Territory Sales Manager

4 weeks ago

Montreal, Quebec, Canada STERIS Full time

At STERIS, we strive to create a healthier and safer world by providing innovative healthcare and life science solutions globally.

Job Summary

The Territory Sales Manager at STERIS is responsible for driving financial performance and customer satisfaction in assigned territories. This involves meeting sales goals, growing market share, and ensuring positive customer experiences. The Territory Sales Manager acts as a primary contact and sales consultant, accountable for customer experiences within MDRD, OR, and GI. They must balance time selling established products and new introductions, using consultative selling skills and industry knowledge to position STERIS consumable products and services as solutions for customers.

This is a remote-based customer-facing position. To support and service customers in assigned territories, candidates must be based out of Ontario.

Key Responsibilities

  • Develop and implement annual business plans for territories and assigned accounts, including opportunity development, competitive strategies, and targets to drive sales growth.
  • Actively identify profitable revenue growth opportunities while maintaining account retention in assigned territories.
  • Prepare analysis and develop the overall package for new sales, negotiating customer agreements while leveraging STERIS's product and service offerings.
  • Call on a wide spectrum of call points within hospitals, including C-suite, MDRD, OR, and Endoscopy leadership, Risk Management, Materials Management, Bio-Medical, Infection Prevention Practitioners, and nursing staff.
  • Develop and maintain consultative sales relationships with key-buying influences in each account, continuously strengthening those relationships through frequent communication and ongoing self-education of industry changes.
  • Maintain complete knowledge of each account's history, contacts, and current and long-term purchase plans for designated products.
  • Develop relationships with customers in MM, Biomed, MDRD, Infection Prevention, Operating Room, Endoscopy, Risk Management, Architects, Equipment Planners, Physicians, and CEOs, COOs, CNOs, and CFOs.

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 in the GI, SPD, Environmental Services.
  • Understanding of the hospital buying process, including the role of National Accounts, GPO, and Distributors preferred.

Skills

  • 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 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).
  • Excellent negotiation and closing skills.
  • Ability to travel as necessary (overnight).
  • Must possess excellent time management skills with the ability to use independent judgment 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).

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