Overview
Enterprise Account Manager - UK at Stryker
Location: Birmingham, England, United Kingdom
Role overview and responsibilities are described below.
What you will be doing
* Establish, maintain, and expand relationships with strategically selected NHS sector accounts in the UK.
* Support divisions by driving activities to enable growth and profitability through assigned strategic account objectives.
* Develop and drive creative solutions and approaches to support a dynamic product portfolio and changing healthcare landscape.
* Drive value-based procurement positioning and growth across the portfolio of Stryker products and services.
* Evaluate profitability of new and existing contracts; consider pricing and contract implications.
* Collaborate with commercial franchises and Government Affairs and Market Access to align strategy with evolving healthcare environments; develop cross-divisional value propositions.
* Support the Director, Enterprise Accounts with projects related to ambulatory and outpatient surgical centres and building relationships/strategies for new hospital builds across the UK.
* Assist in building partnership models to achieve strategic goals.
* Attend the Newbury HQ as required.
Key Activities & Accountabilities
* Develop and execute Enterprise Accounts strategy cross-divisionally, aligned with local leadership and Regional Sales Managers.
* Maintain high-touch engagement with stakeholders within Enterprise Accounts and at the healthcare system level.
* Develop business and objective-based account plans for selected Enterprise Accounts, outpatient centres, and/or new hospital builds.
* Create executive summaries with market access profiles for Enterprise Accounts.
* Plan, execute, and monitor Enterprise Account plans and priorities.
* Collaborate with key stakeholders to select portfolio of strategic accounts and sustain long-term growth.
* Define and deploy strategic account plan structure across the organization.
* Provide strategic guidance and insights, assisting with long-term contracts in selected Enterprise Accounts.
* Build and maintain relationships with senior management in key accounts and at system level.
* Aim to improve overall customer satisfaction using NPS metrics.
* Conduct Quarterly Business Reviews, monitor contract and margin compliance, and communicate with leaders to share key account information.
* Engage in contractual negotiations with select Enterprise Accounts.
* Represent multi-franchise initiatives and develop bespoke value propositions for individual accounts.
* Run and assess financial models for cross-divisional offerings with Finance, Tenders, Contracts, and Pricing teams.
* Identify and partner with external stakeholders to drive Stryker visibility and market share.
* Create innovative partnership concepts with key stakeholders.
* Collaborate with COE functions in Europe and Market Access & Health Economics to drive value-based offerings.
* Stay informed on future Stryker product launches and investments to prepare the market with healthcare economic solutions.
* Gather market data and provide industry analysis as necessary.
* Frequent attendance at the Newbury HQ is expected.
What you need
* 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 sector with deep NHS landscape knowledge.
* Ability to influence and achieve results through others not directly reporting to you.
* Proven ability to influence internal senior-level stakeholders.
* Strong knowledge of company products, technologies, services, and business practices across units.
* Skilled in negotiating in challenging situations to reach win/win outcomes among stakeholders.
* Deep understanding of customer purchasing and tender processes; contract mechanics.
* Solid understanding of Sales & Marketing strategies and commercial acumen to drive growth.
* Strong financial experience, able to read P&L and assess customer financial offerings.
* Comprehensive knowledge of the country’s medical economy.
* CRM system knowledge is preferred.
* Computer skills, MS Office; strong presentation skills with modern media.
What do we offer in return
Our benefits include bonuses; commissions; healthcare; family and parenting leaves; wellness programs; onsite gyms and restaurants; discount purchase programs; and service and performance awards – plus various social and recreational activities.
About Stryker
Stryker is one of the world’s leading medical technology companies. We offer innovative products and services in MedSurg, Neurotechnology, Orthopaedics and Spine that help improve patient and healthcare outcomes, with operations in over 100 countries. For more information, visit www.stryker.com.
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