Apply on Employer Site

Stryker · 2 days ago

Key Account Executive, Ortho - Mid South (OK, LA, AR)

Little Rock, AR

Full-time

Hybrid

Senior Level, Lead/Staff

10+ years exp

Stryker is a leading medical technology company dedicated to improving patient and healthcare outcomes. The Key Account Executive will be responsible for managing contracting and account management activities within specified Integrated Delivery Networks (IDNs) and will work closely with various Stryker Business Units to enhance customer experience and drive sales growth.

BiotechnologyHealth CareLife ScienceMedicalMedical Device

Growth Opportunities

Responsibilities

Maintain routine communication with divisional sales forces to gather and share information as part of their IDN account management and contracting strategies

Re-enforce 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

Meet IDN objectives concerning orders growth and preferred vendor agreements and other performance metrics

Lead or team up with other KAE’s to perform Stryker Portfolio Business Reviews

Develop comprehensive annual account reports, IDN opportunity roadmaps, and collaborate with sales to ensure alignment with BU strategy and objectives, MedSurg/Orthopedics/NT goals

Work with Supply Chain to assist sales in accelerating the sales process and removing obstacles, identify opportunities, and drive long-term customer loyalty

Follow the established SYK Legal Contracting process during agreement creation and execution

Proactively monitor contract compliance levels and evaluate and communicate results to improve compliance, target new business and contract cross divisionally ahead of expiration

Track monthly progress against goals; identify: Successes, Weaknesses, Opportunities and Threats (SWOT)

Support pricing, contracting and sales among other business-related matters as driven through the Supply Chain office within assigned IDNs as they relate to their Portfolios

Collaborate with Contract Enablement and other internal and external departments including Legal, National Accounts, and Strategic Sales to optimize contract execution

Maintain and grow knowledge base of capital equipment, disposable products, Flex Financial and ProCare service agreements, as well as associated GPO/contract position for each business unit

Identify overarching issues and supply chain concerns across member IDN facilities and assist in resolution with local sales teams and Contract Enablement

Delegate operational tasks timely and effectively such as contract activation, price changes/amendments, orders, and invoice payments to partners inside Contract Enablement

Cultivate the partnership mentality within named region IDNs and identify opportunities to add “non-price” value using existing initiatives, programs, and other forms of aggregated value

Attend Stryker and industry meetings as appropriate

Maintain knowledge of market trends, competitive actions, product needs, and customer base

In conjunction with management, create annual personal development plan to increase skills, knowledge, and abilities consistent with the evolving healthcare market

Adhere to all corporate policies as published, as well as AdvaMed guidelines in interactions with customers

Proactively manage travel expenses to a specific budget

Qualification

Medical device salesAccount managementContract negotiationData analyticsSupply chain managementRelationship buildingHighly motivatedCommunicationProblem-solvingTime managementOrganizational skillsCollaborative

Required

Bachelor's degree in Business, Marketing or related field required

10+ total years of industry experience with historical success working cross-divisionally and collaboratively required

Demonstrated performance in management and/or leadership positions

Upper-level administrative and supply chain relationships, as well as prior experience with complex customers including regional collaboratives and specific IDNs

Must understand medical device markets, including disposables, capital equipment and implantable products to include joint replacement and fracture management

Must have excellent time management skills with ability to use independent judgment to prioritize effectively

Must be able to work with clinical and business personnel, both internal and external to Stryker

Must be able to analyze and resolve issues using independent judgment

Must be able to work well independently and without direct supervision

Must be able to generate and explain detailed forecasts, guidelines, and procedures and execute on strategy

Must be able to communicate concisely telephonically text and via email

Required proficiency in MS Office applications including Excel, Access, Word, PowerPoint and Outlook