Senior Business Unit Director EEMEA Joint Replacement

Stryker

The Senior Business Unit Director (Sr. BUD) is responsible for leading and driving the strategic direction of the Joint Replacement business across multiple regions or franchises, with a focus on achieving sustainable growth and advancing Stryker's market position. In collaboration with global and regional teams, the Sr. BUD will develop and execute high-level strategies that align with the company's objectives, ensuring the achievement of sales, financial, and market share targets.

As the external representative of Stryker, the Sr. BUD will actively engage with industry bodies, influencing industry trends, regulatory environments, and ensuring Stryker's interests are upheld and advanced. They will manage and optimize the business unit s operations, including sales, marketing, and service, to ensure superior customer engagement and the acquisition of new customers, while also focusing on long-term business sustainability.

The Sr. BUD is expected to lead cross-functional teams within a matrix environment, translating high-level strategies into tactical plans that deliver measurable business outcomes. They will foster a culture of excellence in performance management, collaboration, and innovation, while demonstrating strong leadership competencies in empathy, conflict resolution, influence, and self-awareness. The role requires a strategic visionary with a track record of leading high-performing teams and driving market growth in complex, competitive environments.

Key Activities & Responsibilities

Full P&L responsibility of the business

• Sr BUD is expected to meet or exceed their annual Sales Revenue Target as defined in the Division budget. Sr BUD is expected to meet or exceed these targets by compliant means.
• Sr BUD is expected to run profitable Business Unit in their respective geographical area. The expectation is that Sr 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.
• Sr. BUD is expected to maximize operating income as a % + value of sales. Sr. BUD is expected to meet & target for operating income.
• The Sr 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.
• Work with the indirect teams in the field to maximize customer touches and opportunities.
  
  

Execute the launch of new products and technology platforms

Focus and execute on strong sales strategy with the sales force

• Implement a strong sales/marketing strategy for the Division in the market.
• 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 KAM and other division to drive sales.
  
  

Experience

• Degree educated, MBA/Business Masters is desirable.
• At least 10 Years experience in sales & marketing and 3-5 years in management/executive management preferably within a multinational company in the medical devices field.
• Solid experience as Commercial Director or Division Business Unit Leader with proven career progression
• Direct selling experience required, within medical device, with a good knowledge of opinion leaders and of the main products and competitors
• Solid experience in indirect channel/dealer management is highly desirable
• Experience is managing managers (preferred)
• 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 delivering market share growth and financial commitments
• 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
• Fluency in English and ability to travel within / beyond the territory is essential