Enterprise Accounts Manager, Private Groups - UK

Why join Stryker?

Do you want to work for one of the world’s leading medical device organisations? Our aim is to make a difference to patients’ lives every day, delivering innovative products and technology to make healthcare better. We are committed to advancing healthcare. We have never been afraid to push forward and navigate the best paths for our clients and patients.

What you will be doing?

The Enterprise Account Manager, establishes, maintains, and expands relationships with strategically selected accounts, within the Private sector of the UK market. Supporting divisions with driving activities to enable growth and profitability through assigned strategic account objectives. They will be responsible for supporting the maintenance of business within high touch accounts and development and growth of new business in selected accounts with low touch/market share.

As the primary point of contact to key stakeholders (C-Suite , Supply chain, procurement) the EAM 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 optimisation.

The EAM will work closely with their Stryker divisional teammates to share strategies, execute business reviews, contract within and across portfolios, protect price, evaluate contract profitability and grow Stryker share. The EAM will have ability to develop relationships with emerging and influential decision-makers including C-Suite, contract managers, supply chain directors and key clinicians, and facilitate communication to help coordinate internal sales activity.

The role will develop creative solutions and approaches to support a dynamic product portfolio and changing landscape, drive value-based procurement positioning, and support acceleration of growth, representing the entire range of Stryker products and services. They will collaborate and co-ordinate efforts on cross divisional opportunities and act as an ally for growth with the divisions in the Enterprise Accounts. The role will also collaborate closely with the Government Affairs and Market Access department to align strategy to the continuous evolving and changing healthcare landscape and develop cross divisional value propositions.

In addition to the selected Enterprise Accounts, the role will support the Director, Enterprise Accounts with specific projects in the region that focus on business expansion opportunities in the market.

Key Activities & Accountabilities:

Account Management

• Develops and maintains relationships with the key decision maker (C-Suite, Senior Management across clinical and purchasing and Finance) in select Enterprise accounts and at Healthcare system level e.g. Senior procurement/supply chain and c-suite/board members.
• Design, obtain buy-in, and collaborate with all key internal Stryker stakeholders to implement the criteria to select the portfolio of strategic accounts for the Company, while sustaining long term growth.
• Develop business and account plans for selected Enterprise Accounts, Outpatient Surgical centres, and new hospital build. Executing and monitoring plans and prioritizing where necessary.
• Support, define and deploy the strategic account plan structure and process across the matrixed organization.
• Provide strategic guidance and insight along providing recommendations for selected Enterprise Accounts, playing an active role in developing long-term contracts.
• Contractual negotiations with select Enterprise Accounts
• Identify and partner with external stakeholders and create innovative partnership concepts to drive Stryker visibility and market share.
• Design and develop bespoke value propositions for individual Enterprise Accounts with key stakeholders.
• Collaboration with other COE functions in Europe and with Market Access & Health Economics team and to drive value-based offerings.

Sales

• Conduct Quarterly Business Reviews and strategy meetings to identify further opportunities and link them to the organization’s products/service/solution strategies. Communicate with Business Unit Leaders, Regional Sales Managers & Marketing Managers on a regular basis to share key account information.
• Represent multi franchise initiatives internally and externally and provide central co-ordination of efforts
• Run, and understand financial models specifically for cross-divisional offerings working closely with the COE, Tenders, Contracts and Pricing as well as Finance.
• Develop comprehensive annual account reports
• 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).
• Work with Enterprise accounts Supply Chain to assist sales in accelerating the sales process and removing obstacles, identify opportunities, and drive long-term customer loyalty.

Problem Resolution

• Identify overarching issues and supply chain concerns across Enterprise accounts and assist in resolution with local sales teams and CoE Tenders, Contracts and pricing
• Delegate operational tasks timely and effectively such as contract activation, price changes/amendments, orders, and invoice payments to partners within supporting enabling functions
• Cultivate the partnership mentality within Enterprise Accounts and identify opportunities to add “non-price” value using existing initiatives, programs, and other forms of aggregated value.

Training & Education

• Be knowledgeable on future Stryker product launches and investment to prepare the market as appropriate, driving healthcare economic solutions alongside science driven Med tech.
• Gather market data and provide industry analysis as necessary.
• Maintain knowledge of market trends, competitive actions, product needs, and customer base.
• Maintain and grow knowledge base of capital equipment, disposable products, Flex Financial and ProCare service agreements, as well as associated contract position for each business unit.

What you need?

• Minimum 5 years in a commercial role (strategic selling, key account management, commercial operations, business development, marketing)
• Proven business acumen and success within the medical device industry and ideally experience of the Private Sector
• Ability to be successful and achieve results through others who are not direct reports
• Proven ability to influence internal senior level stakeholders
• Can negotiate skilfully in tough situations with both internal and external groups facilitating the achievement of win/win solutions among a variety of stakeholders
• Deep understanding of customer purchasing process and contract / tendering processes and mechanisms
• Solid understanding of Sales & Marketing strategies as well as commercial acumen to drive growth
• Strong financial experience, able to read a P&L and able to read and assess customer financial offerings
• Comprehensive knowledge in connection with the country’s medical economy
• Knowledge of a CRM system preferred
• Computer skills, MS Office
• Presentation skills with modern presentation media
• Valid UK drivers licence.

What do we offer in return?

Our benefits include bonuses; commissions; healthcare; family and parenting leaves; wellness programs; onsite gyms and restaurants; discount purchase programs; and service and performance awards – not to mention various social and recreational activities.

Who is 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 orthopaedics, medical and surgical, and neurotechnology & spine products to help people lead more active and more satisfying lives. Stryker products and services are available in over 100 countries around the world. For more information, please visit our website at www.stryker.com.

United Kingdom Pay Ranges:

• United Kingdom: £69,300 - £115,600 GBP Annual

At Stryker, we believe transparency helps candidates make confident decisions about their next career step. Compensation is an important part of that process and we want to be clear about how pay is determined. The compensation information posted for this role may be presented as a salary range or a fixed amount depending on the role. In addition to base salary, this role may be eligible for incentive compensation (such as bonus and/or commissions where applicable), along with Stryker’s comprehensive benefits package.

If you’d like to learn more about the salary or the benefits associated with this role, your recruiter will be happy to walk you through the details as you progress through the hiring process.