Stryker is one of the world's leading medical technology companies and, together with our customers, we are driven to make healthcare better. The Company offers a diverse array of innovative products and services in Orthopaedics, Medical and Surgical, and Neurotechnology and Spine that help improve patient and hospital outcomes. Stryker is active in over 100 countries around the world.
Based in the France & Southern Europe region, this role will report directly into the European Managing Director of Head & Neck. The role will coordinate an organisation comprised of around 20 individuals and over 40 Indirect Channels and will manage the sales leaders within the countries of France, Spain and Italy for Head & Neck. The Director of Sales (DOS) will be a member of the Head & Neck Leadership team and will be responsible for total turnover of approximately 20 million USD. Full P&L responsibility of the Indirect and Direct Sales Organization across France & Southern Europe
•DOS is expected to meet or exceed their annual Sales Revenue Target as defined in the Division budget. DOS is expected to meet or exceed these targets by compliant means
•DOS is expected to be at or under budget for all sales related expenditures in their respective geographical areas. The expectation is that DOSs, their NSMs, RSMs and sales teams will meet margin expectations by implementing an appropriate pricing policy to get sales in line with “Sales Revenue Target” as well as meet margin expectation as defined in the annual budget
•DOS is expected to maximise operating income as a % + value of sales. DOS is expected to meet target for product margins and sales related operating expense
•The DOS is expected, for the purpose of Stryker’s manufacturing and sales forecasting, to ensure accurate sales forecasts each month Manage the team/business
•Establish solid relationships with clients and ensure the solidity of the sales network.
•Coach and mentor all direct reports and establish development plans for them to exceed expectations
•Assess talents and work closely with HR to continuously enhancing the productivity and effectiveness of the sales force with respect to people, development, retention, succession planning, employee engagement
•Ensure the effective management of employee turnover and engagement of sales teams Prepare and execute the launch of new products and technology platforms.
•Work with regional and local marketing to establish high impact launch plans for new products •Accurately predict new product revenue potential and margin impacts
•Ensure adequate sales training programs are in place for all new product launches Focus and execute on strong sales strategy with the sales force.
•Develop a strong sales/marketing strategy for the Division in the local markets
•Ensure effective territory and budget setting to drive growth are in place across your direct sales teams
•Develop impactful and coordinated actions aimed at higher account customer engagement
•Drive customer centric continuous improvement and sales
•Be commercially aware and monitor the market and gather competitive intelligence on new products, competitive strategies, industry tactics, and opportunities for business growth
•Meet with key clients to assist RSMs/ Sales Reps with maintaining /fostering relationships and negotiating/closing deals
•Collaborate with KAM and other division to drive sales
•Work with education and marketing departments to establish a world class sales training program
•Establish and standardize best practices for accurately establishing, monitoring, and delivering sales results across the various sales forces
•BSc Life sciences, pharmaceutical or business degree desirable
•+5 years of Sales Leadership
•English language essential. French, Spanish or Italian language preferred
Marie Igersheim Talent Acquisition Partner