Territory Manager Orthopaedic Instrument - Emilia & Toscana

The Job's Mission 

Reporting to the Regional Sales Manager, the Territory Manager is responsible for the supervision of the assigned territory and the related sales and turnover performance, through the coordination and development of the sales agencies operating in the area.

He/She ensures the optimization of customer service and contributes to the growth of the customer base, supporting sales agencies in customer acquisition activities and in the development of strategic business opportunities.

The Territory Manager acts as an operational point of reference for both sales agencies and key customers, ensuring high service quality standards, particularly during the post-implementation phase of products and solutions.

Find more information about the division’s products:

Orthopaedic Instruments | Stryker

Key Activities & Accountabilities:

Planning, executing and monitoring of all measures necessary to guarantee achieving budget.

This encompasses in particular: 

• The supervision, development and engagement of the assigned indirect channels sales team 

• Control all resources and materials in his/her related sales area 

• Optimize his/her resources and responsibility for the running of a profitable business in the assigned area 

• Conducting price negotiations and contractual preparation within the limits of in-house guidelines, up to contract conclusion 

• Be the reference point for the tender process, ensuring proper and compliant interactions are performed in a timely manner 

• Collect competitive data snd work in cooperation with marketing to prepare solid simulations supporting price and product offer for each single tender/quote 

• Coordination of the distribution and logistics of the product (LTC, STC, Demo)  

• Customer care for head nurses and hospital administration with the goal of achieving qualitative and sales-oriented consultation 

• Promotions, presentations, launching of product 

• Implement locally the national strategy in terms of referrals program, education, marketing in collaboration with BUD and PM 

• Be responsible of the accurancy of the forecast and prepare on a regular basis business review to be shared to his/her manager 

• Supervise agents/dealer activity, ensuring sales pipeline is aligned to business plan/action plans and kept up to date into the corporate systems (ie Nexus) 

• Conduct training with marketing where necessary to internal and/or external stakeholders 

• Takes the accountability of the KOLs 

• Knows the individual customer’s value drivers 

• Implement strategy and address different stakeholders, with special focus on the new emerging healthcare trends 

• Promoting and disseminating the culture of compliance (compliance with regulations and ethical behaviour) 

• Fulfill the quality policy and comply with company’s standard operative procedures with particular attention to the vigilance ones

Qualifications/Experience:

Minimum Qualifications:

• Degree in Engineering, Administration, Sales or Marketing or related experience / training in a medical, scientific, technical field
• 6+ years of sales experience
• 4+ years of sales experience in Medical Devices industry
• C2 level of Italian with intermediate level of English (min B2)
• Experience with hospital stakeholders (Surgeons, Nurses, Technical Services, Procurement)

Preferred Qualifications:

• Sales experience with Capital Equipment

Role details:

• Territory: Emilia Romagna & Toscana
• Based location: any major city of Toscana (strongly preferred) or Emilia Romagna
• Travel percentage: 80%
• Type: Field

About You:

• Outgoing and persuasive manner and ability to deal with people who hold differing beliefs or values
• Confidence and persistence
• Patience and self-motivation
• Flexible approach to work in order to adapt to changes
• Strong teamwork and networking skills
• Positivity and a willingness to roll up the sleeves
• Curious and with a strong need to always learn and develop yourself
• Valid driving license

What We Offer:

Flat hierarchies and responsibility. Through flat hierarchies, we strengthen the initiative and willingness of our employees to take over responsible tasks.

We grow talent. At Stryker we offer great personal and internal career development for our employees, with the possibility to make both vertical and lateral position movement.

Team spirit & engagement. We create engaged and inclusive teams that encourage colleagues to share their diverse perspectives and opinions.

Competitive salary. With us, you will receive a competitive salary package and benefits.

Recognition of your performance. At our company, outstanding individual and cross-functional team performance is rewarded. Ideas, projects, or other exceptional achievements can be submitted for various awards on a local and global level.

Promoting work-life balance through flexible working hours. We offer an appealing and flexible working hours model to accommodate individual life situations.

Know someone at Stryker?

Be sure to have them submit you as a referral prior to applying for this position. Learn more about our employee referral program at https://careers.stryker.com/referrals/