KEY ACCOUNT EXECUTIVE - ORTHOPAEDICS - MICHIGAN/OHIO
Company: Stryker
Location: Detroit
Posted on: October 7, 2024
Job Description:
We are excited to be named one of the World's Best Workplaces by
Fortune Magazine! We are proud to offer you 12 paid holidays
annually. For an overview of our benefits and time off, please
follow this link to learn more:US Stryker employee benefits.
(https://d25zu39ynyitwy.cloudfront.net/oms/000000/document/2024/6/SMVZW_USStrykerEmployeebenefits/USStrykerEmployeebenefits.pdf)Position
summary:The Key Account Executive (KAE) will be responsible for
contracting and account management activities driven through
Corporate Supply Chain relationships within named IDNs in a defined
region. The KAE will be responsible for a specific Portfolio of
Stryker Business Units and team members with two other KAE's that
represent the entire Stryker Portfolios to named IDN customers.
Portfolios will be defined as MedSurg, Orthopedics and
Neurotechnology .The MedSurg Portfolio includes the following
Stryker Business Units - Acute Care, Sage, Emergency Care,
Endoscopy, Communications, Sustainability and Surgical
Technologies.The Orthopedics Portfolio includes these Stryker
Business Units - Joint Replacement, Trauma & Lower Extremities,
Upper Extremities, Foot & Ankle, MAKO, Orthopedic Instruments and
Sports Medicine.The Neurotechnology Portfolio includes these
Stryker Business Units - CMF, Spine, Interventional Spine,
Neurovascular, Biologics, Neurosurgical and ENT.As the primary
point of contact to Supply Chain for the specified Stryker
portfolio, the KAE will use established relationship building,
interpersonal, problem-solving, analytical, and critical thinking
skills to simplify and accelerate the buying process across single
and often multiple divisions. Responsibilities in this
customer-facing role range from pricing proposal creation,
consultative selling, business-to-business negotiations, contract
execution, contracting implementations and agreement optimization.
The KAE will work closely with their Stryker Portfolio teammates to
share strategies, execute business reviews, contract within and
across portfolios, protect price and grow Stryker share.The KAE
will have ability to develop relationships with emerging and
influential decision-makers including contract managers, supply
chain directors and key clinicians, and facilitate communication to
help coordinate internal sales activity. Experience in the
application of data analytics to identify market share
opportunities/price impact as well as familiarity in operating room
process and operational workflow will also aid in the creation of
Stryker value-added proposals. Through these activities, the KAE
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 (inside their Region, Portfolio and Stryker
Business Units), along with the longer-term growth related to
heightened access and profitable sales growth. Portfolio teams will
seek to use their team power to use contracting as a differentiated
offense to help Stryker win bigger and faster and take share from
our competitors.Essential duties & responsibilities:Account
Management
- Maintain routine communication with divisional sales forces to
gather and share information as part of their IDN account
management and contracting strategies.
- Re-enforce established relationships with all pertinent Supply
Chain personnel, including leads of contracting, value analysis,
and other key decision makers. Build supply chain allies that
ensure Stryker gets the last look in all desired contracting
activities.
- Maintain an ongoing dialog with the customer to listen,
understand, and bring the best of Stryker to improve patient
outcomes and streamline the buying process.
- 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/Orthopedics/NT sales to the IDN's key economic and
operational resources.
- Partner with divisional Strategic Sales/Business Unit Liaisons
to incorporate accurate BU pricing goals and strategies into
customer proposals and agreements. Use the Contract Enablement
function & Finance to help propose the most complete and
advantageous cross divisionally contract positions.Sales
- Meet IDN objectives concerning orders growth and preferred
vendor agreements and other performance metrics.
- Lead or team up with other KAE's to perform Stryker Portfolio
Business Reviews.
- Develop comprehensive annual account reports, IDN opportunity
roadmaps, and collaborate with sales to ensure alignment with BU
strategy and objectives, MedSurg/Orthopedics/NT goals.
- Work with Supply Chain to assist sales in accelerating the
sales process and removing obstacles, identify opportunities, and
drive long-term customer loyalty.
- Follow the established SYK Legal Contracting process during
agreement creation and execution.
- Proactively monitor contract compliance levels and evaluate and
communicate results to improve compliance, target new business and
contract cross divisionally ahead of expiration.
- Track monthly progress against goals; identify: Successes,
Weaknesses, Opportunities and Threats (SWOT).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 their Portfolios.
- Collaborate with Contract Enablement and other internal and
external departments including Legal, National Accounts, and
Strategic Sales to optimize contract execution.
- Maintain and grow knowledge base of capital equipment,
disposable products, Flex Financial and ProCare service agreements,
as well as associated GPO/contract position for each business
unit.Problem Resolution
- Identify overarching issues and supply chain concerns across
member IDN facilities and assist in resolution with local sales
teams and Contract Enablement.
- Delegate operational tasks timely and effectively such as
contract activation, price changes/amendments, orders, and invoice
payments to partners inside Contract Enablement.
- Cultivate the partnership mentality within named region IDNs
and identify opportunities to add "non-price" value using existing
initiatives, programs, and other forms of aggregated value.Training
& Education
- Attend Stryker and industry meetings as appropriate.
- Maintain knowledge of market trends, competitive actions,
product needs, and customer base.
- In conjunction with management, create annual 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 specific
budget.Education & special trainings:
- Bachelor's degree in Business, Marketing or related field
required
- MBA or advanced degree preferredQualifications &
experience:Experience
- Minimum of 5 years in medical device sales and/or marketing
roles preferred
- 10+ total years of industry experience with historical success
working cross-divisionally and collaboratively required
- 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 and specific IDNs.Role Qualifications
- Must understand medical device markets, including disposables,
capital equipment and implantable products to include joint
replacement and fracture management.
- 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 generate and explain detailed forecasts,
guidelines, and procedures and execute on strategy
- Must be able to communicate concisely telephonically text and
via email
- Required proficiency in MS Office applications including Excel,
Access, Word, PowerPoint and OutlookOther Skills
- Excellent emotional and executive intelligence
- Excellent analytical skills
- Excellent communication and interpersonal skills
- Excellent organizational skills
- Highly motivated
- Collaborative
- Regional sales management or other leadership
experiencePhysical requirements & work environmentThe 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 Enterprise Account Management 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.Health benefits include: Medical and prescription drug
insurance, dental insurance, vision insurance, critical illness
insurance, accident insurance, hospital indemnity insurance,
personalized healthcare support, wellbeing program and tobacco
cessation program. Financial benefits include: Health Savings
Account (HSA), Flexible Spending Accounts (FSAs), 401(k) plan,
Employee Stock Purchase Plan (ESPP), basic life and AD&D
insurance, and short-term disability insurance. Stryker offers
innovative products and services in MedSurg, Neurotechnology,
Orthopaedics and Spine that help improve patient and healthcare
outcomes. Alongside its customers around the world, Stryker impacts
more than 150 million patients annually. Depending on customer
requirements employees and new hires in sales and field roles that
require access to customer accounts as a function of the job may be
required to obtain various vaccinations as an essential function of
their role.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.
Keywords: Stryker, Pontiac , KEY ACCOUNT EXECUTIVE - ORTHOPAEDICS - MICHIGAN/OHIO, Other , Detroit, Michigan
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