Area Sales Director - Sports Medicine - Eastern US

GENERAL DESCRIPTION:

The Area Director of Sales will be responsible for all sales for the United States. Responsibilities include but are not limited to: personal and professional development of team, performance management, Sales P&L, development of key customer strategy, development and implementation of agency strategy, implementation of national business plan, talent selection and continued leadership. This role will be highly focused on building a strong and sustainable sales culture with a rapidly growing business. In addition to the leadership responsibilities, this individual will be held accountable to continue high level relationships with key identified hospital systems.

RESPONSIBILITIES:

Leadership/People Development:

• Direct management of Regional Management team
• Ability to create and infuse a strong and sustainable sales culture
• Play a leadership role within the leadership team to ensure alignment of strategy and goals.
• Coach and mentor all direct reports and establish development plans for them to exceed expectations
• Assess talents and work closely with HR to continuously enhancing the productivity and effectiveness of the sales organization with respect to people, development, retention, succession planning, and employee engagement
• Ensure the effective management of employee turnover and engagement of sales leaders and account managers
• Invests in employee involvement and development by fostering personal growth, being responsible and accountable, being passionate towards the success of the business and treating all with dignity and respect
• Expected to demonstrate and hold others accountable to Stryker’s Leadership Expectations

Functional Responsibilities:

• Full responsibility for Sales P&L
• Leadership role and active participant throughout budgeting process
• Develops and implements national business plans to consistently achieve quota.
• Develop and implement an overall sales strategy
• Ensure effective territory alignment and budget setting to drive growth for the business.
• Be commercially aware and monitor the market. Gather competitive intelligence on new products, competitive strategies, industry tactics, and opportunities for business growth. Share this data with Marketing, R&D, and/or Business Development organizations to provide insight to strategy, pricing, innovation projects and other business requirements.
• Responsible for keeping the Vice-President and General Manager informed of all sales related activity, market trends, highlights and competitor activity within the sales team.
• Establish and grows relationships with key customers within geographic responsibility.
• Pursues new business opportunities, new markets, definition and redefining of territories and acquisitions, as necessary.
• Accountable for all record-keeping as appropriate and in accordance with Stryker specifications.
• Utilizes proper software and technological tools to maintain proper records.
• Extensive travel may be required as annual quotas must be maintained.
• Contributes to leading in product innovation by listening and working with others and contributing new ideas.
• Focuses on customer satisfaction by demonstrated teamwork and empowerment, solving problems through a consultative approach, operating with honesty and integrity and providing a highly responsive and unsurpassed level of customer service.
• Committed to quality by striving for reliability and quality in our products, continuously searching for ways to enhance performance and meeting all training and documentation criteria.
• Strives for operational excellence by promoting a team based, product-focused organization, contributing to continuous improvement, participating in preventative maintenance and safety programs, strives for cost reduction, and commits to on time, complete, and error free shipments.

QUALIFICATIONS:

• Bachelor’s degree in related discipline or equivalent work experience required.
• Must have proven track record of success in a sales capacity (3-5 years minimum)
• Demonstrated leadership ability with 5+ years of commercial experience.
• Must possess excellent presentation, communication, and negotiation skills.
• Must be PC literate. Experience working with Microsoft Office products preferred.
• Must possess valid driver license in the state of residence.
• Excellent time management skills with ability to use independent judgment effectively.
• Strong inter-personal communication skills specifically relating to stress management, people management and conflict management.
• Strong commercial/financial acumen; including demonstrated record of overachieving organizational goals (e.g., sales quota, growth quota, sales, P&L, engagement)
• Demonstrated success in building, managing, motivating and developing strong sales employees. This includes acumen in setting sales coverage and leveraging territory coverage and customer focus
• Must be able to generate and explain detailed proposals, guidelines, and procedures
• Strong leadership capabilities. This leader must be able to travel (40%-50%) and have high visibility and impact, living and breathing all Stryker’s values to customers and employees alike
• Excellent analytical skills - must be able to analyze regional market potential and effectively create sales territories

PHYSICAL/SAFETY REQUIREMENTS:

• May involve prolonged periods of stooping, kneeling, crouching, bending, sitting, standing, and/or crawling as appropriate.

• May be required to move equipment up to 50 pounds, reach, push, or pull in order to accomplish job accountabilities.
• Coordination of eye, hand, and/or 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.
• Harassment training required.
• Blood-borne Pathogen training required.