Senior Sales Representative, Trauma - Stryker

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Our total rewards package offering includes bonuses, healthcare, insurance benefits, retirement programs, wellness programs, as well as service and performance awards – not to mention various social and recreational activities, all of which are location specific. 

Jobs Mission

A Senior Sales Representative is the third position within our Sales Career Path. At this stage in your sales career you are modelling appropriate and effective sales behaviours to your junior counterparts and employing the process of selling which involves contacting potential customers, identifying their needs, persuading them that our Stryker products can best satisfy those needs; closing the sale by agreeing on the terms and conditions; and providing after-sales service and support to include case cover in theatre.

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Essential Duties & Responsibilities:

• Stryker Citizen: Demonstrates outstanding ethics at all times. Treats customers and employees with respect, represents the company in the best possible light.

• Knowledge: Can discuss current concepts and offer informed opinions on recent developments re products and procedures. Actively looks for clinical improvements. Thorough understanding of products and associated procedures. Can hold credible clinical conversations at all levels and positions products accordingly. True consultative approach, adding value and inspiring a sense of confidence in theatre. Acts as an adviser to clinical customers and is a true resource to the team.

• Customer Service: Acts with integrity and re-actively delivers on commitments within the required timescales. Regularly exceeds customer expectations and proactively suggests improvements.

• Business Planning: Constructs a business plan with SWOT analysis, SMART objectives and back-up plans. Independently plans activity and can justify based on strong business reasons.

• Sales Skills: Uses consultative sales techniques to develop business. Can detail a number of options for customers to raise finance for purchases.

• Has a detailed understanding of the commercial workings of the government and private sector and uses this knowledge to leverage business opportunities for SYK.

• Shows evidence of ability to win market share from competitors. Always wins.

• Develops opportunity for cross franchise colleagues to win business.

• Gains complete understanding of customer requirements and emotional drivers and positions accordingly. Recognises buying signals and reacts appropriately. Always closes.

• Shows ability to support more junior sales reps in their sales process. Has ability to support RSM with tendering proposals. Shows ability to develop Assoc Sales Rep & Sales Rep in their ability to sell to their customers.

• Commercial Awareness: Always qualifies opportunities fully and maximises personal and company resources for maximum returns. Leverages his / her portfolio to add value to propositions.

• Developing Others: Undertakes mentoring projects independently, checking in with RSM as appropriate. Seeks to understand developmental needs of group and takes action to address.

• Discretion/Latitude/Impact: Works under limited supervision and instruction of more experienced staff. Takes on informal leadership role within projects of significance. Collaborates with CFT/SME in determining deliverable. Independently determines and develops approach to solutions. Reports observations/problems clearly and concisely and takes appropriate actions. Demonstrates developing sales leadership skills inter- departmentally. Failure to obtain results or erroneous decisions or recommendations would typically result in loss of sales achievement and adversely affect revenue &/or budget.

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Qualifications/Experience:

• 3+ years Sales experience with Diploma in related field. Higher Education preferable.

• Proven performance (internally = rated HE+) and 1 year involvement in company programs (internally = SYK programs; Product Champion, Engagement Champion, SWN site lead, etc.).

• Knowledge of Medical Device environment & Medical Device regulations preferred.

Key Talents/Skills Requirements:

• Excellent communication skills with proficiency in spoken and written English;

• Outgoing and persuasive manner and ability to deal with people who hold differing beliefs or values;

• Confidence and persistence

• Patience and self-motivation

• Analytical and planning skills

• Flexible approach to work in order to adapt to changes

• Strong teamwork and networking skills

• Commercial and business awareness

• Valid driving licence.

Work Environment:

• While performing the duties of this job, the employee is required to stand, walk, sit, use hands to finger, handle, or feel objects; reach with hands and arms; balance; stoop, kneel, or crouch; talk or hear.

• The employee must occasionally lift and/or move up to 15kg.

• Specific vision abilities required by the job include close vision, distance vision, colour vision, peripheral vision, depth perception, and the ability to adjust focus.

• While performing the duties of this job, the employee is exposed to weather conditions prevalent at the time.

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