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Manage and coordinate divisional sales efforts with key customers. As part of the divisional sales leadership team, this role will be responsible for developing a comprehensive contract strategy at the key customer level which may include GPO’s, IDN’s, and other key customers. Develop, implement, and enhance analytical tools for targeting and tracking; provide training, systems support, and marketing materials as necessary to support our sales efforts with key customers. 

Essential Duties & Responsibilities

• Partner with sales team to foster relationships with key accounts.
• Partner with sales team on strategy for local and national programs and agreements.
• Communicate effectively and often with internal and external stakeholders including but not limited to sales leaders, Customer Solutions, FLEX, Marketing, Legal, ProCare and Finance.
• Work with sales team to identify/assess business opportunities and to drive program and account performance.
• Partner with Stryker Flex Financial to help develop financial programs/tools for the division.
• Partner with Customer Solutions to develop analytical tools to provide more sophisticated customer data for targeting and tracking.
• Partner with Government, Corporate and National Accounts to communicate the divisional strategy for growth and preservation of business.
• Identify, develop, and maintain effective internal and external business relationships; ensure key contacts are maintained throughout the sales process and post-sale activities.
• Work closely with cross-divisional branches to drive collaboration and improve return on investment for Stryker.
• Support cross-divisional leaders and managers on business opportunities.
• Gather market data and provide industry analyses as necessary.
• Continuously assess relevant markets to identify business opportunities, as well as appropriate products and services.
• Provide timely, informative data that enables management to make effective pricing and programming decisions.
• Develop and implement summary and exception reports to validate program performance and present results of programs to management.
• Partner with Marketing to identify and develop custom solutions for key accounts and to ensure synchronicity in executing marketing strategy.
• Partner with Finance and leadership to identity price capture opportunities and create the strategy to execute upon.
• Identify opportunities to maximize business by converting various GPO/IDN agreements from competitive accounts.
• Must be capable of working with executive level leaders internally and externally to grow relationships, identify opportunities and maximize agreements in accounts.
• Recommend participation in industrial, scientific, and other types of exhibitions and may develop direct mail campaigns and programs in collaboration with the Medical Education team.
• Collaborate with Sales Training team and participate in the sales and/or marketing training of others.       
• Act as the point of contact for key customer RFP’s. Support Regional Managers as they work through local RFP’s.
• Strategize with Customer Solutions and cross divisional partners on bulk buys for key customers.

Education

• Bachelor’s degree required. 
• MBA or advanced degree preferred.

Qualifications & Experience

• 8+ years related sales and/or marketing experience required.
• Medical marketing and/or related field sales/GPO and IDN sales management preferred.
• Proven ability to develop strategies that complement and contribute to overall business objectives.
• Demonstrated ability to develop both internal and external long-term customer relationships.
• Excellent communication skills.
• Excellent interpersonal skills inclusive of the ability to work with diverse groups.
• Demonstrated excellence in presentation creation and delivery skills.
• Proven ability to analyze sales data from a variety of sources.

Physical Requirements

• Medium work: Exerting up to 20 pounds of force occasionally and/or up to 20 pounds of force constantly to move objects
• Coordination of eye, hand and 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.

Mental Requirements

• Exercise discretion and independence when applying professional expertise.
• Must be able to manage time, projects, stress, and conflict.
• Must possess strong interpersonal skills including written and oral communication.
• Must be able to bring tasks through to completion with minimal supervision.
• Must have the ability to prioritize work and keep detailed and confidential records.
• Must be able to communicate / present to large groups of people.
• Must possess unwavering ethics and integrity in a competitive and demanding work environment.

Compensation

• $136,000 - $224,400 salary plus bonus eligible + generally eligible for short-term and long-term financial incentives + benefits.