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Reporting to the Business Unit Director, this role is responsible and accountable for the management and growth of the advanced wound franchise (AWM) by maximizing access to our therapies and solutions. The primary areas of focus for this role will be managing our National Distributor, Dealer, Health Authorities and SSO relationships as well as key national accounts across Canada including private surgical and limb preservation clinics. Utilizing a consultative selling approach, important financial insights, and health economic data, the Manager of Strategic Partnerships will develop and execute strategic plans for the Canadian marketplace in line with corporate strategies.
Job Responsibilities
- Engage and cultivate strong relationships with Key Customer Accounts identified by BUD’s, Regional Sales Managers (RSMs), Key Account Managers(KAMs) and Marketing
- Collaborate with cross-functional team members to develop new sales programs to meet customer financial needs in Public and Private sectors
- Connect and optimize internal company stakeholders to support programs and initiatives with key customers
- Collaborate with RSMs, KAMs, and Marketing to support AWM strategic priorities as well as the Ortho & Sports Med franchise to optimize the total S+N value to customers and patients
- Develop strategies to maximize AWM business in private surgical clinics/ ASCs and limb preservation and wound clinics across Canada
- Engage and cultivate strong relationships with Key Customer Accounts, surgeons and clinicians to promote S+N Value and technology. Driving growth and penetration into said accounts through c-suite, administration, direct to surgeon or wound care lead clinical and value-based selling that support long-term partnerships
- Map decision processes and identify key decision makers within SSO’s, GPO’s, Health Authorities, and strategic accounts
- Ensure relationships are successfully developed and maintained with key decision makers for national and regional account access
- Develop plan for Value-Based solutions, Outcome-Based programs, bundling propositions in targeted accounts and regions. Collaborate with KAMs to customize for customers across Canada.
- Lead client-relationship management and leverage Value-Based Procurement / Outcome-Based tools with strategic customers
- Identify and develop new business opportunities in both public and private sectors; build and expand the presence of Smith+Nephew and its products and solutions
- Propose and develop new strategic industry partnerships, and guide long-term objectives to meet business needs and requirements
- Manage and oversee strategic relationships with SSO’s, GPO’s, Health Authorities, and strategic accounts. Lead business reviews with these stakeholders as well as top 10 S+N national accounts in collaboration with RSM’s, KAM’s, BUD’s and Marketing
- Ensure relevant account, customer and market information is shared with Sales Reps, RSMs, KAMs, BUD and other stakeholders
- Support the commercial sales effort through expert input into RFP’s, Quotations, Contracts to ensure successful acquisition of new business opportunities and ongoing maintenance of existing customer relationships
- Participate in annual Strat Plan and Budget processes to help define and validate sales budgets for SSO’s, GPO’s, Distributors, Health Authorities, and strategic accounts
- Along with KAMs, provide a monthly analysis on performance versus budget for SSO’s, GPO’s, Distributors, Health Authorities and strategic accounts and recommendations for actions and timelines to achieve sales budget
Requirements:
- Demonstrated track record of introduction of new products and services across a broad spectrum of healthcare stakeholders
- Experience managing complex negotiation of prices and conditions with health care stakeholders
- Strategic acumen capable of managing a complex customer group to maximize overall account return
- Has experience with creating/analyzing inventory and spend reports
- Has experience working with distributors and sub-distributors
- Bi-lingual (English and French) is a very strong advantage
- Strong analytical skills to assess the profitability of different scenarios
- Creativity and capacity to explore and propose different alternatives
- Medical device background enabling thorough knowledge of our products and external market
- Strong knowledge of the healthcare buying process
- Excellent interpersonal/communication skills to interact with clients and colleagues. Proficient in delivering influential presentations
- Objective/results and customer oriented
- History of working in complex and cross-functional teams
- History of working in innovative and/or multinational companies
- Strong business acumen and strong leadership skills
- Up to 40% Travel
Knowledge, Expertise And Experience
- University Degree, MBA Preferred
- 10+ years of experience as Sales Rep or Business Manager or Sales Manager in Healthcare
- Consultative/solution selling sales experience and skills
- Existing senior level relationships with strategic SSO’s, GPO’s, Distributors and customers
- Experience of leveraging internal resources, such as clinical data/ value programs to be create the value proposition to customers versus competitive offerings
- Proven success in working in a complex selling environment
- Deep understanding of healthcare economics and the ability to engage stakeholders to achieve a positive outcome across the healthcare space
- Experience of working successfully in a matrix organisation
- Fluent in English, bilingualism is an asset
About Us:
Smith+Nephew has a proud history of more than 160 years of improving health around the world. Whilst we have grown significantly from our beginnings as a small family pharmacy in Hull, England, our caring spirit has remained the same.
Care, Collaboration, & Courage:
- Care means that we show empathy and understanding for each other, our customers and patients.
- Collaboration means we work together as a team, based on mutual trust and respect.
- Courage is about continuous learning, innovation and accountability.
At Smith+Nephew, we offer competitive and rewarding compensation and benefits packages!
Our benefits packages vary from country to country and by level, but often the total package includes the following:
A competitive salary with an annual commission plan.
Strong Healthcare coverage.
A competitive company retirement benefit scheme for all employees.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
All field sales professionals that are required to gain entry into healthcare facilities to perform the basic remit of their role, must successfully complete our credentialing process, which often includes COVID 19 vaccine management.
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