Business Unit Director GSA, Spine

Based in Germany, this role will report directly into the European VP for Spine . The Business Unit Director will lead an organization of roughly 30 people; with 3 Regional Sales Manager managing Sales Resp on the field, a Business Solution Manager and a marketing team.

The BUD will be responsible for total turnover of approximately $45 mill. He/she will have to partner with Enabling Technology Organization to drive and accelerate Navigation Products  installation and utilization in GSA.

Key Activities & Accountabilities

Full P&L responsibility of the SPINE business in GSA

• BUD is expected to meet or exceed their annual Sales Revenue Target as defined in the Division budget.  BUD is expected to meet or exceed these targets by compliant means.
• BUD is expected to run profitable Business Unit in their respective geographical area.  The expectation is that BUD, their 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.
• BUD is expected to maximise operating income as a % + value of sales.  BUD  is expected to meet & target for operating income.
• The BUD 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.
• Set a business culture based on high performance criteria
• Be a proactive agent of change who is able to inspire and create a vision
• 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 business unit with respect to people, development, retention, succession planning, employee engagement.
• Ensure the effective management of employee turnover and engagement of sales teams.

Execute the launch of new products and technology platforms

• Partner with the Enabling Technology team to accelerate products introduction and utilization in the GSA market and develp Navigation sales in the region
• Constantly assess business profitability between capital and implants to maximize success

Focus and execute on strong sales strategy with the sales force.

• Implement a strong sales/marketing strategy for the Division in the local market
• Build and execute on strong  marketing plan in line with European marketing strategy
• Ensure effective territory and budget setting to drive growth are in place for your business unit.
• Develop impactful and coordinated actions aimed at higher account customer engagement.
• 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 Commercial Services and other divisions to drive sales

Education

• BSc Life sciences, pharmaceutical or business degree desirable

Experience

• Solid experience as Commercial Director or Division Business Unit Leader for a small 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;
• This leader needs to be out and about, with high visibility and impact, living and breathing all Stryker’s values to customers and employees alike.
• Proven experience in delievering market share growth and financial commitments.
• Demonstrated success in building, managing, motivating and developing strong sales. 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.
• Fluent in German & English