Senior Director COE GA/MA/KAM

The Role

• This role will build and lead the Center Of Excellence for Enterprise Accounts as well as the Center Of Excellence for Governmental Affairs and Market access across Europe reporting into the President, Europe, Latin America, Canada, and EEMEA reporting into the VP/MD Europe

• Interact at C-Suite level with our strategic accounts to drive Stryker cross-divisional strategic and action planning

• Work with the Divisions and the COE Pricing, Contracts and Tenders to establish cross divisional contracts with relevant Enterprise Accounts

• Responsible for collaborating and partnering with various internal groups, most notably: divisions and sales leaders, regional business units, customers, senior Stryker leadership and Customer Solution peers (Customer Experience, Business Enablement, Finance, and HR)

• Spearhead the cultural transformation in the area of account management and act as a change agent to build the case for centralized customer enablement/ contracting transformations across the enterprise, to ultimately drive better customer experience and relationships.

• Partner with Executive leadership and other pillars within the organization to drive company and business objectives and strategies to become more customer-centric, through data and analytics and provide subject matter expertise to European and Regional Leadership Teams in market access and health economics strategy development.

• Lead the organizational design and integration of multiple talents into the COE

• Set up clearly defined governance processes and customer insights to support negotiations

• Develop a culture of innovation and collaboration with an “impact first” mindset, and an environment for every role to thrive and find a fulfilling career

• Work collaboratively cross-divisionally and cross-functionally to integrate market access considerations into business, advocacy, clinical, and other strategies, as appropriate and continually build organizational capabilities in market access across the region

• Using political acumen and strategy, ensure the organization and optimal representation of the company to senior policymakers and their staff members, industry association working groups, and other organizations involved in health policy

• Assess policy proposals for risks and opportunities, in collaboration with internal subject matter experts, and develop a strategy for response, in coalition with trade association and other external partners where appropriate

• Determine opportunities, potential impact of new policies and develop complementary advocacy strategies as appropriate

• Lead trade association engagement: identify priority gap areas in our participation and work with internal subject matter experts to cover gaps on an ongoing basis; prepare executives for association board meetings; and collaborate with industry and association colleagues to advance key initiatives

Qualifications:

• Ability to work in a high functioning, fast-paced, global business environment with tight deadlines while balancing several on-going projects simultaneously

• 15+ years of experience in sales, marketing, customer contracting or business unit/divisional leadership. People management experience of a pan European team is a must

• Strong business judgement and negotiations skills and an understanding of what drives business value for life sciences organizations; medical technology and devices experience a strong plus

• Strong ability to develop relationships with emerging and influential decision-makers at our customers including contract managers, supply chain directors and key clinicians, and facilitate communication to help coordinate internal sales activity

• Outstanding oral / written communication and presentation skills, especially with respect to clearly communicating complex data-driven topics to a senior leadership team

• Understanding of contracting in the medical technology industry, capital financing and the role of data in revenue management

• Understanding of business operations in European hospital systems

• Proven track record of cross-functional leadership, leading change management efforts and strong ability to influence across functional lines without formal authority. Demonstrated ability to be an effective change management leader

• Preferable proven experience in Governmental Affairs and Market Access activities such as:

  • Thorough understanding of, and experience interacting with, the health technology assessment environment, value assessment organizations, European health authorities, and relevant KOLs and a well-developed ability to drive market access strategies to compete in this evolving climate.

  • Understanding and experience of the policymaking and advocacy processes, especially as applicable to medical technologies, and how to advance policies aligned with the company’s mission and values.

• Bachelor's degree required. Master’s or doctoral degree in a healthcare related discipline or related field strongly preferred

• Fluency in English is essential; other European languages are an asset