Strategic Sales Manager - West

Work Flexibility: Field-based

Strategic Sales Manager-West

Interventional Spine

Job Description:

The IVS Strategic Sales Manager-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 KAE's 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 in Business, Marketing or related field required
• MBA or advanced degree preferred

EXPERIENCE

• 5+ years related sales and/or marketing experience
• Field sales training
• Excellent presentation skills
• Excellent negotiation skills
• Excellent analytical skills
• Excellent interpersonal skills

PHYSICAL REQUIREMENTS & WORK ENVIRONMENT

The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential function of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Work environment:

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

Travel Percentage: 50%

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.

Stryker is driven to work together with our customers to make healthcare better. Employees and new hires in sales and field roles that require access to customer accounts as a function of the job may be required, depending on customer requirements, to obtain the COVID-19 vaccination as an essential function of their role.