Senior Business Solutions & Commercial Manager

JOB PROFILE 

Facilitate commercial growth by supporting the divisions in their daily commercial activities, maintaining the commercial overview, enabling cross divisional deals and managing activities related to tenders, contracts and pricing. Leading the Stryker team responsible for contract & tender management and pricing policy & execution. 

The Business Solution and Commercial Manager will work closely with the Director, EEMEA Business Solution and Commercial to drive continuous improvement in Stryker’s market position. Business Solution and Commercial Manager will drive excellence in the end-to-end Tenders, Contract Management and Pricing processes including but not limited to, tender tracking and visibility, strategic pricing excellence and governance, and contract management excellence. You will assist in contract negotiations and evaluating profitability of new & existing contracts. You will lead, develop and shape a strong team to support the entire Stryker team with high quality market / tender and pricing analysis. This role provides partnership and support to key functions such as, Marketing, Finance, Business Enablement and Sales. 

POSITION SUMMARY 

• Be the commercial lead for Stryker’s tenders, contracts & pricing offense.  

• Lead and drive cross divisional engagement and collaboration opportunities. 

• Responsible for the Management and leadership of local Tender, Contract and Pricing Department. 

• Responsible for the end-to-end tender processes. 

• Responsible for Tender Contract management and contracts with Hospitals and buying groups. 

• Responsible for the effective execution of the annual pricing calendar activities with the divisions. 

• Responsible for developing and maintaining solid relationships with key tender authority customers. 

• Leverage current resource and technology capabilities across the region / country and share best practice. 

• Together with the divisions, frequently check and develop appropriate commercial models for customers and Indirect Channels. 

• Provide the business with thought leadership on the evolving procurement & tender landscape and propose future operating models to effectively capture the business. 

• Lead the monthly regional and country commercial meetings with the local Tender, Contract and Pricing Managers. 

• Drive visibility of direct and indirect tenders and contracts in the country / region. 

KEY AREAS OF RESPONSIBILITY 

• Drive collaboration among the tenders, contracts and pricing functions. 

• Ensure alignment with the EEMEA tenders, contracts and pricing strategic plans. 

• Contribute to the development of the EEMEA tenders and contracts SOP’s and tools. 

• Contribute to the development of the EEMEA pricing governance strategy, policy and tools. 

• Lead the tendering and contracts functions for all individual franchise and cross franchise opportunities. 

• Drive the Stryker culture, mission and values in all team meetings in the region.   

• Facilitates Pricing, Contract and Tender meetings with the individual divisions and across divisions. 

• Pro-actively approaches all stakeholders in the customer’s organisations looking for opportunities to develop cross-divisional deals. 

• Maintains highest levels of engagement across all teams and supports them with their development.  

• Ensures that all tender responses and framework offerings are managed in accordance with the Stryker Tenders SOP’s and local requirements.  

• Development of high-quality bid / framework responses using approved SOP templates.  

• Oversees contract monitoring and compliance tracking for direct and indirect tenders. 

• Oversees consistency in pricing policies across the region for direct and indirect channels. 

• Leads engagement with the divisions for selected cross-franchise opportunities. Engages with senior multi-disciplinary stakeholders delivering cross-divisional business & pricing models.  

• Delivers advice and knowledge to the franchises on all things relating to tenders and contracts within the country / region and future potential operating models.  

• Be the point of contact with senior divisional business leaders.  

• Take the lead with scoping cross-divisional deals, with an enterprise one Stryker approach. 

• Strives to continuously improve tools and systems for effective commercial services support to the franchises and functions. 

• Proactively collaborates with internal teams/divisions to promote a culture of inclusiveness and cooperation across the region. 

• Strong verbal and written communication skills, drive for results, and customer focus with the ability to interface with all areas and levels of the company. 

• Tenders, Contracts and Pricing excellence in line with the EEMEA best practice processes. 

• Drive the Stryker talent offense strategy across the region. 

• Participate in monthly divisional pricing committee meetings to identify and track pricing actions. 

MINIMUM QUALIFICATIONS 

• Master degree or bachelor degree in economics, business, finance, statistic or medical education required. 

• A minimum of 10 years of relevant working experience. 

• Can influence and communicate at a senior level (internally and externally). 

• Highly organized with structured project management skills. 

• Can act as an enabler and leader in a complex matrix organization. 

• Fluent in English; reading, writing and speaking. 

• Previous tender and contract management experience a must. 

• Pricing governance experience a must. 

• Internal applicants with an equivalent combination of education, experience and performance over time at Stryker will be considered.