of our distribution partners. The Regional Account Manager commits to the highest personal standards in ethical conduct and strives to maximize the results within their region.    


MAJOR DUTIES/RESPONSIBILITIES:

  • Manage Regional distribution partnerships throughout an assigned territory.
  • Coach and develop distribution partners in solution selling, pre-call planning, funnel management and forecasting processes.
  • Coordinate communications and act as the primary relationship contact for distribution partners within the assigned region.
  • Assist in the process of selecting and negotiating contractual terms with potential distributors.
  • Achieve quarterly and annual targets for sales, account penetration, and strategic growth initiatives.
  • Establish Physio-Control as the preferred supplier by working closely with partners to set and accomplish sales/profitability goals; implement market segment penetration strategies and tactics.
  • Maintain knowledge of the Workplace and Community markets, competitors, products and pricing.
  • Determine the best sales approach for new and existing business within the partner channel through strategic analysis and ongoing adaptation to market changes.
  • Provide feedback to manager and corporate stakeholders regarding market trends, industry changes and overall competitive landscape.
  • Manage distribution partner engagement activities, marketing and lead-generation strategies, and growth strategies within the assigned region.
  • Manage and resolve distribution channel conflict and concerns, utilizing all necessary external and internal resources as needed, and communicate to appropriate management.
  • Maintain complete and current performance reports for all assigned partners
  • Develop annual business plans, updated on a quarterly basis for the assigned region.
  • Conduct business reviews on a quarterly basis with key indirect channel partners.
  • Increase sales of devices, accessories, disposables, and services through distribution partners through education, training, and investment of company resources.
  • Develop strong relationships within all functions of distribution (operations, sales, marketing, etc.).
  • Facilitate joint sales activities between partner field sales team and Physio-Control team.
  • Conduct group presentations to customers for product and/or educational training in support of Physio-Control products and programs, as required.
  • Facilitate and manage participation in sales meetings, trade shows and group functions.
  • Submit accurate, timely, and complete data to support forecasts, funnel management, and expense reports, etc.

BASIC QUALIFICATIONS:

  • A Bachelor’s degree in a technical science or business discipline.
  • Eight years of successful distributor sales experience or successful selling experience in either capital equipment, medical or commercial B2B environment.

PREFERRED/DESIRED QUALIFICATIONS:

  • Consistent track record of top 5% performance.
  • Successful completion of a course in Solution Selling.
  • Progressive position growth as measured by positions, territory size or results.
  • Demonstrated ability to understand how to influence others to change their behavior and/or approach to work.
  • Proven ability to develop strategies that complement and contribute to overall business objectives.
  • Demonstrated ability to develop both internal and external long-term customer relationships.
  • Proven skills in working independently inclusive of self-motivation, organization and training/education.
  • Excellent communication skills.
  • Excellent interpersonal skills inclusive of the ability to work with diverse groups.
  • Demonstrated excellence in presentation creation and delivery skills.
  • Proven ability to analyze sales data from a variety of sources.
  • Strong skills in using computers, Windows operating systems and most common office software application.
  • Demonstrated experience using customer relationship management automation systems.
  • Present a professional demeanor.
  • Demonstrated ability to work with cross-functional and cross-company representatives.
  • Possess a strong commitment to company values.

WORKING CONDITIONS:

  • Frequent travel, inclusive of overnight stays and weekends.
  • Ability to work out of a home office.

Work From Home: Yes

Travel Percentage: Up to 75%

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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