Sales Director

Join to apply for the Sales Director - Eastern Canada role at STERIS Instrument Management Services - EMEA 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 Summary As a Regional Sales Director at STERIS, you are responsible for the day-to-day sales operations and ensuring that all STERIS objectives are met and/or exceeded. You oversee talent management of field sales representatives and shared support services assigned to the Region. You manage successful relationships and elevate the STERIS presence with growth of revenue and profit. You also build and broaden relationships with senior level executives in both critical and primary care sales, supply chain, and administration. You drive distributor sales of the STERIS portfolio through education, incentives, and sales support to broaden the product mix across all business categories and expand distributor sales input into indirect sales growth. You partner with Group Purchasing Organizations, Shared Services organizations, and Key Accounts, aligning the STERIS message with each customer’s explicit needs and becoming a true business partner. You identify and specify opportunities for future STERIS products, markets, and new applications, improving customer performance and outcomes within the portfolio. Your accountability measures include customer satisfaction, revenue objectives, embracing new products, and talent management. This Director will be managing the Eastern Canada region (Quebec and Atlantic Provinces). What you will do as a Sales Director Build and maintain knowledge of the Canadian healthcare marketplace and an in-depth understanding of the regional and local environmental trends impacting STERIS direct sales and indirect distributor channel development. Work with sales representatives to create a formal business plan for the fiscal year. This plan will be a dynamic document that outlines goals, including distribution strategy and actionable steps for achievement. Work closely with STERIS Consumable Territory Managers, Capital Account Managers, and Endoscopy Sales Teams to identify and engage key customer stakeholders and opportunities to position STERIS product solutions, including development of distributor-level relationships. Provide ongoing education with the support of STERIS SPD Reprocessing and Clinical teams as part of new product launches, new territory development, and ongoing regional sales support. Provide through Clinical Specialists, clinical support for key focus products which may include in‑servicing, customer consultations to develop better customer processes, and develop customer solutions with STERIS products. Support regional distributor sales promotions such as regional trade shows, development of distributor catalogues, monthly customer email communications with STERIS products, with accessibility to STERIS collateral materials, coordinated with STERIS SPD Reprocessing sales teams. Develop strategies and opportunities in Primary Care markets outside the critical market GPO sector. Monitor and enforce compliance expectations for distribution partners as committed to in agreements. Manage internal and external resources to ensure a successful process of gathering discovery information to identify the unique clinical, operational, information technology, supply chain, administration and marketplace dynamics that will frame both current and future opportunities. Work with sales representatives to develop and execute strategies for each opportunity by engaging distributor teams, identifying customer short‑ and long‑term explicit needs, organizing STERIS resources and clearly communicating roles and responsibilities, developing mutually agreed‑upon timeframes with the customer for decisions and deliverables. Demonstrate strong situational leadership without direct management responsibility. Articulate the value proposition STERIS offers across the health system as well as distributor channels both in general terms and more specifically based on what is learned from discussions and observations across a wide segment of people and processes within each region. Understand the strategies used against STERIS by our competition to prevent us from having to assume a defensive position. Understand and demonstrate the principles of good negotiation by trading value for value. Business Review & Management In conjunction with regional teams, conduct Business Review meetings throughout the year with senior leadership from each distributor. Reviews will provide the opportunity to understand current business projections, trends, new technologies and customer concerns. Prepare and present quarterly business reviews with other senior management, documenting progress toward the goals defined in your business plan and collaborating with STERIS leadership. Achieve or exceed monthly, quarterly, and yearly assigned territory and area sales budget by reaching established unit and dollar goals on products, managing time, travel, and sales activities to maximize effectiveness of the area sales force, and controlling expenses. Develop and approve educational topics for customer education presentations such as CAMDR, ORNAC, CSGNA, IPAC, MDRAO, CSA, ensuring content is current and industry‑standard. Assist teams in troubleshooting sterilization failures or monitoring failures. For serious customer issues, take leadership in identifying the problem, working with clinical, consumable, capital, and service teams to gather facts, document issues, and communicate to the customer. Provide clinical expertise for troubleshooting equipment and machine issues, resolving customer problems such as wet pack evaluations, and collaborating with territory managers, account managers, service teams, quality improvement team, regulatory, and R&D as required. Identify unique market characteristics and recommend adjustments to sales strategies to adapt to a changing marketplace. Ensure compliance with laws, regulations, and company policies, reinforcing company policies and programs through high standards of performance and professional conduct. Experience, Skills and Abilities Needed Required: Bachelor’s degree Bilingual in French and English 6 years of demonstrated sales success 5 years of successful sales experience in the healthcare market with responsibility for multiple products and services Ability to travel up to 50% Must be able to be compliant with hospital/customer credentialing requirements Preferred: 2 years of successful managerial or sales support experience dealing with complex and multifaceted sales situations while utilizing a team approach Other: Strong leadership, interpersonal, communication, organization and presentation skills What STERIS Offers Base Salary + Incentive Compensation Program Company Vehicle Cell Phone Stipend Robust Sales Training Program 3 Weeks Paid Vacation Per Year + Corporate Holidays (based on Province) RRSP Matching Program This position requires knowledge of English due to the nature of the duties involved, including regular communications outside the province of Quebec, training, email communications, and frequent meetings and interactions with English‑only employees. The employer has taken all reasonable steps to avoid imposing this language requirement, in accordance with the Charter of the French Language. STERIS is a leading global provider of products and services that support patient care with an emphasis on infection prevention. WE HELP OUR CUSTOMERS CREATE A HEALTHIER AND SAFER WORLD by providing innovative healthcare and life sciences products and services around the globe. For more information, visit STERIS strives to be an Equal Opportunity Employer. Seniority level Director Employment type Full‑time Job function Sales and Business Development Industries Hospitals and Health Care #J-18808-Ljbffr