Capital and Consumable Territory Sales Manager

2 months ago

Halifax, Nova Scotia, Canada STERIS Full time

About the Role

The Capital and 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

  • Develop and implement annual business plans for territory/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 territory.
  • Prepare analysis and develop the overall package for new sales, negotiate customer agreements, and leverage the complete product/services offering from STERIS.
  • Call on a wide spectrum of call points within hospitals, including C-suite, MDRA, OR, and Endoscopy leadership, Risk Management, Materials Management, Bio-Medical, Infection Prevention Practitioners, and nursing staff.
  • Develop and maintain consultative sales relationships with all key-buying influences in each account and continuously strengthen those relationships by 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, MDRA, Infection Prevention, Operating Room, Endoscopy, Risk Management, Architects, Equipment Planners, Physicians, and CEOs, COOs, CNOs, and CFOs.
  • Participate in local chapters of professional organizations, including regional level buying groups.
  • Participate as an active member of customer professional organizations in meetings and conferences as an educator and/or exhibitor.
  • Develop and maintain a close association with key distributors in the region, conduct product demonstrations, presentations, customer pricing, and in-servicing based on customer needs.
  • Forecast orders and sales on a monthly, quarterly, and yearly basis, understand and strive to provide accurate forecasts for manufacturing and financial reporting.
  • Provide analysis and reporting on win/loss and required business metrics as required.
  • Maintain thorough current and competitive product knowledge and clear understanding of market dynamics to match company products and services to solve customer needs.
  • Consistently study and share with peers competitive information gleaned from various sources, including web searches, professional periodicals, customer newsletters, customer interactions, and professional organizations.
  • Record customer feedback and complaint information through proper quality processes and channels.
  • Balance priorities to manage current customer needs while reserving adequate time to prospect new business opportunities.
  • Effectively manage and utilize company-provided sales resources to maximize sales outcomes while providing best solutions to customers.
  • Regularly interface with both STERIS and other pertinent business partners to enhance overall knowledge of market, products, and services.
  • Participate in on-board training programs for new hires.

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.
  • Must be able to be compliant with hospital/customer credentialing requirements.

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