Stryker

Business Partner - ICM

3 weeks agoMumbai, India

About Stryker Stryker is one of the world's leading medical technology companies and, together with our customers, is driven to make healthcare better. We offer innovative products and services in Orthopaedics, Medical and Surgical, and Neurotechnology and Spine that help improve patient and hospital outcomes. We are proud to be named one of the World's Best Workplaces and a Best Workplace for Diversity by Fortune Magazine. Learn more about our award-winning organization by visiting stryker.com

What we want

  • Effective communicators. People who can interpret information clearly and accurately to concisely communicate results and recommendations to stakeholders, senior management, and their teams.
  • Accuracy-oriented team leaders. Providing direct oversight of processes and results, managers who ensure accurate and timely completion of projections, forecasts or reporting.
  • Managers who drive performance. People who implement process improvements and leverage the talent of their team to consistently increase performance and productivity.
  • Insightful advisors. Managers who lead strategy development and provide guidance to teams


What you will do
This person in this position is expected to bring in professional & process-based management of the Indirect Sales Channel in Stryker India, working closely with ICs (indirect channel partners / dealers / sub-dealers / agents).
Essential Duties & Responsibilities:
This is a field-based position, responsible for direct interactions with the existing and potential channel partners of Stryker India. The person in this role would be responsible for the activities as broadly categorized below:

IC Pre-appointment (Entry evaluation of new dealers)
Understand and sense check the commercial need for a new IC appointment
Review IC business case (if applicable)
Work with Commercial sponsor to get an introduction with IC and discuss Stryker IC expectations
IC Relationship ManagementBusiness Reviews
Be involved with Key IC business reviews when appropriate
Design, circulate and manage IC one pager
Ensure IC commercial sponsors complete IC one pager
Coordinate between ICs and other corporate functions to address operational issues
Business case validation of pricing for deals outside of FMV range
Performance Management
Support annual performance evaluation process
Ownership of training & certification programs
Compliance
Coordinate with compliance on new policies and procedures
Provide compliance input on training requirements for IC's
Be involved in compliance issues related to IC's
Ensure annual IC certification is complete
ICs of acquired companies
Be involved with acquisition integration (if IC's are included)
Own the coordination and integration of acquired IC's
Responsible for ensuring all acquired IC's are loaded into IC system and standard DD is followed
IC renewals / terminations
Be involved in the termination discussion and exiting of IC's
Coordinate between IC, Sales & other corporate functions to ensure all terms are completed and IC is appropriately recorded in System
Market Networking
Attend market events & build networks with key stakeholders to understand the market dynamics and IC landscape
Build networks within Markets to identify new potential IC's or understand the risks with Stryker IC's
Others
  • Role would require the incumbent to work extremely closely with the sales team & with multiple departments to drive execution, identification of bottlenecks and interventions to streamline the overall selling process.
  • Travel extensively to meet the Channel Partners & drive the right behavior and to develop deep relationships.

Desired Skills
  • Commercial / business acumen with ability to build relationships, trust & influence
  • Self-driven with an ability to work in a highly dynamic and complex business environment to drive execution with minimal supervision
  • Strong leader who can prioritize well and communicate clearly across all levels of the organization with a proven ability to influence others
  • Experience working with external partners and internal stakeholders to meet deliverable requirements
  • Strong analytical and quantitative skills; ability to work with business owners to define key business questions and to build data sets that answer those questions
  • Excellent written and verbal communication skills, strong numerical and analytical aptitude, proven negotiation skills
  • Demonstrated success in achieving aggressive short, medium and long-term goals
  • Demonstrated bias for action with strengths in problem solving, issue-resolution, ability to work in a deadline driven work environment, attention to detail, and ability to multitask
  • Demonstrated ability to credibly coordinate between multiple functions and business stakeholders, as well to understand the systems and processes that will be utilized in achieving program objectives
  • Advanced knowledge with all MS Office tools including Excel

Leadership
  • High level of ethical standards and personal integrity
  • Strong commitment & accountability to deliver results
  • Building trust & taking others along
  • Strong bias for action

What you need
Education & Experience:
Education
  • MBA from a leading Business School
Experience
  • 8 years of overall experience in a commercial organization spread across sales and/or channel management roles.
  • Prior experience of channel management would be an added advantage


Know someone at Stryker? Be sure to have them submit you as a referral prior to applying for this position. Learn more about our employee referral program.