Job Title:
Manager, Enterprise Accounts UK
GG13
Reporting to:
Director, Enterprise Accounts UK/I
Company: Location:
Stryker UK Ltd UK (Field Based)
Mission
The Manager, Enterprise Accounts, establishes, maintains, and expands relationships with strategically selected accounts, focussed on the NHS sector of the UK market; supporting divisions with driving activities to enable growth and profitability through assigned strategic account objectives. They will be responsible for supporting the maintenance of business within high touch accounts and development and growth of new business in selected accounts with low touch/market share.
The role will develop and drive creative solutions and approaches to support a dynamic product portfolio and changing landscape. Focused on drive value-based procurement positioning, and support acceleration of growth, representing the entire range of Stryker products and services,
Profitability and pricing remain key focus areas for the corporation; this individual will evaluate profitability of new & existing contracts.
The role will work closely with all commercial franchises and collaborate closely with the Government Affairs and Market Access department to align strategy to the continuous evolving and changing healthcare landscape and develop cross divisional value propositions.
In addition to the selected Enterprise Accounts, the role will support the Director, Enterprise Accounts with specific projects relating to the development of ambulatory and outpatient surgical centres as well as building relationships and strategy for new hospital builds across the UK. The successful candidate will also support the Director, Enterprise Accounts with building partnership models to achieve these goals.
Key Activities & Accountabilities
Develop and execute Enterprise Accounts strategy cross divisionally, aligned with local Dual Hat, Business Unit Directors and RSMs.High touch points with stakeholders within select Enterprise Accounts as well stakeholders at a healthcare system level.Develop business and objective based account plans for selected Enterprise Accounts, Outpatient Surgical centers and/or new hospital build. Develop executive summaries with a market access profile for selected Enterprise Accounts. 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 selected Enterprise Accounts, playing an active role in developing long-term contracts.Develops and maintains relationships with the key decision maker (Senior Management across clinical and purchasing and Finance) in select strategic accounts and at system level e.g. respective ICS.Aims to improve overall customer (internal and external) satisfaction at the assigned accounts with NPS scoring metrics.Conduct Quarterly Business Reviews, along with contract compliance and margin compliance, to identify further opportunities/identify issues, 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 Represent multi franchise initiatives internally and externally (i.e. Win big, together)Design and develop bespoke value propositions for individual Enterprise Accounts. Run, and understand financial models specifically for cross-divisional offerings working closely with the COE, Tenders, Contracts and Pricing as well as Finance.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.Be knowledgeable on future Stryker product launches and investment to prepare the market as appropriate, driving healthcare economic solutions alongside science driven Med tech. Gather market data and provide industry analysis as necessary.Education
Academic medical, scientific/technical or business degree desirable but not essential.
Experience
.
Minimum 5 years in a commercial role (strategic selling, key account management, commercial operations, business development, marketing).Proven business acumen and success within the medical device arena with deep knowledge of NHS landscape.· Ability to be successful and achieve results through others who are not direct reports.
· Proven ability to influence internal senior level stakeholders.
Good knowledge of company products, technologies, services and business practices across all business units and functions.Can negotiate skilfully in tough situations with both internal and external groups facilitating the achievement of win/win solutions among a variety of stakeholders.Deep understanding of customer purchasing process and contract / tendering processes and mechanisms.Solid understanding of Sales & Marketing strategies as well as commercial acumen to drive growth.Strong financial experience, able to read a P&L and able to read and assess customer financial offeringsComprehensive 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.1/2
Competencies
Leads with Stryker’s mission. Strong influencing capabilities (internally and externally) within matrix organizations. Must be collaborative and have an Enterprise mindset.Understands the full organisational value chain. Strong ability to influence and take stakeholders on a journey. Sales and/or Marketing experience preferred but not essential. Excellent communication and interpersonal skills with a proven ability to work with cross-functional teams.Ability to enable multi-level and multi-divisional teamwork to meet Enterprise Account management program goals and expectations.Ability to develop and influence strategic direction and tactical execution of the Key Accounts program.Ability to propose and lead creative commercial solutions that fit the customers need/pain points. Disciplined, organized communication and interpersonal skills with a proven ability to work with cross-functional teams.Ability to network and 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.Solid project and organizational skills. Ability to lead employees cooperatively in virtual teams.Strong and proven negotiating skills.Power of persuasion.High sense of responsibility.Ability to work under pressure.Charisma.Winning personality.Decisiveness and assertiveness.Travel Percentage: 60%