Strategic Sales Manager - Interventional Spine - US Pain Portfolio Lead - West

The IVS Strategic Sales Manager - US Pain Portfolio Lead - West is responsible for the Interventional Spine pricing and contract strategy execution and delivery for the IVS West Area sales team. This role will be a strong liaison between the business and Customer Solutions and will have a high understanding of the clinical aspects of our products and also the overall business unit strategy. They will drive strong collaboration and communication to ensure the division/business unit strategy is effectively executed and carried out within Customer Solutions. This role is part of the Strategic Sales function within Customer Solutions and reports to the Director of Strategic sales for Stryker IVS.  The Contract Solutions and National Accounts teams will partner closely with this role to execute Stryker’s Supply chain negotiations within our National/GPO, Government, and IDN/Hospital systems nationwide based on the specified contracting and pricing strategies per the BU/Strat Sales leaders parameters. This Manager role is closely aligned to the Division/BU Sales leadership team, specifically the West RM team, and builds and maintains effective long-term relationships and a high level of satisfaction with key senior-level decision makers and influencers. Identifies, develops and can help close new sales opportunities. Creates demand for the organization's products and services by raising their profile with customers. Helps achieves revenue targets by increasing revenue spend with Customers. Building and maintaining effective long-term relationships and a high level of satisfaction with key senior-level decision makers and influencers. Creates demand for the organization's products and services by raising their profile with customers. Achieves revenue targets by increasing revenue spend per account. May conduct regular status and strategy meetings with the customer's senior management to understand their needs and link them to the organization's product/service strategies.

• This is a management position that contributes and achieves results through others. The role is a leader of process that achieves results through others, who are not direct reports. The job requires a broad and comprehensive understanding in multiple disciplines relevant to the business.

• Main point of contact for West Area Sales leadership team for strategic sales initiatives, programs and product expertise.

• Gather market data and provide industry analysis as necessary.

• Partners closely with the West Area Sales Directors, Regional Managers, and the salesforce to execute a coordinated strategy. Serves as the primary contact for assigned accounts with members of national and corporate accounts teams.

• Identify, develop and maintain effective internal and external business relationships; ensure key contacts are maintained throughout the sales process and post-sale activities.

Essential Duties and Responsibilities:

The West Manager of strategic sales will work to ensure the below duties and responsibilities are provided to Customer Solutions partners as required/requested.

Contracting Partnership

• Update Competitive Cross References at minimum biannually or as dictated by market conditions.

• Execute Pricing Parameters (BU Pricing guardrails/tiers for Key Account Executivess to utilize without BU additional approval)

• Deploy Contracting Strategy/Models (e.g. CLA’s, GPO, Risk Shares, Outcome contracting, volume commits, Flex, Rebates)​

• Identify and problem solve Price Outliers in collaboration with the Customer Solutions

• Provide BU reporting for financial performance metrics such as orders/Shipments/Op EX/Op Income/Cash Flow

• Participation in contract negotiations with customers as needed, including Flex and ProCare

• Execute pricing exception process inside their perspective BU​ for West area

• Own contract deployment to west area sales force

• Report on field execution of contracts to center (wins, losses, challenges)

Customer Management

• In collaboration with Strat Sales team, deliver Customer Solutions education on BU products/programs/clinical application of product.

• Partner on content/strategy for West Area business reviews as needed when conducted by Customer Solutions as part of established account management strategy.

• Update and educate on competitive/market landscape.

Education

• Bachelor’s degree required. 

• MBA or advanced degree preferred.

Qualifications & Experience

• 8+ years related sales and/or marketing experience required.

• Medical marketing and/or related field sales/GPO and IDN sales management preferred.

• 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.

• 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.

Physical Requirements

• Medium work: Exerting up to 20 pounds of force occasionally and/or up to 20 pounds of force constantly to move objects

• Coordination of eye, hand and foot movement with an ability to grasp by hand and meet cognitive demands to include visual and auditory discrimination / memory, reading ability and memory retention ability.

Mental Requirements

• Exercise discretion and independence when applying professional expertise.

• Must be able to manage time, projects, stress, and conflict.

• Must possess strong interpersonal skills including written and oral communication.

• Must be able to bring tasks through to completion with minimal supervision.

• Must have the ability to prioritize work and keep detailed and confidential records.

• Must be able to communicate / present to large groups of people.

• Must possess unwavering ethics and integrity in a competitive and demanding work environment.

Compensation

• $136,000 - $224,400 salary plus bonus eligible + benefits. Actual minimum and maximum may vary based on location. Individual pay is based on skills, experience, and other relevant factors.