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Job description
Main function of job: (Note: In addition to these functions employees are required to carry out such other duties as may reasonably be required by the current business need)
The ProCare team are looking for a ProCare Contracts Specialist to join their team and help maximise ProCare contract renewal and uptake, working alongside the existing ProCare Contracts Specialist. ProCare is a service provision between Stryker and its customers that gives Stryker the responsibility for all the maintenance and repair of Stryker products, giving a more streamlined and cost-effective solution to the customer.
The ProCare Contract Specialist (PCS) is responsible for working with the Stryker sales teams for the selling and renewal of service contracts to achieve the contract revenue targets set for the designated franchise and for the overall ProCare business.
The PCS will be responsible for the annual service revenue targets, ensuring existing contracts are maximised by upselling new opportunities within the accounts and to ensure contract renewals rates are at the maximum levels.
The PCS will gain a thorough understanding of products, working with sales & marketing to support training in knowledge and understanding of ProCare, and best equip the sales teams to increase contract uptake, as well as aiding sales & marketing in developing new strategies to maintain growth.
Also with the responsibility is the management of product obsolescence, ensuring service revenues are managed accordingly, and opportunities identified and shared with the respective marketing disciplines.
They will also be responsible for working with Global IT, Oracle support functions and local business analyst for the ongoing management of service related IT systems.
The role will be office based with the expectation that the successful applicant will also spend time in the field with sales personnel and customers.
Duties / responsibilities:
- Work in partnership with the sales teams and customers, selling new and renewing existing contracts to deliver annual ProCare revenue targets.
- Provide training to the sales force on the selling of ProCare, pricing and use of selling tools such as the ProCare App and ProCare contract systems.
- Manage corporate account service contracts with the Business Development team and be a point of contact for corporate procurement contacts.
- Oversee any vacant territories ensuring existing renewals are managed by the respective sales manager or directly with the customer if required.
- Assist in the marketing of ProCare through exhibitions, trade shows and other related meetings.
- Operational management of ProCare contract systems performing system enhancements in conjunction with Stryker IT and the EU ProCare commercial analyst.
- Ongoing data cleansing, ensuring opportunity for sales teams are accurate and assigned accordingly.
- Work with Regional Sales Managers and Business Unit Directors to drive usage of installed base data and focus on ProCare sales and renewals.
- Work with sales to promote Stryker in-house repair capabilities and educate sales representatives and customers on the benefits of Stryker Service versus third party options.
- Work with respective marketing managers, ensuring service revenues are optimised in line with product obsolescence.
Work with Technical Customer Services ensuring smooth contract customer experience
Equipment / software packages used:
- Microsoft Office pack (especially Word, Excel and Power BI)
- ORACLE / SAP
- Local IT packages, such as Salesforce CRM systems
- A good understanding for computer systems and an intuition for computer-based problem solving
Working conditions / degree of effort required:
The work will take place predominantly within Stryker UK HQ located in Newbury, Berkshire. Occasionally customer visits will be required
which will include sites such as Hospitals, Operating Theatres, and Trust/Group Headquarters.
Travel to and from customers and accommodation where required, will be reimbursed within Stryker UK travel policy.
For elements of the work that fall outside of normal contractual working hours, the CS will be expected to manage this on a flexi-time basis to accommodate instances when attendance is necessary, and this occurs.
During pandemic restrictions, working from home may take place.
The degree of effort will always be assumed to be 100%, with the expectation of always going above and beyond for customers and the team.
Qualifications / education required:
- Excellent analytical and project management skills.
- Excellent interpersonal skills and with demonstrable influencing skill.
- Demonstrated effective organisational skills.
- Fundamental computer skills, Microsoft, Oracle ERP and cloud-based sales applications.
- Proven +2 years in sales / tele sales or strong customer facing position.
- Educated to degree level is preferable.
The candidate must have a superb customer service ethic and must be driven to consistently want to deliver for customers. The candidate must have a proven track record of process innovation and for managing projects and for driving through departmental improvements. The candidate will be responsible, self-motivated and able to manage their workload effectively.