Job Mission

As Senior Enterprise Accounts Manager, you will establish, maintain, and expand relationships with strategically selected Enterprise Accounts in Italy. Acting as the primary point of contact for senior stakeholders, you will simplify and accelerate the buying process across one or multiple divisions, driving growth and profitability through strategic account objectives.

In this customer-facing role, you will lead activities ranging from pricing proposal creation and consultative selling to high-level negotiations, contract execution, implementation, and optimization. You will partner closely with Stryker divisional teams to share strategies, conduct business reviews, protect price, evaluate contract profitability, and grow Stryker share.

You will develop creative, value-based solutions to support a changing healthcare landscape, represent the full Stryker portfolio, and collaborate across divisions, Government Affairs, and Market Access to build compelling cross-divisional value propositions. You will also support the Director, Enterprise Accounts on key strategic projects within the region.

Key Responsibilities

Strategic Account Management

• Develop and maintain senior-level relationships with key decision-makers (C-suite, senior clinical, procurement, supply chain, and finance leaders) within Enterprise Accounts and healthcare systems.
   
• Design, gain alignment on, and implement criteria for selecting strategic accounts while sustaining long-term growth.
• Develop, execute, and monitor business and account plans for Enterprise Accounts, outpatient surgical centers, and new hospital builds.
• Support and deploy the strategic account planning structure across the matrixed organization.
• Provide strategic guidance and recommendations, playing an active role in developing long-term contracts.
• Lead contractual negotiations with select Enterprise Accounts.
• Identify and develop innovative partnership concepts to increase visibility and market share.
• Design bespoke value propositions tailored to individual Enterprise Accounts.
• Collaborate with COE functions, Market Access, and Health Economics teams to drive value-based offerings.

Sales & Commercial Execution

• Conduct Quarterly Business Reviews and strategic meetings to identify new opportunities aligned with portfolio strategies.
• Maintain regular communication with Business Unit Leaders, Regional Sales Managers, and Marketing Managers.
• Represent multi-franchise initiatives and provide central coordination across divisions.
• Develop and manage financial models for cross-divisional offerings in partnership with COE, Tenders, Contracts & Pricing, and Finance.
• Develop comprehensive annual account reports.
• Monitor contract compliance, evaluate results, and drive cross-divisional opportunities ahead of contract expiration.
• Track performance against goals, identifying successes, weaknesses, opportunities, and threats (SWOT).
• Partner with Enterprise Account supply chain teams to accelerate sales cycles, remove obstacles, and build long-term customer loyalty.

Problem Resolution & Optimization

• Identify overarching issues and supply chain challenges across Enterprise Accounts and support resolution with local sales teams and COE functions.
• Delegate and coordinate operational activities such as contract activation, pricing amendments, orders, and invoice management.
• Cultivate partnership-driven relationships and identify opportunities to deliver non-price value through existing initiatives and programs.

Training, Market Insight & Development

• Maintain deep knowledge of future product launches and investments to prepare the market effectively.
• Gather market data and provide industry and competitive analysis.
• Monitor market trends, competitive activity, customer needs, and portfolio positioning.
• Maintain and expand knowledge of capital equipment, disposables, Flex Financial, ProCare services, and associated contract positions across business units.

What you need

Minimum Qualifications

• Bachelor’s degree.
• Minimum 8 years of experience in Enterprise Account Management, strategic sales, or complex B2B negotiations.
• Fluency in Italian and English.
• Proven ability to manage senior-level stakeholder relationships and cross-divisional commercial projects.
• Strong experience in pricing, contracting, negotiations, and financial analysis.
• Strong financial experience, able to read a P&L.
• Demonstrated ability to develop and execute strategic account plans aligned with business objectives.
• Experience operating in a matrix organization, coordinating across divisions, COE teams, Finance, Legal, and Pricing to deliver aligned commercial outcomes.
• Excellent communication, interpersonal, and problem-solving skills.

Preferred Qualifications

• Advanced degree (MBA or equivalent).
• Experience within the medical devices or healthcare industry.
• Experience working with Enterprise Accounts, healthcare systems, or value-based procurement models.

Territory & Travel

• Territory: Italy
• Based Location: preferable Milan
• Type: Field
• Travel percentage: 50%

​Who we want

• Hard-working winners. Confident, competitive and results-oriented professionals who create a track record of success.
• Dedicated achievers. People who thrive in a fast-paced environment and will ensure a project is complete and meets regulations and expectations.
• Effective communicators. People who can interpret information clearly and accurately to concisely communicate results and recommendations to stakeholders.
• Collaborative partners. People who build and leverage cross-functional relationships to bring together ideas, information, use cases, and industry analyses to develop best practices.

What We Offer

• A winning team driven to achieve our mission and deliver remarkable results
• Quality products that improve the lives of customers and patients
• Ability to discover your strengths, follow your passion and own your own career

About Stryker
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 medical technologies, including reconstructive, medical and surgical, and neurotechnology and spine products to help people lead more active and more satisfying lives. Stryker products and services are available in over 100 countries. All 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.

Learn more about Stryker: 
https://www.stryker.com/