The Job's Mission To take a wide strategic view of both the external health landscape in Spain and Stryker's Trauma business, identify changing factors that will have affect in the short, mid and long term, and build proposals as to how we should respond to deliver profitable revenue growth within target accounts, NHS bodies, pricing frameworks. The BSM defines and executes upon organizational strategic goals, supports the GM and RSMs to build key customer relationships, identifies business opportunities and maintains extensive knowledge of current market conditions. The BSM will be aim to shape the market and create new opportunities for Stryker Trauma through effective stakeholder management, account planning and commercial acumen. The BSM role is to ultimately provide a competitive advantage for Stryker driving sustainable Revenue and Profit for Trauma business. It is key element of this job to collaborate closely with the RSM group, marketing team, and other internal organization functions to increase sales opportunities and thereby maximize revenue for the whole Stryker organization. This role reports directly to the General Manager Trauma & Extremitie. KEY ACTIVITIES Business Development and Client Retention
Lead customer engagement and partnership development to ensure market access for all Stryker Trauma products overcoming barriers to usage at each customer level within targeted accounts including, NHS and private channels, procurement hubs, framework providers, STP's and CCGs as appropriate.
Prospect for potential new clients and turn this into increased business.
Identify and build a stakeholder engagement plan for potential clients and decision makers within targeted accounts.
Identify key points on the customers strategic agenda. Understand customer needs as they may be affected, prioritize as they relate to Styrker's business, and utilize internal relationships to utilize resources to deliver solutions.Be responsible for positioning both the Stryker product and service offering to ensure growth of total business.
Be the interface with the target customer group leading to greater customer understanding, greater customer intimacy, improved contact management and operational effectiveness.
Support the presentation of new products and opportunities to existing customers to enhance existing relationships.
Product and service pricing - Provide analytical, strategic and financial evaluation of pricing strategies including management of Orthopaedic tenders and contracts.
Develop a pricing strategy for Stryker's Trauma business as needed and be the pricing interface with key stakeholders in these organizations.
Arrange and participate in internal and external client debriefs.
Where required manage head office relationship with selected corporate group(s).
Network internally with franchise leaders, key franchise stakeholders, RSMs and enable Functions to maximize the one Stryker approach where appropriate.
Business Development Planning
Identify and quantify changes influencing Stryker's business, both within traditional hospital envirionment and beyond.
Lead the development of the Stryker Joint Replacement strategy within targeted accounts/NHS bodies. The strategy must deliver short and mid term gains for Stryker.
Identify new business opportunities that have a joint outcome for the customer and Stryker Joint Replacement through establishing an extensive network touching each level of the healthcare environment.
Develop a business plan to establishing short term, mid term and long term gains for Stryker Joint Replacement.
Effectively manage projects to a timely completion observing budget and communication expectations.
Be familiar with the key stakeholder needs within Orthopaedics and the healthcare environment and present to and consult with mid and senior level management with a view to developing new services, products, and distribution channels.
Be knowlegeble on future Stryker product launches and investment to prepare the market as appropriate.
Using knowledge of the market and competitors, identify and develop the company's unique selling propositions and differentiators.
Anticipate changes to the customer environment and assess impact to Strykers business.
Develop a level of expertise and knowledge that makes you respected by customers and Stryker colleagues.
Handle objections by clarifying, emphasizing Stryker value proposition and how this can support Customer development.
Management and Research
Establish key metrics for all activities and undertake any monitoring to understand the return on investment of key initiatives.
Forecast Sales growth for mulitple timeframes and ensure forecast accuracy is achieved.
Understand the company's goal and purpose to enhance the company's performance.
Understand the competitors structure, products, service offerings and structure to assess their competitive advantage/weakness.
Economics or business degree desirable.
Experience and Competence
Executional focus - This is a significant hands-on role, with a clear focus on execution. This manager must have a proven track record of delivering exceptional results over an extended period, both personally and through teams. This manager must be passionate about hitting and exceeding targets, have a deep understanding of exactly how their business is performing in all key areas, and possess huge internal drive and motivation.
Proven experience in delivering excellence in market share growth and financial commitments.
Proven success of working as a key acount manager or business development manager within a healthcare company preferablly medical devices.
Experience of engaging senior level customers (Trust Director, C-suite) within the Spanish healthcare environment.
A good understanding of P&L, and working knowledge of how to maximise profits for Stryker.
Be able to represent the Stryker brand and values with internal and external customers.
Experience of executing a marketing plan within budget constraints.
Demonstrated success in leading teams through influence and not authority.
Excellent collaboration and communication skills; strong cross-functional influencing skills & teamwork.
Strong ability to persuade or negotiate appropriately.
Keep the customer's needs at the centre of all planning activities, encourage communication, drive execution, and foster innovation, as a means of providing a best-in-class service.
Problem solving - Collaborate with others, solve problems creatively and demonstrate high integrity.
Initiative - Able to take action that goes beyond job requirements to achieve objectives of the Stryker business and can implement new ideas or solutions without prompting.
High Ethics - This manager needs to have impeccable ethics. Integrity management will be essential to the delivery of Stryker's vision of being the most admired company.
Experience of tender/contract management.
Engage and inspire the workforce - This manager needs to be able to build confidence, trust, inspiration and commitment to a workforce. A passion and talent for orchestrating people resources will be essential. This manager will need to have had experience at building winning teams.
Stryker is one of the world's leading medical technology companies and, together with our customers, we are driven to make healthcare better. The Company offers a diverse array of innovative products and services in Orthopaedics, Medical and Surgical, and Neurotechnology and Spine that help improve patient and hospital outcomes. Stryker is active in over 100 countries around the world.
Together with our customers, we are driven to make healthcare better.
At Stryker, quality is first in everything we do. We are driven to make healthcare better for our customers by
providing innovative products and services that meet regulatory requirements through our effective quality system.
The Company was founded in 1941 by Dr. Homer Stryker and incorporated in 1946 as the Orthopedic Frame Company. In 1964, the Company’s name was changed to Stryker Corporation.
• $13.6 billion in annual sales in 2018; annual revenue has grown for 39 straight years
• 17.1% CAGR (compound annual growth rate) in sales over 39 years
• ~36,000 employees globally in 2018
• 43 manufacturing and research & development locat...ions worldwide
• Included in the Standard & Poor’s 500 Index
• Ranked # 233 on Fortune Magazine’s “FORTUNE 500” list for 2019
• Ranked # 3 on Fortune Magazine’s “World’s Most Admired Companies” list for the “Medical Equipment” industry for 2019
• Ranked # 11 on Fortune Magazine’s “100 Best Companies to Work For” list (U.S.) for 2019
• Spent $862 million on R&D in 2018
• 7,784 patents owned globally in 2018
• Initial public offering of stock was in 1979
• Listed on the New York Stock Exchange under ticker SYK