The Extremities Regional Sales Manager (F&A) will be primarily responsible for developing and implementing effective strategies to exceed Extremities territory market share/revenue objectives. This will be accomplished by leading, managing and developing a sales team to represent Stryker as a leader in our industry and the marketplace.
As the key champion for the product line in their geography, the Extremities RSM will drive the planning, direction and oversight of product portfolio sales and training activities, ensuring that financial targets (including sales & expense) are achieved within region. Extremities RSM will drive area talent strategy, talent selection, and engagement activities.
As a member of the sales management team, the Extremities RSM works closely with other functional leaders to develop and recommend short- and long-range objectives around vision, mission, market strategy, customer intelligence, voice of the customer, product, pricing, and business planning that are consistent with Stryker and divisional guidelines
Essential Duties and Responsibilities:
Plan and direct staffing, training, mentoring and performance evaluations to develop a sales team
Direct and coordinate sales activities to achieve/exceed sales targets, including Total Sales, Percent Growth, Dollar Growth, and Market Share by product category; review operational records and reports to project sales and determine profitability
Resolve customer complaints regarding sales and service
Prepare, monitor and manage budgets and expenditures
Confer or consult with department heads to plan advertising services and to secure information on equipment and customer specifications
Establish and build long-term, stable relationships with key surgeons, clinicians, and evaluators to drive product innovation and education.
Manage a multi-site operations/sales force involved in end-to-end fulfillment of customer needs and expectations through local management.
Recruit, engage and retain Talent; success will be measured by number of sales reps achieving quota, headcount vs. budget, etc
Work with internal resources to determine price schedules and discount rates
Collect, monitor and analyze marketing information to determine focus of sales efforts
Direct, coordinate, and review activities in sales and service accounting and record keeping, and in receiving and shipping operations
Design and implement new sales plans and effective marketing strategies to position the organization competitively and meet/exceed territory objectives
Identifies the needs of new prospects and develop appropriate responses (written, telephone and face-to-face)
Performs field calls for the accounts and assigned territory (including “on-call” and operating/emergency room consultation) as needed
Identify and drive cross-sell and additional products or manage new product introductions as they become available
Address any problems that arise on the account
Drives compliance and the principles of responsibility (AdvaMed) by maintaining the privacy and confidentiality of information, protecting the assets of the organization, acting with ethics and integrity, reporting non compliance, and adhering to applicable federal, state and local laws and regulations, accreditation and licenser requirements, and Company’s policies and procedures
Work with Branch Manager/Area Vice President/Area Director by coaching, training or mentoring the Sales Representative/Associate population when needed
Maintain training in sales skills and products
Remain current on industry, customer, and competitive trends
Meet with key clients to assist sales team with maintaining/fostering relationships and negotiating and closing deals.
Host, attend and participate in sales meetings
Represent company at trade or association meetings to promote products
Qualifications & Work Experience Required:
BS/BA in relevant field (business or medical discipline preferred) or equivalent experience
Advanced degree a plus
Demonstrated knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems
Knowledge of mathematics and their applications
Knowledge of principles and processes for providing customer and account services
5+ years demonstrated successful sales experience (in the medical device or industry preferred); Prefer experience managing P&L
2+ years of sales management experience and/or demonstrated ability to work with and lead others to accomplish sales goals
Prefer demonstrated ability to develop a business from the ground up (start-up)
Knowledge in the use of current office technologies (MSOffice suite, databases, etc.)
Excellent organizational skills
Experience in building and maintaining relationships (with surgeons & hospitals in respective areas would be beneficial)
Demonstrated ability to lead and manage complex customer relationships in a healthcare setting, including surgeons, clinicians, hospital administrators and Purchasing Organizations
Must be comfortable in emergency/operating room environments
What we Offer
A culture driven to achieve our mission and deliver remarkable results
Coworkers committed to collaboration and winning the right way
Quality products that improve the lives of our customers and patients
Ability to discover your strengths, follow your passion and own your own career
$250,000.00 - $275,000.00 salary plus bonus eligible + benefits. Actual minimum and maximum may vary based on location. Individual pay is based on skills, experience, and other relevant factors
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