Regional Key Account Executive - Central - Orthopaedics

Regional Key Account Executive

The Regional Key Account Executive is part of our Customer Solutions team. Customer Solutions is where we partner across Stryker to simplify complexity through bold thinking. You'll work across the enterprise, lead meaningful change and help transform how we serve our customers. If you're looking for challenge, visibility, and the chance to shape what's next, there's no better place to grow. Join the team that's building what's next, together. The Regional Key Account Executive (RKAE) will be responsible for contracting and account management activities driven through Corporate Supply Chain relationships within independent hospitals, independent ambulatory surgery centers, and small-to-medium size health systems in a defined region. The Regional KAE will be responsible for strategic contracting of 1 to 2 Portfolios of Stryker's Business Units, representing greater than $150M in annual revenue. This individual will also partner with additional Regional KAE's that represent the entire Stryker catalog to our customers. The portfolios focus for this role will be Orthopedics. The Orthopedics Portfolio includes these Stryker Business Units Joint Replacement, Trauma & Lower Extremities, Upper Extremities, Foot & Ankle, MAKO, Orthopedic Instruments, and Sports Medicine. As the primary point of contact to Supply Chain for the specified Stryker portfolios, the Regional KAE will use established relationship building, interpersonal, problem-solving, analytical, and critical thinking skills to simplify and accelerate the buying process across single and often multiple divisions. Responsibilities in this customer-facing role range from pricing proposal creation, consultative selling, business-to-business negotiations, contract execution, contracting implementations, and agreement optimization. The Regional KAE will work closely with their Stryker Portfolio teammates and Stryker business unit leaders to share strategies, execute business reviews, contract within and across portfolios, protect price and grow Stryker share. The Regional KAE will have ability to develop relationships with emerging and influential decision-makers including contract managers, supply chain directors, and key clinicians, and facilitate communication to help coordinate internal sales activity. Experience in the application of data analytics to identify market share opportunities / price impact as well as familiarity in operating room process and operational workflow will also aid in the creation of Stryker value-added proposals. Through these activities, the Regional KAE will seek to enhance the customer experience and position Stryker as a leading partner to the health system. Success will be defined through clear metrics (inside their Region, Portfolio, and Stryker Business Units), along with the longer-term growth related to heightened access and profitable sales growth. Portfolio teams will seek to use their team power to use contracting as a differentiated offense to help Stryker win bigger and faster and take share from our competitors.

Essential Duties & Responsibilities

Account Management

• Maintain routine communication with divisional sales forces to gather and share information as part of their IDN account management and contracting strategies.
• Reinforce established relationships with all pertinent Supply Chain personnel, including leads of contracting, value analysis, and other key decision makers. Build supply chain allies that ensure Stryker gets the last look in all desired contracting activities.
• Maintain an ongoing dialog with the customer to listen, understand, and bring the best of Stryker to improve patient outcomes and streamline the buying process.
• Monitor all product conversion opportunities, apply analytics and report regularly on progress both internally and externally.
• Identify and help coordinate new opportunities with Supply Chain and sales to build new business and protect existing business through coordinated sales efforts, improved agreements, and contract compliance.
• Serve as a point of access and coordination for MedSurg / Orthopedics / NT sales to the IDN's key economic and operational resources.
• Partner with divisional Strategic Sales / Business Unit Liaisons to incorporate accurate BU pricing goals and strategies into customer proposals and agreements. Use the Contract Enablement function & Finance to help propose the most complete and advantageous cross divisionally contract positions.

Sales

Contract Implementation

Problem Resolution

Training & Education

Education & Special Trainings

Bachelor's degree in Business, Marketing, or related field required. MBA or advanced degree preferred.

Qualifications & Experience

Experience

Role Qualifications

Other Skills

Health and Financial Benefits

Health benefits include : medical and prescription drug insurance, dental insurance, vision insurance, critical illness insurance, accident insurance, hospital indemnity insurance, personalized healthcare support, wellbeing program, and tobacco cessation program. Financial benefits include : Health Savings Account (HSA), Flexible Spending Accounts (FSAs), 401(k) plan, Employee Stock Purchase Plan (ESPP), basic life and ADD