Stryker Director of National Accounts - Distribution in Cary, Illinois
Position summary/general purpose: The Director National Accounts – Distribution, will lead the development and implementation of a comprehensive strategy for indirect channel management for the Sage business unit of Stryker. The successful candidate will be responsible for oversight of the distributor partner contract portfolio, key business relationships within Medical stakeholder division, and partnering with divisional sales and marketing teams to explore potential opportunities to maximize channel opportunities. The successful candidate in this role will be a strategic thinker and persuasive leader, skilled at communication and consensus building.
Build upon a plan for the expansion and optimization of Stryker’s indirect channel strategy, building on the foundation of executed contracts with key distributor partners.
Lead the selection of key strategic relationship management focus areas for Sage.
Provide relationship management for selected distributor partners.
Determine contract negotiation strategy, in partnership with National Accounts team, for any new or extended agreements in the channel.
Lead negotiations and contract execution strategy.
Support and influence to standardize and publish portfolio metrics.
Build key internal business partnerships with divisional leadership, aligning channel goals to divisional business goals with a focus on the high-volume channel utilization programs.
Build key and deep relationships with the Medical division business leadership, promoting the strategic utilization of the indirect channel for integrated (acquired) business products in alignment with business unit integration goals.
Make recommendations and implement programs for increased strategic channel utilization and planned market share growth. or potential dedicated product
Formulate and implement dedicated product channel placement programs as appropriate.
Communicate strategies across divisions to leverage corporate breadth.
Advance relationship with Stryker Indirect Channel team, assuring the sharing of relevant data, assessment of opportunities for partnership and potential leveraging of business portfolio to reduce overall costs in the channel prior to and through integration process.
Develop and sustain key distribution industry contacts, including determining appropriate team representation in HIDA (Healthcare Industry Distributor Association)
Develop and maintain relationship management, contract negotiation and management and key opportunity identification (in partnership with divisional business units) for the Stryker-GHX relationship.
Maintain a solid understanding of the work of the National Account (GPO) team to align opportunities to explore value for promotions or programs in partnership with the indirect channel contract portfolio.
Communicate consistently and frequently with sales, marketing, customer service and finance leaders and their respective direct reports regarding any issues in the channel relative to channel shift, competitive product manufacturing, remanufacturing and/or any potential financial impact to the divisions from channel partner actions.
Participate in sales and/or marketing training on new products as needed.
Attend Stryker and industry meetings and adhere to all corporate policies as published, as well as Advamed guidelines in interactions with customers.
In conjunction with the VP, National Accounts, develop a personal development plan to increase skills, knowledge and abilities consistent with the evolving healthcare market.
Proactively manage travel expenses to a monthly budget. Role Qualifications:
Must be able to work effectively across a matrix and influence without authority
Must be able to communicate effectively in writing, over the phone and with large groups
Must be able to generate and explain detailed contract documents
Must be able to analyze large amounts of data and condense into actionable decision support
Must be able to identify and correct minute inconsistencies in contract documents and materials
Must be able to filter out unproductive requests and maintain a key priority list of major projects
Must be able to effectively engage a remote National Accounts team
Must be able to review printed materials
Must be able to use common office equipment Essential skills and experience:
Bachelor’s degree in Finance, Marketing, Healthcare related or applicable discipline required
Master’s degree in Business, Marketing, Finance or related field strongly preferred
10+ years professional experience in sales channel management, sales management or supply chain and logistics management
Demonstrated ability to develop key customer relationships
Strategic long term vision with the ability to execute tactically
Team player with the ability to lead others
Strong knowledge and awareness of healthcare trends
Excellent negotiation skills
Excellent analytical skills
Excellent interpersonal and verbal / written communication skills
Excellent organizational and time management skills
Excellent public speaker
Excellent computer skills, especially Microsoft Excel Valued but not required skills and experience:
Advanced Computer Training
Negotiations Skills Training
Solution Sales Training Reporting to this position: 0 Physical demands and work environment: The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential function of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Physical demands : Exerting up to 10 pounds of force occasionally and/or a negligible amount of force frequently or constantly to lift, carry, etc.
Work environment :
The employee is expected to adhere to all company policies and to act as a role model in the adherence to policies
Flexibility to work unconventional hours as business dictates
Independent achiever in a customer-focused team environment
Travel up to 60% annually
Work From Home: Yes
Travel Percentage: Up to 75%
Stryker Corporation is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, gender identity, sexual orientation, national origin, disability, or protected veteran status. Stryker is an EO employer – M/F/Veteran/Disability.
Stryker Corporation will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information.
Stryker is one of the world’s leading medical technology companies and, together with its customers, is driven to make healthcare better. The company offers innovative products and services in Orthopaedics, Medical and Surgical, and Neurotechnology and Spine that help improve patient and hospital outcomes. More information is available at www.stryker.com