Account Manager

At STERIS, we help our Customers create a healthier and safer world by providing innovative healthcare and life science product and service solutions around the globe.

Position Summary

The Consumable Territory Sales Manager at STERIS is responsible for the overall financial performance and Customer satisfaction in the assigned territory. This is accomplished by meeting yearly sales goals, driving growth in market share from competitors, distributor networks and assuring that all Customer experiences are positive, noteworthy and exceeding expectations. The Territory Sales Manager acts as a primary contact and sales consultant accountable for the Customer experience within MDRA, OR and GI. The Territory Sales Manager is expected to appropriately balance their time selling the Company’s established line of products as well as all new product introductions. Using their consultative selling skills and competencies and thorough understanding of the industry and market need, the Territory Sales Manager focuses on positioning the Company’s consumable products and services to provide solutions for our Customers including both Customer direct sales and indirect sales through Distribution partners.

Duties

1. Develops and implements annual business plans for territory / assigned accounts including, but not limited to, opportunity development, competitive strategies and targets to drive sales growth. Maintains and grows market share of all designated product / services. Consistently analyzes to improve and develop their territory. Obtains highest margin and revenue sales goals by providing solution based opportunities for the Customer.
2. Actively identifies profitable revenue growth opportunities while maintaining account retention in assigned territory.
3. Prepares analysis and develops the overall package for new sales. Negotiates Customer agreements while leveraging the complete product / services offering from STERIS working closely with our sales Business unit’s counterparts. Ensures thorough knowledge of GPO contracts and their application to individual Accounts. Maintains constant communication with all internal and external parties during the progression of the sales transaction.
4. Calls on a wide spectrum of call point within hospitals, including C-suite (CEO, CFO, CMO), MDRA, OR and Endoscopy leadership, Risk Management, Materials Management, Bio-Medical, Infection Prevention Practitioners and nursing staff.
5. Develops and maintains consultative sales relationships with all key-buying influences in each account and continuously strengthens those relationships by both frequent communication and on-going self-education of the industry changes. Identifies and responds to key account technical and departmental decision makers’ needs.
6. Maintains complete knowledge of each account’s history, contacts, and current and long-term purchase plans for designated products.
7. Develops relationships with Customers in MM, Biomed, MDRA, Infection Prevention, Operating Room, Endoscopy, Risk Management, Architects, Equipment Planners, Physicians and the CEOs, COOs, CNOs and CFOs.
8. Participates in local Chapters CAMDR, IPAC, CSGNA or other relevant organizations including regional level buying groups.
9. Participates as an active member of Customer professional organizations in meetings and conferences as an educator and or exhibitor.
10. Performs other duties as assigned by management.

Duties - cont'd

1. Develops and maintains a close association with key distributors in the region. Conducts himself / herself in a manner that enhances the prestige and professional image of the company. Works closely with distributor area representatives providing education and support on STERIS products maximize effectiveness of sales territory on a monthly basis and further development distributor based sales initiatives and growth.
2. Possesses a strong working knowledge of STERIS products and services (clinical applications, functions, features, and benefits) and how to properly position them as viable Customer solutions. Understands and effectively presents technical literature and how it applies to solving the Customer needs.
3. Provides product demonstration, presentations, Customer pricing and in-servicing based upon Customer’s needs.
4. Forecasts orders and sales on a monthly, quarterly and yearly basis. Understands and strives to provide accurate forecasts to be used for both manufacturing and financial reporting.
5. Provides analysis and reporting on win / loss and required business metrics as required.
6. Maintains thorough current and competitive product knowledge and clear understanding of market dynamics to match Company products and services to solve Customer needs.
7. Consistently studies and shares with peer’s competitive information gleaned from a variety of sources. web searches, professional periodicals, Customer newsletters, Customer interactions and professional organizations.
8. Records Customer feedback and complaint information through the proper quality processes and channels.
9. Balances priorities to manage current Customer needs while reserving adequate time to prospect new business opportunities.
10. Effectively manages and utilizes company provided sales resources to maximize sales outcomes while providing best solutions to Customers.
11. Regularly interfaces with both STERIS and other pertinent business partners to enhance overall knowledge of market, products and services.
12. Participates in on-board training programs for new hires.

Education Degree

Required Experience

1. Bachelor’s degree required (Business or Marketing preferred).
2. 3 - 5 years’ sales experience consistently meeting / exceeding sales goals; minimum of 2 of the 3 years in successful B2B or medical device sales experience.
3. Successful history of selling new products, increasing product utilization, and protecting existing market share position.
4. Experience in medical and consumable equipment sales; experience selling to a variety of departments with an emphasis within the MDRA / GI departments.
5. Understanding of the hospital buying process including the role of National Accounts, GPO, and Distributors preferred.

Preferred Experience

Skills

STERIS is a leading global provider of products and services that support patient care with an emphasis on infection prevention. WE HELP OUR CUSTOMERS CREATE A HEALTHIER AND SAFER WORLD by providing innovative healthcare, life sciences and dental products and services. STERIS is a $5 billion, publicly traded (NYSE : STE) company with approximately 17,000 associates and Customers in more than 100 countries.

STERIS strives to be an Equal Opportunity Employer.