Corporate Account Manager in Virtual, Missouri at Stryker Corporation

发布日期: 10/13/2019

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职位描述

WHO WE WANT

Effective communicators. People who can interpret information clearly and accurately to concisely communicate results and recommendations to stakeholders, senior management, and their teams.

Self-directed imitators. People who take ownership of their work and need no prompting to drive productivity, change, and outcomes

Collaborative partners. People who build and leverage cross-functional relationships to bring together ideas, data and insights to drive continuous improvement in functions.

Analytical problem solvers. People who go beyond just fixing to identify root causes, evaluate optimal solutions, and recommend comprehensive upgrades to prevent future issues.

Dedicated achievers. People who thrive in a fast-paced environment and will stop at nothing to ensure a project is complete and meets regulations and expectations.

Customer-oriented achievers. Representatives with an unparalleled work ethic and customer-focused attitude who bring value to their partnerships.

WHAT YOU WILL DO

The Corporate Account Manager (CAM) will be responsible for contracting, sales, and general MedSurg/NT business activities driven through the corporate Supply Chain offices of assigned IDNs and other strategic accounts. As the primary point of contact to Supply Chain, the CAM will use established problem-solving, analytical, interpersonal, and critical thinking skills to simplify and accelerate the buying process across the multiple divisions of MedSurg and Neurotechnology. Responsibilities in this customer-facing role range from analytics and consultative selling to business-to-business negotiations, implementations and contract optimization. The CAM will have ability to develop relationships with emerging and influential non-clinical decision-makers including directors and VPs, facilitate communication, and help coordinate internal sales activity. Experience in the application of data analytics to identify market share opportunities and price impact as well as familiarity in OR process and operational workflow will also aid in the creation of value-add proposals and aggregate solutions across Stryker divisions that optimally align with hospital administration and supply chain goals. Through these activities, the CAM 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 annually, but also over the longer-term, considering heightened access, adoption of programs and profitable sales growth within assigned Covered Accounts.

Market/Account Intelligence & Analytics

  • Maintain routine communication with divisional sales forces to gather and share information as part of Corporate Accounts process to develop a transparent account strategy.
  • Re-enforce established relationships with all pertinent Supply Chain personnel, including leads of contracting, value analysis, and other key decision makers.
  • 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/NT sales to the IDN’s key economic and operational resources.
  • Partner with divisional Strategic Sales Management teams for collaboration and communication into the Business Units as well as to incorporate accurate BU goals and strategy into customer proposals and agreements.

Sales

  • Meet IDN objectives concerning orders growth, preferred vendor agreements and other performance metrics.
  • Lead Stryker Quarterly Business Reviews and manage cross-divisional customer-facing value documents.
  • Develop comprehensive business plans, IDN opportunity roadmaps, and collaborate with sales to ensure alignment with BU objectives, MedSurg/NT goals and Stryker Imperatives.
  • Work with Supply Chain to assist sales in accelerating the sales process and removing obstacles that may impede orders.
  • Follow the established Legal Contracting process within HCS through Deal Conceptualization and Execution.
  • Monitor contract compliance levels and evaluate results to make appropriate suggestions to target new business and grow market share.

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 the divisions of Stryker MedSurg & NT.
  • Collaborate with Healthcare Systems Operations and other internal and external departments including Legal, National Accounts, Strategic Contracting, and Stryker Finance to optimize contract execution and enhance customer experience.
  • Maintain and grow knowledge base of capital equipment, disposable products, and ProCare service agreements, as well as associated GPO / contract position for each.
  • Assist Recon and implant divisions as needed on select assignments approved by Area Vice President/ Area Director of Corporate Accounts.
     

Problem Resolution

  • Take on assigned and on-demand tasks focused specifically on the supply chain offices.
  • Identify overarching issues and supply chain concerns across member IDN facilities and assist in resolution with local sales teams.
  • Execute and resolve operational tasks such as price changes, orders and invoice payments.
  • Coordinate with BUs to bridge clinical and administrative gaps within Covered IDNs and other strategic accounts, including Neurotechnology Target Accounts, and Annual Target accounts.
  • Cultivate the partnership mentality within Covered IDNs and identify opportunities to add “non-price” value through the use of existing initiatives, programs, and other forms of aggregated value. 

Training & Education

  • Attend Stryker and industry meetings as recommended by Healthcare Systems leadership.
  • In conjunction with the Area Director and AVP of Corporate Accounts, develop a 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 monthly budget.

Work environment:

  • Adherence to all company policies and to act as a role model in the adherence to policies.
  • As a member of the HCS 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.

WHAT YOU NEED

Bachelor’s degree in Business, Marketing or related field required

MBA or advanced degree preferred

Experience

  • 5-10 years in medical device sales and marketing roles
  • 10+ total years of industry experience with historical success working cross-divisionally and collaboratively
  • 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, IDNs and/or ASC management companies
     

Role Qualifications

  • Must understand medical device markets, including disposable and capital products
  • 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 review printed material and draw salient conclusions
  • Must be able to generate and explain detailed forecasts, guidelines, and procedures and execute on strategy
  • Must be able to communicate concisely telephonically and via email
  • Must be able to use common office equipment (e.g., printer, cell phone, etc.)
  • Required proficiency in MS Office applications including Excel, Access, Word, PowerPoint and Outlook

Other Skills

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

Work From Home: Yes

Travel Percentage: Up to 75%

Stryker Corporation is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, gender identity, sexual orientation, national origin, disability, or protected veteran status. Stryker is an EO employer – M/F/Veteran/Disability.

Stryker Corporation will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information.

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