Account Manager
2 months ago
About the Role
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 ensuring that all customer experiences are positive, noteworthy, and exceeding expectations.
Key Responsibilities
- Develops and implements annual business plans for territory/assigned accounts, including opportunity development, competitive strategies, and targets to drive sales growth. Maintains and grows market share of all designated products and services.
- 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 sales business unit counterparts. Ensures thorough knowledge of GPO contracts and their application to individual accounts.
- Calls on a wide spectrum of call points 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.
- Develops and maintains consultative sales relationships with all key-buying influences in each account and continuously strengthens those relationships by frequent communication and ongoing self-education of industry changes.
- 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, MDRA, Infection Prevention, Operating Room, Endoscopy, Risk Management, Architects, Equipment Planners, Physicians, and the CEOs, COOs, CNOs, and CFOs.
- Participates in local chapters of CAMDR, IPAC, CSGNA, or other relevant organizations, including regional-level buying groups.
- Participates as an active member of customer professional organizations in meetings and conferences as an educator and/or exhibitor.
- Performs other duties as assigned by management.
Requirements
- 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 within the MDRA/GI departments.
- Understanding of the hospital buying process, including the role of National Accounts, GPO, and Distributors preferred.
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