Senior Manager, Entrerprise Accounts (Hybrid)

What you will do:

The Senior Manager, Enterprise Accounts Brazil is responsible for building, developing, and expanding our presence in all Enterprise Accounts customer segmentation, through integrated, value-based solutions that strengthen Stryker’s position as a trusted strategic partner. This role leads strategic account planning, customer executive engagement, cross-Business Unit alignment, commercial governance, and execution discipline to deliver sustainable growth, profitability, and an exceptional customer experience. The role also manages and develops a high-performing team, building capabilities in strategic selling, enterprise account management, stakeholder engagement, and disciplined execution.

Essential Duties & Responsibilities

1- Strategic Account Leadership

Develop a deep understanding of Stryker Brazil’s strategy, objectives, and priorities, translating them into actionable plans for each assigned account. Serve as a strategic and institutional interface with senior leadership, including C-level executives, within hospitals and healthcare groups in the assigned portfolio. Facilitate and structure Stryker’s access to customer executive leadership, promoting strategic discussions beyond price and contract terms. Develop and maintain stakeholder and influence mapping to ensure alignment with clinical, operational, and economic priorities. Lead Quarterly Business Reviews (QBRs) with customers and internal leadership to ensure governance, accountability, and performance tracking. Ensure continuous alignment across Business Units, commercial leadership, and the customer’s strategy.

2- Value-Based Solutions and Portfolio Expansion

Identify, develop, and structure opportunities for integrated, multi-business solutions aligned with customers’ strategic needs. Actively support the prioritization and acceleration of strategic technologies, with a particular focus on innovation, including Mako, robotics, and digital solutions. Work closely with Business Unit Managers, Mako Account Executives, and regional teams to develop high-impact proposals. Translate clinical, operational, and financial insights into clear, sustainable, and measurable value propositions. Develop joint projects, bundled offerings, medical education programs, and innovation and sustainability initiatives.

3- Commercial Performance and Profitability

Manage the opportunity pipeline and funnel, ensuring commercial discipline, predictability, and achievement or overachievement of annual targets. Continuously monitor account economic performance, including growth, mix, share of wallet, and profitability. Lead strategic contract negotiations and renegotiations in collaboration with Business Units and support functions. Identify opportunities for regional expansion, share gain, and portfolio growth. Ensure adherence to commercial policies, pricing governance, R&R, and corporate guidelines.

4- Customer Experience and Executive Engagement

Build and maintain trusted, long-term relationships with hospitals and healthcare professionals within the assigned portfolio. Capture, structure, and coordinate operational needs and improvement opportunities, ensuring agile and coordinated responses. Orchestrate Stryker’s internal engagement by connecting commercial, marketing, after-sales, and support teams. Deliver a premium, consistent, and differentiated customer experience that reinforces Stryker’s institutional reputation. Act as a brand ambassador, strengthening the positioning, visibility, and credibility of Stryker’s portfolio.

5- Account Intelligence, Planning, and Execution

Maintain and update quantitative and qualitative account data, including PEST analysis, influence mapping, and surgical volumes. Develop, execute, and update structured Account Plans aligned with the RAISE methodology. Record and track strategic information in the CRM system, VTiger, ensuring governance and continuity. Capture and share strategic insights with Business Units and leadership. Operate with strong execution discipline, following a clear cadence of annual planning, quarterly reviews, and biweekly pipeline management.

6- People Leadership and Team Development

Lead, coach, and develop a high-performing team responsible for strategic account management, value-based selling, customer engagement, and disciplined execution. Set clear priorities, performance expectations, and development plans for team members, ensuring alignment with Stryker Brazil’s strategy and enterprise account objectives. Build team capability in strategic selling, complex negotiation, account planning, stakeholder mapping, executive communication, and cross-functional orchestration. Foster an inclusive, collaborative, and accountable team environment that supports engagement, talent development, succession readiness, and sustained business performance.

7- Compliance

Conduct all business and affairs in compliance with applicable laws and regulations, including the Foreign Corrupt Practices Act (FCPA), and Stryker’s Code of Conduct, in accordance with the highest ethical standards.

What you need:

Required qualifications-

• Bachelor’s degree.
• Fluency in Portuguese and English.
• Significant commercial experience in healthcare, medical technology, or a related industry, with demonstrated success managing strategic or enterprise accounts.
• Proven people-management experience, including leading teams, coaching talent, building capabilities, and driving performance through others.

Desired qualifications-

• Advanced degree or MBA.
• Spanish proficiency.
• Training or demonstrated proficiency in strategic selling, value-based selling, complex negotiation, account planning, and enterprise account management.