Why join Stryker?
We are proud to be named one 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
Our total rewards package offering includes bonuses, healthcare, insurance benefits, retirement programs, wellness programs, as well as service and performance awards - not to mention various social and recreational activities, all of which are location specific.
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Why join Stryker?
We are proud to be named one 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
Our total rewards package offering includes bonuses, healthcare, insurance benefits, wellness programs, as well as service and performance awards - not to mention various social and recreational activities, all of which are location specific.
The Job Mission
The Senior Manager, Enterprise Accounts (Key Accounts) & Government Affairs will be responsible for driving and executing the COE strategy locally in Iberia to support Stryker divisional growth and profitability. They will also be responsible for driving all Government Affairs related activities, projects and strategy. They will represent Stryker in key trade association meetings and working groups.
The successful candidate maintains and expands high touch relationships with strategically important Stryker customers across the Private and University Teaching Hospital segments. They will ensure that key account sales activities are coordinated across the different franchises with selected key accounts. They will also be responsible for driving cross divisional offerings (One-Stryker) in selected key accounts. The successful individual will drive opportunities for growth and assigned strategic account objectives and provide a single point of contact to the customer. They will represent the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customer needs and expectations are met by the company. The individual will build relationships with senior level stakeholders (including C-Suite) in selected key accounts and support the commercial divisions with high level touch points within these accounts. This individual will work with finance to evaluate profitability of new & existing contracts, run and understand financial models and collaborate with the Southern Europe Leadership Team.
The successful candidate will lead all priorities relating to Government Affairs projects and advocacy representing the company externally to policy and political stakeholders, including relevant trade associations and with local government officials. The role will work closely with other Government Affairs professionals across other markets within the COE and with Government Affairs colleagues in the USA. The successful candidate will be extremely collaborative and partner with numerous Stryker stakeholders across all divisions and Enabling Functions to drive appropriate advocacy initiatives across the healthcare spectrum. The successful candidate will, set direction and build organizational capability related to Government Affairs and Enterprise Account Management in Iberia. The successful individual will be a member of the COE Leadership Team.
Key Activities
- Single point of contact in selected key accounts and coordination of cross divisional / complex deals in key accounts.
- Drive advocacy projects and government affairs strategy for Iberia.
- Planning, executing and monitoring of all measures necessary to support divisions in achieving their budget and objectives.
- Design, get 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) at the strategic accounts.
- Aims to improve overall customer satisfaction at the assigned accounts.
- 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 key 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)
- Identify and partner with external stakeholders to drive Stryker visibility and market share.
- Create innovative partnership concepts with key stakeholder.
- Drive cooperation with European Market Access & Health Economics team
- Develop talent and manage talent pipeline.
- Provide leadership, direction & coaching to the team of Commercial Manager 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.
- Lead specific government affairs and advocacy components of product-related projects in Iberia as per local and COE defined priorities.
- Collaborate with business and functional leaders to identify risks and opportunities within public policies in the Iberia.
- Collaborate with internal subject-matter experts to shape policy positions and strategies in line with global strategies and business priorities.
- Contribute to Government Affairs team objectives and work with team members to build organizational capabilities related to government affairs.
Experience
- 5-10 years' experience in either Strategic Selling / Key Account Management / Commercial Management / Government Affairs-Market Access role.
- Experience developed in the Healthcare sector, ideally in the Medical Devices industry.
- Excellent communication skills with proficiency in spoken and written Spanish (Native or C2) and English (minimum C1)
- Comprehensive knowledge in connection with the country's medical economy
- Expertise and understanding of how policy is developed, advanced and implemented, especially in the Iberia region and at the EU level.
- Understanding of the health policy landscape and experience in medical technology policy strongly preferred
- Experience in managing complex stakeholder structures withing healthcare and hospital groups.
- Good knowledge of company products, technologies, services and business practices across all business units.
- Excellent communication and interpersonal skills with a proven ability to work with cross-functional teams.
- Can negotiate skill fully in tough situations with both internal and external groups facilitating the achievement of win/win solutions among a variety of stakeholders.
- 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 strategic 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.
- Knowledge of a CRM system preferred.
- 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 a P&L and to draft a financial model.
- Track record of effective communications skills.
- Successful history meeting deadlines and effective time and process management.
- Prior experience representing a company at trade associations and in front of government officials.
Territory: Spain & Portugal
Based Location: Spain
Type: Full Remote
Travel percentage: 30-50%
What We Offer:
- Flat hierarchies and responsibility. Through flat hierarchies, we strengthen the initiative and willingness of our employees to take over responsible tasks.
- We grow talent. At Stryker we offer great personal and internal career development for our employees, with the possibility to make both vertical and lateral position movement.
- Team spirit & engagement. We create engaged and inclusive teams that encourage colleagues to share their diverse perspectives and opinions.
- Competitive salary. With us, you will receive a competitive salary package and benefits such as:
- Car - customized and including all services & fuel card
- Phone - Apple iPhone
- Laptop and full technical equipment
- Recognition of your performance. At our company, outstanding individual and cross-functional team performance is rewarded. Ideas, projects, or other exceptional achievements can be submitted for various awards on a local and global level.
- Promoting work-life balance through flexible working hours. We offer an appealing and flexible working hours model to accommodate individual life situations.
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 at https://careers.stryker.com/referrals/
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