Capital Territory Sales Manager for Medical Devices

5 days ago

Halifax, Nova Scotia, Canada STERIS Full time

At STERIS, we are dedicated to helping our clients create a healthier and safer world by providing innovative healthcare and life science solutions.

Job Summary:

As a Capital Territory Sales Manager at STERIS, you will be responsible for driving the overall financial performance and customer satisfaction in assigned territories. This role involves meeting yearly sales goals, increasing market share from competitors, distributors, and ensuring all customer experiences are positive, noteworthy, and exceed expectations.

You will act as the primary contact and sales consultant accountable for the customer experience within MDRA, OR, and GI departments. You are expected to balance your time selling established products and new product introductions while using consultative selling skills and market knowledge to position our capital and consumable products as solutions for our customers through direct sales and indirect sales via distribution partners.

This is a remote-based customer-facing position that requires candidates to be based out of Nova Scotia or New Brunswick to support and service our customers in this assigned territory.

Duties:

  • Develop annual business plans for territories/accounts including opportunity development, competitive strategies, and targets to drive sales growth while maintaining and growing market share of designated products.
  • Actively identify profitable revenue growth opportunities while retaining assigned accounts.
  • Negotiate customer agreements leveraging the complete product/service offering from STERIS, working closely with sales Business Unit counterparts.
  • Maintain thorough knowledge of GPO contracts and their application to individual accounts.
  • Conduct frequent communication with internal and external parties during sales transactions.
  • Calls on C-suite (CEO, CFO, CMO), MDRA, OR, 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, strengthening these relationships through frequent communication and ongoing self-education on industry changes.
  • Maintain complete knowledge of each account's history, contacts, and current/long-term purchase plans for designated products.
  • Build relationships with Customers in MM, Biomed, MDRA, Infection Prevention, Operating Room, Endoscopy, Risk Management, Architects, Equipment Planners, Physicians, CEOs, COOs, CNOs, and CFOs.
  • Participate in local Chapters CAMDR, IPAC, CSGNA, or other relevant organizations, including regional-level buying groups.

Duties - Continued:

  • Active member participation in Customer professional organizations in meetings and conferences as an educator/exhibitor.
  • Develop close associations with key distributors in the region, enhancing the company's image through professional conduct.
  • Strong working knowledge of STERIS products/services (clinical applications, functions, features, benefits) and how to properly position them as viable customer solutions.
  • Provide product demonstrations, presentations, customer pricing, and in-servicing based on customer needs.
  • Forecast orders and sales on a monthly, quarterly, and yearly basis, striving for accurate forecasts for manufacturing and financial reporting.
  • Analyze and report on win/loss and required business metrics as needed.
  • Maintain thorough, current, and competitive product knowledge, understanding market dynamics to match company products/services with customer needs.
  • Consistently study and share competitor information from various sources (web searches, periodicals, customer interactions, professional organizations).
  • Record customer feedback and complaint information through proper quality processes and channels.
  • Balance priorities to manage current customer needs while reserving time for prospecting new business opportunities.
  • Effectively manage and utilize company-provided sales resources to maximize sales outcomes while providing best solutions to customers.
  • Regularly interface with STERIS and other pertinent business partners to enhance overall knowledge of market, products, and services.
  • Participate in on-board training programs for new hires.

Required Experience:

  • Bachelor's degree required (Business or Marketing preferred).
  • 3-5 years' sales experience consistently meeting/exceeding sales goals; minimum of 2 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; emphasis within MDRA/GI departments.
  • Understanding of hospital buying process including National Accounts, GPO, and Distributors preferred.
  • Must be able to comply with hospital/customer credentialing requirements.

STERIS is a leading global provider of healthcare and life science solutions. We strive to be an Equal Opportunity Employer.

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