Key Account Executive - Orthopaedics - Michigan/Ohio

Position summary:

The Key Account Executive (KAE) will be responsible for contracting and account management activities driven through Corporate Supply Chain relationships within named IDNs in a defined region. The KAE will be responsible for a specific Portfolio of Stryker Business Units and team members with two other KAE’s that represent the entire Stryker Portfolios to named IDN customers.  Portfolios will be defined as MedSurg, Orthopedics and Neurotechnology.

The MedSurg Portfolio includes the following Stryker Business Units – Acute Care, Sage, Emergency Care, Endoscopy, Communications, Sustainability and Surgical Technologies. 

The Orthopedics Portfolio includes these Stryker Business Units – Joint Replacement, Trauma & Lower Extremities, Upper Extremities, Foot & Ankle, MAKO, Orthopedic Instruments and Sports Medicine.

The Neurotechnology Portfolio includes these Stryker Business Units – CMF, Spine, Interventional Spine, Neurovascular, Biologics, Neurosurgical and ENT.

As the primary point of contact to Supply Chain for the specified Stryker portfolio, the KAE will use established relationship building, interpersonal, problem-solving, analytical, and critical thinking skills to simplify and accelerate the buying process across single and often multiple divisions.  Responsibilities in this customer-facing role range from pricing proposal creation, consultative selling, business-to-business negotiations, contract execution, contracting implementations and agreement optimization.  The KAE will work closely with their Stryker Portfolio teammates to share strategies, execute business reviews, contract within and across portfolios, protect price and grow Stryker share.

The KAE will have ability to develop relationships with emerging and influential decision-makers including contract managers, supply chain directors and key clinicians, and facilitate communication to help coordinate internal sales activity. Experience in the application of data analytics to identify market share opportunities/price impact as well as familiarity in operating room process and operational workflow will also aid in the creation of Stryker value-added proposals.  Through these activities, the KAE will seek to enhance the customer experience and position Stryker as a leading partner to the health system. Success will be defined through clear metrics (inside their Region, Portfolio and Stryker Business Units), along with the longer-term growth related to heightened access and profitable sales growth.  Portfolio teams will seek to use their team power to use contracting as a differentiated offense to help Stryker win bigger and faster and take share from our competitors.

Essential duties & responsibilities:

Account Management

• Maintain routine communication with divisional sales forces to gather and share information as part of their IDN account management and contracting strategies.
• Re-enforce established relationships with all pertinent Supply Chain personnel, including leads of contracting, value analysis, and other key decision makers.  Build supply chain allies that ensure Stryker gets the last look in all desired contracting activities.
• Maintain an ongoing dialog with the customer to listen, understand, and bring the best of Stryker to improve patient outcomes and streamline the buying process. 
• Monitor all product conversion opportunities, apply analytics and report regularly on progress both internally and externally.
• Identify and help coordinate new opportunities with Supply Chain and sales to build new business and protect existing business through coordinated sales efforts, improved agreements, and contract compliance.
• Serve as a point of access and coordination for MedSurg/Orthopedics/NT sales to the IDN’s key economic and operational resources.
• Partner with divisional Strategic Sales/Business Unit Liaisons to incorporate accurate BU pricing goals and strategies into customer proposals and agreements.  Use the Contract Enablement function & Finance to help propose the most complete and advantageous cross divisionally contract positions.

Sales

• Meet IDN objectives concerning orders growth and preferred vendor agreements and other performance metrics.
• Lead or team up with other KAE’s to perform Stryker Portfolio Business Reviews.
• Develop comprehensive annual account reports, IDN opportunity roadmaps, and collaborate with sales to ensure alignment with BU strategy and objectives, MedSurg/Orthopedics/NT goals.
• Work with Supply Chain to assist sales in accelerating the sales process and removing obstacles, identify opportunities, and drive long-term customer loyalty.
• Follow the established SYK Legal Contracting process during agreement creation and execution.
• Proactively monitor contract compliance levels and evaluate and communicate results to improve compliance, target new business and contract cross divisionally ahead of expiration.
• Track monthly progress against goals; identify: Successes, Weaknesses, Opportunities and Threats (SWOT).

Contract Implementation

• Support pricing, contracting and sales among other business-related matters as driven through the Supply Chain office within assigned IDNs as they relate to their Portfolios.
• Collaborate with Contract Enablement and other internal and external departments including Legal, National Accounts, and Strategic Sales to optimize contract execution.
• Maintain and grow knowledge base of capital equipment, disposable products, Flex Financial and ProCare service agreements, as well as associated GPO/contract position for each business unit.

Problem Resolution

• Identify overarching issues and supply chain concerns across member IDN facilities and assist in resolution with local sales teams and Contract Enablement.
• Delegate operational tasks timely and effectively such as contract activation, price changes/amendments, orders, and invoice payments to partners inside Contract Enablement.
• Cultivate the partnership mentality within named region IDNs and identify opportunities to add “non-price” value using existing initiatives, programs, and other forms of aggregated value. 

Training & Education

• Attend Stryker and industry meetings as appropriate.
• Maintain knowledge of market trends, competitive actions, product needs, and customer base.
• In conjunction with management, create annual 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 specific budget.

Education & special trainings:

• Bachelor’s degree in Business, Marketing or related field required
• MBA or advanced degree preferred

Qualifications & experience:

Experience

• Minimum of 5 years in medical device sales and/or marketing roles preferred
• 10+ total years of industry experience with historical success working cross-divisionally and collaboratively required
• 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 collaboratives and specific IDNs.
   

Role Qualifications

• Must understand medical device markets, including disposables, capital equipment and implantable products to include joint replacement and fracture management.
• 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 generate and explain detailed forecasts, guidelines, and procedures and execute on strategy
• Must be able to communicate concisely telephonically text and via email
• Required proficiency in MS Office applications including Excel, Access, Word, PowerPoint and Outlook

Other Skills

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

Physical requirements & 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.

Work environment:

• Adherence to all company policies and to act as a role model in the adherence to policies.
• As a member of the Enterprise Account Management team, responsible for contributing to the achievement of business objectives.
• Flexibility to work unconventional hours as business dictates.
• Independent achiever in a customer-focused (internal/external) team environment.
• Ability to work in an environment where priorities can change rapidly.
• Travel up to 50% annually, may include some weekend travel.