Key Account Executive, Ortho - Mid South; OK, LA, AR

Overview

The Key Account Executive (KAE) will be responsible for contracting and account management activities driven through Corporate Supply Chain relationships within named IDNs in a defined region. The KAE will be responsible for a specific Portfolio of Stryker Business Units and team members with two other KAEs that represent the entire Stryker Portfolios to named IDN customers. Portfolios will be defined as Med Surg, Orthopedics and Neurotechnology.

The Orthopedics Portfolio includes these Stryker Business Units – Joint Replacement, Trauma & Lower Extremities, Upper Extremities, Foot & Ankle, MAKO and Sports Medicine. As the primary point of contact to Supply Chain for the specified Stryker portfolio, the KAE will use relationship building, interpersonal, problem-solving, analytical, and critical thinking skills to simplify and accelerate the buying process across single and often multiple divisions.

Responsibilities in this customer-facing role range from pricing proposal creation, consultative selling, business-to-business negotiations, contract execution, contracting implementations and agreement optimization. The KAE will work closely with their Stryker Portfolio teammates to share strategies, execute business reviews, contract within and across portfolios, protect price and grow Stryker share. The KAE will develop relationships with emerging and influential decision-makers including contract managers, supply chain directors and key clinicians, and facilitate communication to help coordinate internal sales activity.

Experience in applying data analytics to identify market share opportunities/price impact as well as familiarity in operating room process and operational workflow will aid in creating Stryker value-added proposals. Through these activities, the KAE will enhance the customer experience and position Stryker as a leading partner to the health system. Success will be defined through clear metrics (inside their Region, Portfolio and Stryker Business Units), along with longer-term growth related to heightened access and profitable sales growth.

Portfolio teams will seek to use their team power to use contracting as a differentiated offense to win bigger and faster and take share from competitors.

Account Management

• Maintain routine communication with divisional sales forces to gather and share information as part of IDN account management and contracting strategies.
• Reinforce established relationships with all pertinent Supply Chain personnel, including leads of contracting, value analysis, and other key decision makers. Build supply chain allies to 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 Med Surg/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 propose the most complete and advantageous cross-divisionally contract positions.

Sales

• 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, Med Surg/Orthopedics/NT goals.
• Work with Supply Chain to assist sales in accelerating the sales process, 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 Strengths, Weaknesses, Opportunities and Threats (SWOT).

Contract Implementation

• 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 Pro Care service…