Commercial Excellence Manager at Stryker

• The Commercial Excellence Manager will be responsible for the overall coordination, implementation and execution of new key strategic initiatives to drive focused and disciplined business decisions for future sales growth. This includes Sales Force Effectiveness, Customer Relationship Management, Territory Alignment, Target Setting, Customer Segmentation, Account Planning, Incentive Compensation and other important initiatives to foster a new data driven customer focus. This role is designed to support our local country leaders and NSM`s in delivering an aligned approach and to establish the direction for commercial excellence activities to increase market share.

Responsibilities

Functional Responsibilities

• Partner with the local country leaders and Marketing to define country specific strategies related to our Commercial Excellence vision and support by developing and implementing those activities
• Develop trusted relationships with the EEMEA leadership team and other key stakeholders
• Close collaboration with Analytics CoE to align our reporting based on these initiatives and to provide the right data access to key stakeholders
• Identify key strategic challenges and opportunities for the business based on market needs to maintain and increase our market share
• Develop a strategic account planning solution to increase focused sales activities and improve our forecasting
• Identify methodologies for customer segmentation based on country and franchise conditions by using external market data where possible to analyze growth potential
• Manage and coordinate the goal setting activities that include territory alignment and target setting with the Commercial Analyst
• Collaborate with different stakeholders on our CRM vision based on our commercial excellence activities and play an active role during an implementation
• Develop a training and change management strategy to drive adoption of key strategic initiatives while coordinating with sales and supporting departments
• Establish new incentive compensation plans with HR and the sales leaders that are aligned with our Commercial Excellence strategy
• Responsible to track and define metrics/KPI’s and reporting system and processes
• Ability to act as a project manager to drive a successful implementation of the key initiatives
• Identify and manage risks and issues to ensure that critical problems are escalated at the earliest opportunity and mitigating actions are implemented, in line with change control processes

Conduct & Compliance

• Abide by and support the policies set forth in the Stryker Code of Conduct
• Understand that compliance with the Code of Conduct, as it may be amended by Stryker Corporation from time to time, is a condition of continued employment with Stryker
• Conduct work in compliance with all laws, rules, and regulations and in accordance with Stryker’s high ethical standards
• Report any violations of these policies and procedures to Stryker management or in the manner outlined in Stryker’s Ethics Hotline Policy

Knowledge & Skill Requirements

• Excellent analytical skills: Must be able to analyze and resolve complex issues of a broad scope using independent judgment
• Solid interpersonal skills: Internal Staff, Management and Commercial
• Demonstrates strong communication and presentation skills
• Must be able to understand and work within complex interdivisional procedures
• Effective planning and organizational skills: Ability to prioritize work and keep accurate, detailed and confidential records
• Ability to anticipate impact and proactively take initiative beyond direct responsibility
• Advanced Lean Six Sigma principles including Value Stream Mapping, 5S, DMAIC approach,
• Proficiency with related software tools including but not limited to Microsoft Project Manager, Excel etc.

Education & Qualifications

• University Degree required
• 5 years of Commercial Excellence experience in MedTech or Pharma
• Demonstration of strong leadership and influencing skills
• Previous experience in cross-collaborational functions and strong team player
• Analytical and problem solving skills and ability to implement change
• Medical Device Company experience necessary
• Strong written and verbal communication and presentation skills with fluency in English
• Strong understanding of business growth and sales strategies according to healthcare markets
• Strong project management, coordination and organizational skills