Stryker Sales Engineer in Austin, Texas
Responsible for selling complex technical products and/or services across the Endoscopy business. This includes operating room integration, live video conferencing, EMR integration, and other complimentary software solutions. Responsibilities also includes proficiency in the surgical video portfolio, including the surgical camera, surgical monitors, and central processing unit. Role carries an overlay regional quota. Works with accounts as opportunities are identified and may work with account-assigned sales account managers and additional support representatives to close sale. May manage and coordinate the sales and technical team in support of the sale of the company’s products. May also be called on as a technical product expert to develop and present sales proposals and systems solutions, and close complex technical sales.
Assists in all Pre-Sales activities to include the management of customer relationships resulting in new sales of Stryker Endoscopy and Communications products.
Develop relationships with customers such that each aspect of the customer’s business is understood and there is continuous contact at various levels throughout their organization.
Manage relationships with Sales Representatives, Regional Sales Managers, Project Engineers, CAD team members, Project Managers, Service and Network Technicians, and various in-house personnel as necessary.
Assist with sales & marketing as an overlay to existing Endoscopy and Communications efforts. Not limited to, but including quote assistance, technical specifications, defining customer scope of work, RFP’s, and other pre-sales / pre-installation activities as necessary.
Assist in training: Customers and new Sales Representatives on Stryker Communications and Endoscopy technology.
Deliver convincing presentations of Stryker solutions to all levels within the customer’s organization to include, but not limited to: Physicians; CXO’s; OR Directors; IT Personnel; Engineer Personnel; Biomed; and Purchasing.
Review all sales orders to ensure the PO and the scopes of work are in alignment and meet all technical specifications as defined in the scope of work.
Communicate with the CAD team to ensure that all drawings match the scope of work and meet all Stryker allowed configurations, and process special requests as necessary.
Participate in the internal kick-off meetings and provide a smooth transition from sales to installation.
Promotes Stryker Endoscopy and Communications products.
Serves as the primary liaison and subject matter expert from Customer Care to Engineering and Product Development teams.
Consults with customers in the design and implementation of integrated operating room suites.
Assists with product evaluations in OR and office settings to provide released Stryker Communications’ solutions to customers.
Assists customer with network planning and evaluation for Stryker minimum system requirements.
Solves complex problems, takes a new perspective on existing solutions; exercises judgment based on the analysis of multiple sources of information.
Collaborate on wired and wireless networking problems and find solution for field issues and trends.
Represent the voice of customer (VOC) in product development sessions and gate reviews.
Work cross functionally to provide technical and product related content to customer care operations and end-user self-help initiatives.
Guide customers and Customer Care personnel to solve or action advance product and implementation issues.
Partner with the commercial business operations teams to optimize and analyze data sets to promote sales.
May assist in the preparation and operation of trade shows, conventions, and/or clinical meetings.
May assist in the training and development of field-based personnel.
Assists with the coordination, design, and implementation of Integrated Operating rooms.
Develop an understanding of the various software solutions across Stryker corporation.
Must understand and adhere to all OR and pertinent OSHA guidelines.
Must exhibit a thorough understanding of computers for necessary presentations and product implementation meetings.
Must adhere rigidly to all Stryker policies and procedures and any other local, state, and federal as stipulated by the FDA and other all regulatory agencies.
Employee has the necessary authority to execute above mentioned job responsibilities and will have authority to carry out specific responsibilities defined by quality system documents.
Interacts with customers with regard to post market surveillance activities.
Other duties as assigned by manager.
Has the independence and authority to perform required tasks to ensure all provisions of the quality system are met.
Excellent interpersonal skills and relationship building skills.
Excellent analytical skills and organizational skills.
Excellent oral and written communication skills.
Excellent presentation skills.
Demonstrated skills at defusing intense customer situations.
Minimum 5 years in software or medical device sales.
Minimum 3 years as a Stryker employee or contractor during which time a complete understanding of Stryker’s business policies and protocol has been acquired.
Subject matter expert for resolving all field issues with Stryker Endoscopy & Communications’ products.
Extensive knowledge of operating room procedures and operating room workflow.
Extensive experience and knowledge of design parameters for the integrated operating room.
Extensive experience with audio/video technologies including, but not limited to: Encoding; Compression; MPEG 1/2/4; H.264; DTV; Broadcast; IPTV; SDI; DVB/ASI; QAM; and CATV is preferred.
Strong knowledge of MPEG Video compression standards, IPTV Solutions and IP streaming, and HL7 integration is highly recommended.
Strong knowledge of PACS systems and the DICOM communication standard.
Knowledge of HL7 interface message structure. Ability to articulate HL7 to internal and external stakeholders.
Strong knowledge of computer networking and LAN/WAN architecture, including TCP/IP, LAN, IEEE 802.11 WLAN, and DNS.
Strong knowledge in computer system administration, including LDAP and security protocols.
Able to travel domestic and international up to 75%.
- Bachelor’s degree required