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Mission
The Director, Enterprise Accounts will be responsible for driving and executing the COE European strategy locally in the UK to support Stryker growth and profitability. The successful candidate maintains and expands relationships with strategically important Stryker customers across the private and public (NHS) segments. They will manage a team and develop talent and deploy high touch points in select Enterprise Accounts across the United Kingdom. The role will complement activities delivered by the sales force within Stryker divisions. They will engage with senior level stakeholders in hospitals as well the across the healthcare system i.e. NHS Supply Chain, ICS and other influential bodies. The role will work closely with the Director, Government Affairs & Market Access and all Divisions to drive strategic engagement and cross divisional approach across the UK market. The role will seek to develop new commercial models to address new hospital build and outpatient surgeries. The role will coordinate strategic direction for key partnerships across the healthcare landscape in the United Kingdom and Ireland.
The individual will ensure the involvement and guidance of all internal stakeholders within the project, selected strategic accounts, the role will support franchises with relevant key account activities across the different franchises and delivery high touch points with these customers. They will represent the entire range of company products and services to assigned customers, while leading select customer account planning cycles and ensuring assigned customers' needs and expectations are met by the company. This individual will also evaluate profitability of new & existing contracts in collaboration with the COE Tenders and Pricing, run and understand financial models and collaborate with the UK Leadership Team. The role will continuously review customer segmentation and tiering to ensure there is a sustainable Enterprise Account Management strategy in place. The role will be an integral part of the UK Leadership Team and will be accountable for driving the commercial site committee. They will also be a key part of the COE European Leadership. The successful candidate will ideally have experience in managing and developing high performance teams and developing and executing strategy.
The role will be responsible for developing talent and succession planning and will manage 3 reports:
- 2 Enterprise Account Managers UK
- 1 Senior Private Groups Manager UK
Key Activities & Accountabilities
- High touch points with select enterprise accounts and at healthcare system level.
- Drive strategic direction for new commercial models and partnerships across the healthcare landscape in the UK.
- Planning, executing and monitoring of all Enterprise Account plans and priorities.
- Design, obtain buy-in, and collaborate with all key Stryker stakeholders to implement the criteria to select the portfolio of strategic accounts for the Company, while sustaining long term growth
- Define and deploy the strategic account plan structure and process across the matrixed organization.
- Provide strategic guidance and insight along providing recommendations for our key accounts, playing an active role in developing long-term contracts.
- Develops and maintains relationships with the key decision maker (C-suite level and purchase leader) in select strategic accounts and at system level e.g. NHS Supply Chain, ICS.
- Aims to improve overall customer satisfaction at the assigned accounts with NPS scoring metrics.
- Conduct Quarterly Business Reviews to identify further opportunities and communicate with Business Unit Leaders, Regional Sales Managers & Marketing Managers on a regular basis to share key account information.
- Contractual negotiations with select Enterprise Accounts
- Planning and carrying out distribution strategies in the assigned chains and associations across different franchises.
- Represent multi franchise initiatives internally and externally (i.e. Win big, together)
- Design and develop bespoke value propositions for individual Enterprise Accounts.
- Identify and partner with external stakeholders to drive Stryker visibility and market share.
- Create innovative partnership concepts with key stakeholders.
- Collaboration with other COE functions in Europe and with Market Access & Health Economics team and to drive value-based offerings.
- Develop talent and manage talent pipeline and solid succession plan.
- Provide leadership, direction & coaching to the UK team ensuring the strong development and engagement.
- Partner with the COE Stakeholders, Dual Hat Leader and Divisions to implement a government affairs strategy to enhance the company brand in the country and advance commercialization of key products.
Education
Academic medical, scientific/technical or business degree desirable but not essential.
Experience
- .Good knowledge of company products, technologies, services and business practices across all business units and functions
- Excellent communication and interpersonal skills with a proven ability to work with cross-functional teams.
- Can negotiate skillfully in tough situations with both internal and external groups facilitating the achievement of win/win solutions among a variety of stakeholders.
- Will have successfully managed high-performance teams, ideally within sales and marketing
- Deep understanding of sales and customer purchasing process
- Understanding of Sales & Marketing strategies to drive growth.
- Ability to enable multi-level and multi-divisional teamwork to meet Enterprise Account management program goals and expectations.
- Ability to develop strong relationships with customers and co-workers.
- Strong time management skills and the ability to manage multiple priorities and meet deadlines.
- Good judgment with the ability to make timely and sound decisions.
- Creative, flexible and innovative team player
- Ability to develop and influence strategic direction and tactical execution of the Key Accounts program.
- Strong financial experience, able to read and assess P&L
- 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
Competencies
- Strong ability to influence in a matrix organisation
- Must be collaborative and have an Enterprise mindset
- Understands the full value chain
- Demonstratable leadership experience
Sales and/or Marketing experience preferred but not essential. - Communication strengths
- Ability to lead employees cooperatively in virtual teams
- Negotiating skills
- Power of persuasion
- Disciplined and organized communication and interpersonal skills
- Responsibility
- Ability to work under pressure.
- Charisma
- Winning personality
- Decisiveness and assertiveness
About Stryker
Stryker is one of the world's leading medical technology companies and, together with our customers, is driven to make healthcare better.
The company offers innovative products and services in Medical and Surgical, Neurotechnology, Orthopedics, and Spine that help improve patient and healthcare outcomes. Alongside its customers around the world, Stryker impacts more than 100 million patients annually.
More information is available at stryker.com