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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 SummaryThe 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 MDRD, 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.
This is a remote based customer facing position. To support and service our customers in this assigned territory candidates must be based out of the following: Quebec City or Montreal, Quebec.
How You Will Make a Difference- 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 franchise. Obtains highest margin and revenue sales goals by providing solution-based opportunities for the Customer.
- Actively identifies profitable revenue growth opportunities while maintaining account retention in assigned territory.
- 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.
- Calls on a wide spectrum of call point within hospitals, including C-suite (CEO, CFO, CMO), MDRD, OR and Endoscopy leadership, Risk Management, Materials Management, Bio-Medical, Infection Prevention Practitioners and nursing staff.
- 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.
- Maintains complete knowledge of each account’s history, contacts, and current and long-term purchase plans for designated products.
- Develops relationships with Customers in MM, Biomed, MDRD, Infection Prevention, Operating Room, Endoscopy, Risk Management, Architects, Equipment Planners, Physicians and the CEOs, COOs, CNOs and CFOs.
- Bachelor’s degree required (Business or Marketing preferred).
- 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.
- Successful history of selling new products, increasing product utilization, and protecting existing market share position.
- Experience in medical and consumable equipment sales; experience selling to a variety of departments with an emphasis in the GI, SPD, Environmental Services.
- Understanding of the hospital buying process including the role of National Accounts, GPO, and Distributors preferred.
- Must be able to be compliant with hospital/customer credentialing requirements.
- Excellent communication skills (verbal & written).
- Demonstrated ability to build high level relationships.
- Executive presence and excellent presentation skills.
- Excellent organizational skills.
- Demonstrated influencing skills and the ability to understand the needs of and including people ranging from nurses to C-suite level decision makers.
- Strong analytical and business acumen skills (consumable and operational planning, P&L, knowledge of healthcare, etc.).
- Excellent negotiation and closing skills.
- Ability to travel as necessary (overnight).
- Must possess excellent time management skills with ability to use independent judgement effectively.
- Strong interpersonal communication skills specifically relating to project and conflict management.
- Candidates must have a valid driver’s license issued in one of the 50 states and a clean driving record.
- Adheres to all GMP policies and procedures as stipulated by the FDA.
- Proficiency with MS Office (Word, Excel, PowerPoint).
