Senior Sales Representative – Arthroplasty at Stryker

A Senior Sales Representative is the third position within our Sales Career Path. At this stage in your sales career you are modeling appropriate and effective sales behaviors 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 the terms and conditions; and providing after-sales service and support to include case cover in theater. 

• Stryker Citizen: Demostrates 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 consulative approach, adding value and inspiring a sense of confidence in theatre. Acts as an advisor to clinical customers and is a true resource to the team.
• Customer Service: Acts with integrity and reactively 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 deliverables. 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.