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 an IPT Capital Account Manager at STERIS, you are 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 assuring that all Customer experiences are positive, noteworthy and exceeding expectations. You act as a primary contact and sales consultant accountable for the Customer experience within MDRA. You are expected to appropriately balance your time selling the Company’s established line of products as well as all new product introductions. Using your consultative selling skills and competencies and thorough understanding of the industry and market need, you focus on positioning the Company’s capital products and services to provide solutions for our Customers including both Customer direct sales and indirect sales through Distribution partners.
This territory covers Southwestern Ontario, and the candidate would ideally live in the Greater Burlington or Hamilton areas.

THE EXPERIENCE, SKILLS AND ABILITIES NEEDED

• Required:
• Bachelor’s degree
• 3 years of sales experience with consistently meeting/exceeding sales goals
• 2 years of successful B2B or medical device sales experience
• Successful history of selling new products, increasing product utilization, and protecting existing market share position
• Ability to travel overnight up to 25%
• Must be able to be compliant with hospital/customer credentialing requirements
• Preferred:
• Degree in Business or Marketing
• 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

• Develop and implement annual business plans for territory/assigned accounts including, but not limited to, opportunity development, competitive strategies and targets to drive sales growth.
• Maintain and grow market share of all designated product/services.
• Obtain highest margin and revenue sales goals by providing solution-based opportunities for the Customer.
• 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 while leveraging the complete product/services offering from STERIS working closely with our sales Business unit’s counterparts.
• Ensure thorough knowledge of GPO contracts and their application to individual Accounts. Maintain constant communication with all internal and external parties during the progression of the sales transaction.
• Call 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.
• Develop and maintain consultative sales relationships with all key-buying influences in each account and continuously strengthens those relationships by both frequent communication and on-going self-education of the 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 the CEOs, COOs, CNOs and CFOs.
• Participate in local Chapters CAMDR, IPAC, CSGNA, MDRAO or other relevant 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 and work closely with distributor area representatives providing education and support on STERIS products.
• Possess a strong working knowledge of STERIS products and services (clinical applications, functions, features, and benefits) and how to properly position them as viable Customer solutions.
• Provide product demonstration, presentations, Customer pricing and in-servicing based upon Customer’s needs.
• 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.
• Participates in on-board training programs for new hires.