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Job Details


Stryker

Trauma & Extremities Regional Account Executive Northeast (R457712)

Executive

Account Director

Yearly

No

Virtual, New Jersey, United States

Job Summary

Develop and execute Regional GPO/IDN contracting and sales strategies through assigned Regional Sales markets. This position will drive sales performance by building and sustaining strong relationships with GPO/IDN employees at Regional and local levels while working with, mentoring, and teaching local Sales Managers and Representatives to successfully negotiate within the National Accounts rules and regulations, and with those customers. This position will be responsible for all Negotiations, comprehensive pricing contracts, implementing pricing strategies, and processes to assist the Stryker Orthopaedics’ sales organization in driving successful business relationships and partnerships.

Essential Duties & Responsibilities

  • Develop and execute GPO/IDN sales and contracting strategies and activities in assigned area of responsibility with potential areas nationwide and abroad

  • Foster a continuous process improvement approach with a drive towards continuous sales growth

  • Schedule strategic visits to customers, identify growth opportunities and resolve barriers to market entry

  • Initiate, build, and grow existing customer relationships and engagement; drive long-term customer loyalty and retention

  • Develop and maintain effective relationships with both internal and external customers; utilize relationships to improve sales and payment practices

  • Increase sales effectiveness through the development and maintenance of quick quoting templates

  • Maintain and drive Contract compliance requirements for National / Regional agreement; ensure optimal use of consignment agreements reducing the risk of loss

  • Foster effective relationships with current and prospective third- party suppliers; seek out new sources for potential growth

  • Challenge third party distributors yielding increased sales opportunities

  • Track monthly progress against goals; identify: Successes, Weaknesses, Opportunities and Threats (SWOT).

  • Focus on customer satisfaction through teamwork and empowerment, solve problems using a consultative approach

  • Manage/update customer product and price lists; perform audits ensuring compliance

  • Determine barriers to Contract performance, investigate discrepancies and develop detailed action plans

  • Utilize Risk management and risk mitigation techniques

  • Review contracts and assist leadership in developing quotes and responses to inquiries

  • Coordinate activities and provide supplemental leadership in local territories to establish individual sales strategies, obtain appropriate approvals for pricing, and ensure delivery

  • Maintain knowledge of market trends, competitive actions, product needs, and customer base

  • Work with Marketing to develop project-specific sales strategies for assigned products (if applicable)

  • Work with Director on specially assigned projects

  • Make recommendations and assist in developing programs/strategies for continued growth

  • Utilize various web sites and other sources to identify requests for quotes and business opportunities

  • Respond to questions or problems in the field

  • Develop and maintain Customer Relationship Management (CRM) tools; capitalize on revenue generating interactions

  • Consult with legal counsel ensuring Contract Compliance

  • Continue professional development; identify/pursue new training opportunities; attend training/development classes

  • Accomplish other key duties as assigned by team leadership.

  • Lead Stryker efforts in contract negotiations for assigned regions and accounts

  • Communication/Coordination with SLT

  • Business and Pricing Strategy Development

  • Lead Customer Interface

  • Oversight of Customer Deliverables in Coordination with Internal Resource and Consistent with Company Guidelines

  • Ongoing customer interaction/business reviews with strategic accounts to identify new business opportunities and risks

  • Educate and train local Stryker Regional personnel on contracting and pricing protocols to facilitate effective customer interactions

  • Integrate strategy with SPS, Mako and MedSurg Divisions

  • Facilitate conversion opportunities by managing proposal and contracting efforts

  • Research competitive environment and develop talk points, training/education, tools, etc.

  • Sales representative basic correspondence

  • Leverage Stryker Corporate National Accounts Group

Qualifications and Work Experience Required

  • Direct experience assisting sales finalization; experience developing complex sales quotations and managing discounts.

  • 8+ years of experience in the design and deployment of successful strategic sales contracts / programs.

  • Experience selling and in Sales Management in the Orthopedic Trauma and F&A markets strongly preferred

  • Experience selling at the Regional or GPO or IDN level preferred

  • Demonstrated track record of overachieving sales, financial or operational goals

  • Demonstrated ability to build strong relationships and influence key business partners

  • Demonstrated expertise in written, verbal, and interpersonal communication skills, including the ability to make effective presentations

  • Demonstrated integrity, patience, follow-through skills and ability to strategize

  • Demonstrated ability to quickly identify opportunities in a business situation, influence the outcome, and persuade the players; adept emotional intelligence

  • Ability to work both independently and within a team

  • Consult with legal counsel ensuring full compliance with all programs

  • Complex data analysis skills; Excel pivot table creation

  • Variance analysis, Comparison customer analysis; justify and support existing/proposed pricing methodologies