Senior Commercial Manager EMEA, ProCare Services

The Senior Commercial Manager, ProCare Services EMEA is a strategic commercial leadership role responsible for accelerating ProCare contract growth and positioning service as a core component of Stryker's customer value proposition across EMEA.

Reporting to the Senior Director, ProCare EMEA, this leader will partner closely with regional divisional leaders/leadership teams and marketing stakeholders to ensure ProCare is strategically embedded within capital sales planning, customer engagement strategies and long-term commercial objectives.

The role will drive alignment between ProCare and the our Business Unit partners, helping to create integrated customer solutions that improve clinical outcomes, operational efficiency and economic value for healthcare providers. Through data-driven commercial insights, pricing excellence, health economic value development and strategic account collaboration, this role will enable sustainable growth of the ProCare contract portfolio across diverse EMEA markets.

Success will be measured through increased ProCare contract penetration, accelerated contract revenue growth, stronger BU engagement and improved integration of service solutions within capital equipment opportunities.

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Drive ProCare Contract Growth

• Translate Business Unit and regional commercial strategies into executable ProCare growth plans that drive profitable contract portfolio growth across EMEA
• Collaborate with regional divisional leaders/leadership teams to align commercial objectives, develop integrated growth strategies and identify opportunities to position ProCare solutions earlier in the customer journey, increasing commercial differentiation and contract penetration
• The role is accountable for translating Business Unit strategic priorities into service-led commercial execution plans that accelerate capital pull-through, customer value and sustainable service growth
• Develop and execute growth plans aligned to regional and country business priorities.
• Identify opportunities to increase service contract attachment rates, renewals and multi-year agreements
• Partner with country and BU leaders to create sustainable growth plans for strategic markets.
• Monitor and track commercial performance against key contract growth KPIs.

Primary Success Metrics

• ProCare Contract Revenue Growth
• Contract Attachment Rate
• Contract Renewal Rate
• Strategic Segment Penetration
• Service Contribution to Capital Deal Success

Strengthen Business Unit Partnership and Strategic Alignment

• Build trusted partnerships with Endoscopy and Instruments commercial leadership teams.
• Partner with regional divisional leaders/leadership teams during Annual Marketing Plan (AMP) and strategic planning cycles to identify service growth opportunities across customer segments, target account groups and priority markets
• Work with BU Brand Marketing to ensure shared goals, priorities and KPIs are aligned and reviewed regularly.
• Translate agreed segmentation, TAM/SAM priorities and market growth objectives into ProCare deployment plans and measurable commercial actions
• Act as the primary commercial interface between ProCare and regional divisional leaders/leadership teams. 

Embed ProCare Within Capital Sales Strategies 

• Drive the early inclusion of ProCare solutions within capital equipment opportunities.
• Partner with sales leaders to ensure service is positioned during solution design rather than post-sale.
• Develop tools, processes and commercial frameworks that help sales teams articulate the value of Service supported by appropriate training & education programmes
• Work with commercial and operational stakeholders to deliver integrated customer proposals.
• Support strategic account planning activities and major commercial opportunities across EMEA. 

Commercialise Value Proposition & Health Economic Strategy

• Work with BUs Brand Marketing to Develop differentiated health economic and business value propositions for ProCare services across key portfolios.
• Collaborate with BU Brand Marketing to build service-led customer solutions focused on clinical, operational and economic outcomes.
• Work with BU Brand Marketing to support customer-facing teams with evidence, tools and training to effectively communicate customer value.
• Work with the BU Brand Marketing to establish clear customer outcome metrics demonstrating the impact of ProCare services.

Commercial Excellence, Analytics & Pricing

• Lead ProCare pricing strategy and optimisation initiatives across EMEA.
• Use commercial analytics to identify growth opportunities, pricing improvements and coverage optimisation opportunities.
• Establish dashboards and KPI frameworks that provide visibility of commercial performance.
• Partner with Finance, Sales Operations and Marketing to support forecasting and strategic decision making.
• Drive adoption of data-driven commercial practices across the ProCare organisation.

Leadership

• Lead & develop a high performing team
• Foster a culture of accountability, collaboration and continuous improvement.
• Build future commercial capabilities within the ProCare organisation.
• Champion cross-functional collaboration and One Stryker behaviours.
• Act as a visible leader helping shape the long-term strategic direction of ProCare EMEA.

To find out more about ProCare Services visit - ProCare Services | Stryker