Senior Manager, Enterprise Accounts, Benelux

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Job description

The Job’s Mission:

The Senior Manager Enterprise Accounts establishes, maintains and expands relationships with strategically selected accounts in both Public and Private sectors of the Benelux market – supporting all Stryker Benelux commercial divisions by driving activities to enable growth and profitability through assigned strategic account objectives. This professional will be responsible for supporting the maintenance of business within high touch accounts and the development and growth of new business in selected accounts with low touch/market share.

As the primary point of contact to Key Stakeholders (C-Suite, Supply Chain, Procurement, Key Clinicians etc.), The Senior Manager Enterprise Accounts will leverage relationship building, interpersonal, problem-solving, analytical and critical thinking skills to simplify and accelerate the buying process across single and often multiple Stryker divisions. Responsibilities in this customer-facing role, in collaboration with enabling functions, range from pricing proposal creation, consultative selling, business-to-business negotiations, contract execution, contracting implementations and agreement optimization. The Senior Manager Enterprise Accounts will work closely with their Stryker divisional teammates to share strategies, execute business reviews, evaluate contract profitability and grow Stryker share.

The Senior Manager Enterprise Accounts will develop creative solutions and approaches to support a dynamic product portfolio and changing landscape, drive value-based procurement positioning and support acceleration of growth – representing the entire range of Stryker products and services. They will collaborate and coordinate efforts on cross-divisional opportunities and act as an ally for growth with the divisions in the Enterprise Accounts. This professional will also collaborate closely with the Government Affairs and Market Access departments to align strategy to the continuous evolving and changing healthcare landscape and develop cross divisional value propositions.

In addition to the selected Enterprise Accounts, in collaboration with the Senior Director this position offers a unique opportunity to support specific projects related to the development of ambulatory and outpatient surgical centres builds across the Benelux. The successful candidate will also support the Senior Director in building partnership models to achieve these goals.

This is a great opportunity to join Stryker and make a difference towards our mission of making healthcare better!

What you will do:

Account Management:

• Design, obtain buy-in and collaborate with all key internal Stryker stakeholders to implement the criteria to select the portfolio of strategic accounts for the company, towards sustaining long-term growth. You will define and deploy the strategic account plan structure and process across the matrixed organization.
• Develop business and account plans for selected Enterprise Accounts, Outpatient Surgical centres and new hospital build – executing and monitoring plans and prioritizing where necessary.
• Develop and maintain relationships with the key decisions-makers in select Enterprise Accounts and at Healthcare System level (e.g., Senior Procurement/Supply Chain/Finance, C-suite/Board Members, etc.).
• Provide strategic guidance, insight and recommendations to selected Enterprise Accounts, playing an active role in developing long-term contracts and in contractual negotiations.
• Identify and partner with external stakeholders and create innovative partnership concepts to drive Stryker visibility and market share.
• Design and develop bespoke value propositions for individual Enterprise Accounts with key stakeholders.
• Collaborate with other COE functions in Europe and with Market Access & Health Economics to drive value-based offerings.

Sales:

• Conduct Business Reviews and strategy meetings to identify further opportunities and link them to the Stryker’s products/service/solution strategies. Communicate with divisional Business Unit Leaders, Regional Sales Managers & Marketing Managers regularly in this regard.
• Represent multi-franchise initiatives internally and externally and provide central coordination of efforts.
• Run and understand financial models specifically for cross-divisional offerings working closely with the COE, Tenders, Contracts and Pricing as well as Finance.
• Proactively monitor contract compliance levels – evaluate and communicate results to improve compliance, target new business and contracts cross divisionally ahead of expiration.
• Work with Enterprise Accounts’ Supply Chain to assist Sales in accelerating the sales process, in removing obstacles, identifying opportunities and driving long-term customer loyalty.
• Track monthly progress against goals, identifying Successes, Weaknesses, Opportunities and Threats (SWOT).
• Develop comprehensive annual account reports.

Problem Resolution:

• Cultivate the partnership mentality within Enterprise Accounts and identify opportunities to add “non-price” value using existing initiatives, programs and other forms of aggregated value.
• Identify overarching issues and Supply Chain concerns across Enterprise Accounts and assist in resolution with local Sales teams, with COE Tenders, Contracts & Pricing, etc.
• Delegate operational tasks timely and effectively such as contract activation, price changes/amendments, orders and invoice payments to partners within Enabling Functions.

Training & Education:

• Be knowledgeable about future Stryker product launches to prepare the market as appropriate, driving healthcare economic solutions alongside science-driven MedTech.
• Maintain knowledge of market trends, competitive actions, product needs and customer base. Gather market data and provide industry analyses as necessary.
• Maintain and grow knowledge base of capital equipment, disposable products, Stryker Flex Financial and ProCare service agreements as well as the associated contract position for each business unit.

What you need:

Required:

• Degree or equivalent.
• 10+ years of work experience is required, of which a minimum of 8 years is within commercial functions (e.g., key account management, business development, sales & marketing, commercial operations or any relevant commercial roles).
• Proven business acumen and success in driving growth within industries such as MedTech, BioTech, Pharmaceuticals, healthcare or related.
• You are a sophisticated networker capable of developing strong relationships with customers and co-workers.
• With your leadership skills, collaborative approach and Enterprise mindset, you enable multi-level and multi-divisional teamwork to drive Stryker’s Enterprise Account management program goals and expectations.
• Ability to develop and influence strategic direction and tactical execution of the Strategic Accounts program – as well as to influence internal and external senior level stakeholders.
• Strong negotiation skills with both internal and external groups facilitating the achievement of win-win solutions among a variety of stakeholders.
• Ability to propose and lead creative commercial solutions that fit customers’ needs/pain points.
• You demonstrate adaptability, high sense of responsibility, organizational skills and the ability to manage multiple priorities and meet deadlines.
• Strong financial understanding, able to interpret a P&L.
• Excellent interpersonal communications, persuasion and presentation skills – proficiency in both Dutch & English is required. Proficiency in French would be a plus.
• Proficiency in Microsoft Office (Excel, Word & PowerPoint).
• You have a valid driver’s license and you are flexible to travel within the region as this position involves regular customer interactions.

Preferred:

• Deep understanding of customer purchasing process, contract/tendering processes and medical economy in Benelux.

What we offer:

• Flat hierarchies and a culture committed to achieve our mission and deliver remarkable results.
• We grow talent: we offer great personal and internal career development for our employees, with the possibility to make both vertical and lateral position movement.
• An attractive salary and benefits package.
• Recognition of your performance: at Stryker, outstanding individual and cross-functional team performance is rewarded. Ideas, projects, or other exceptional achievements can be submitted for various awards on a local and global level.
• Collaborative and inclusive environment: join a team that values diversity and inclusion, fostering a supportive and innovative workplace.
• Quality products that improve the lives of our customers and patients.
• Ability to discover your strengths, follow your passion and own your career.

Stryker is a global leader in medical technologies and, together with its customers, is driven to make healthcare better. The company offers innovative products and services in MedSurg, Neurotechnology and Orthopaedics that help improve patient and healthcare outcomes. Alongside its customers around the world, Stryker impacts more than 150 million patients annually.