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Stryker - Madison, WI
posted about 2 months ago
About the position
The Key Account Executive (KAE) is responsible for managing contracting and account activities within Corporate Supply Chain relationships for named Integrated Delivery Networks (IDNs) in a defined region. This role involves collaborating with a team of KAE's to represent Stryker's diverse portfolio, including MedSurg, Orthopedics, and Neurotechnology. The KAE will leverage relationship-building and analytical skills to enhance the customer experience, streamline the buying process, and drive profitable sales growth through effective account management and strategic negotiations.
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.
- 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.
- 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.
- Proactively monitor contract compliance levels and evaluate and communicate results to improve compliance, target new business and contract cross divisionally ahead of expiration.
Requirements
- Bachelor's degree in Business, Marketing or related field required.
- Minimum of 5 years in medical device sales and/or marketing roles preferred.
- 10+ total years of industry experience with historical success working cross-divisionally and collaboratively required.
- Demonstrated performance in management and/or leadership positions.
- Must understand medical device markets, including disposables, capital equipment and implantable products to include joint replacement and fracture management.
- Required proficiency in MS Office applications including Excel, Access, Word, PowerPoint and Outlook.
Nice-to-haves
- MBA or advanced degree preferred.
- Experience with complex customers including regional collaboratives and specific IDNs.
- Excellent emotional and executive intelligence.
- Excellent analytical skills.
Benefits
- 401(k)
- AD&D insurance
- Dental insurance
- Disability insurance
- Employee stock purchase plan
- Flexible spending account
- Health insurance
- 12 paid holidays annually
