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Business Unit Manager
Joint Replacement
North, UK
Job Purpose
Reporting directly to the Snr BUD, Joint Replacement, the Business Unit Manager will be responsible for the sales and strategic vision of the assigned geography. The post holder will co-ordinate an organization comprised of Regional Sales Managers, Sales Representatives, Mako Clinical Service and Implementation roles designed to grow the Joint Replacement business and win market share. The role will have full P&L responsibility and will be expected to execute the strategic goals of the Joint Replacement business.
Key Responsibilities
- Manage P&L responsibility of the business unit geography.
- Contribute to and execute the annual marketing plan, with dotted line management of the area product manager.
- Responsible for managing managers as well as individual contributors.
- BUM is expected to meet or exceed their annual sales revenue target as defined in the division budget.
- BUM is expected to meet & exceed target for operating income.
- BUM is expected to run a profitable business by implementing an appropriate pricing policy, meeting margin expectation as defined in the annual budget, showing financial discipline and appropriate use of divisional assets.
- Working closely with the GM and the rest of the JRLT to set and execute the franchise strategy with emphasis on providing differentiation which grows Stryker’s market share.
- Proactively deliver high levels of team engagement which translates into financial results. Act as a developer of people creating a future pipeline of talent for Stryker.
- Provide accurate sales forecasts each month to the GM.
- Manage key customer relationships (existing and new), aimed at retaining and growing the business and reputation of Stryker in the market.
- Understand the value drivers of the business and identify profitable commercial opportunities to grow revenue and market share.
- To facilitate cross divisional working the BUM will collaborate with BUMs and RSM’s in other franchises representing the business unit in providing innovative customer offerings. The role will also work with all the country enabling functions to ensure all internal policies / procedures are adhered to.
Competencies
- Educated to degree level and or equivalent experience.
- Proven examples of matching Stryker’s core values.
- Impressive, demonstrable track record and skills/experience gained within a similar position(s), at a similar level.
- Strong leadership skills and experience – experience in change management.
- Credible and confident communicator (written and verbal) at all levels.
- First class presentation skills.
- Agility.
- Gravitas, with the ability to build strong external relationships to enhance and strengthen the company’s profile.
- Expert negotiating and influencing skills.
- Innovative with entrepreneurial flair.
- Proven strategic aptitude and ability.
- Ability to influence at a senior level, both internally and externally.
- Tenacious and results driven with sound business judgement.
- Passionate about achieving high levels of excellence.
- Highly energised and motivated with a high level of commitment.
- Commercially astute and customer focused.
- Ability to work collaboratively with others to provide a high-quality service.
- Numerate with strong analytical and problem-solving ability.
- Excellent project management skills.
- Hands-on approach, with a ‘can-do’ attitude.
- Ability to prioritise, demonstrating first class organisational skills and time management skills.
- Excellent attention to detail, with the ability to work accurately in a busy and demanding environment.
- Self-motivated, with the ability to work proactively using own initiative.
- Committed to learning and development.
- Good IT skills e.g. Microsoft Office (Word, Excel, PowerPoint and Outlook)
Experience/Education
- 10+ years overall Commercial experience
- Solid experience as Commercial or Division Business Unit Leader or Regional Sales Manager for a medical device business with proven career progression.
- Direct selling experience required, preferable in the medical device industry; with a good knowledge of opinion leaders and of the main products and competitors.
- Proven experience in delivering market share growth and financial commitments.
- Experience in building and executing on a marketing budget and plan.
- Demonstrated success in building, managing, motivating and developing strong sales teams This includes acumen in setting sales coverage and leveraging territory coverage and customer focus.
- Demonstrated ability to build engagement and leverage performance management systems to reach business objectives; includes goal setting, performance planning and monitoring, coaching, feedback and performance review.
- Strong commercial/financial acumen; including demonstrated record of overachieving organizational goals (e.g., sales quota, growth quota, sales, P&L, engagement)
- Excellent collaboration and communication skills; strong cross-functional influencing skills & teamwork.
Other Information
- The best location for the successful candidate to live would be central to the defined geography.
- This role will require travel, staying away from home overnight on a regular basis for customer visits.
- This person will be based from home however visits to the head office in Newbury will be expected.
Stryker is a global leader in medical technologies and, together with its customers, is driven to make healthcare better. The company offers innovative products and services in MedSurg, Neurotechnology, Orthopaedics and Spine that help improve patient and healthcare outcomes. Alongside its customers around the world, Stryker impacts more than 150 million patients annually.
