Job Description

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.

The Account Manager at STERIS (IPT) 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 assuring that all Customer experiences are positive, noteworthy and exceeding expectations. The Account Manager acts as a primary contact and sales consultant accountable for the Customer experience primarily within the Medical Device Reprocessing Area (SPD) and will also have interactions with GI and OR. The Account Manager is expected to appropriately balance their time selling the Company\'s established line of products as well as all new product introductions.

Learn more about IPT here: https://www.steris-healthcare.com/products/ipt

What You Will Do:

Achieve Financial Objectives:

• Develops, communicates, and executes a yearly business plan/targets for Capital, Service, SPM and associated Consumable goods.
• Submits and executes an accurate forecast (within a +/- 10% - 15% variance) for Capital and associated Consumable products on a monthly and quarterly basis.
• Achieves all revenue, gross margin, and focus product objectives established by the Business Unit.
• Utilizes all company resources appropriately including T&E, free goods, and samples. Assures utilization of company resources are within company standards.
• Assures Pricing/Margin offerings to Customers are consistently within the guidelines established by the Business Unit, while assuring our pricing integrity within our GPO groups, and within our Healthcare indexing groups.
• Negotiates Capital and associated Consumable agreements where both parties agree to a beneficial solution.

Communicate and Develop Cross-Functional Relationships:

• Treats every internal team member at STERIS as a Customer, with respect and dignity.
• Leads cross-functional field teams in strategizing, planning, communicating, delivering integrated solutions to Customer base.
• Shares success stories, best behaviors, losses, competitive data, strategies and tactics across the breadth of the organization. Overall Collaboration.
• Participates in integrated team activities (training, focus panels) for the betterment of the organization.
• Develop relationships with Customers in MDRA (SPD) GI, OR, IC, MM, Purchasing, Biomed, along with the CEOs, COOs and CFOs of Acute Care Hospitals and Private Surgical Centres
• Establish and maintain ongoing relationships and communications with counterparts in Clinical Education, Surgical/Critical Care, Technical Services, Sterile Processing, and Home Office Support.

Take Care of Customer Needs:

• Consistently acts in a manner that meets or exceeds Customer expectations while considering the reasonableness of request and fairness to STERIS.
• Ensures Customer\'s needs are communicated and interpreted throughout the appropriate channels.
• Actively integrates into our Customer\'s business world via membership to customer group functions and associations. Participates in local chapters of Medical Device Reprocessing Area and GI affiliations when applicable.
• Probes to fully uncover and understand Customer objectives and goals and effectively matches our products, services and technologies to assist in solving customer issues.
• Maintains good Customer relationships via truthfulness, integrity, and delivering on commitments.
• Utilize value added services in the selling process to differentiate STERIS from its competitors. This includes: STERIS University, Inservice video, sizing studies, equipment audits, CEU training and proportioners. Utilization of our Planning Group and the VR Services.
• Ensure a thorough knowledge of GPO contracts and their application to individual accounts.
• Manage the post-sale process, including in-servicing to ensure Customers have thorough knowledge of the safe use of the equipment and chemistries.

Technical and Clinical Knowledge and Application:

• Capable of delineating and communicating the strengths and competitive advantages of STERIS products, services, technologies and how the application of these can assist the Customer in meeting their objectives. Uses current available tools to provide a total solution to the Customer, to ensure their Capital and associated Consumable needs are met.
• Given strength of technical and competitive knowledge, is capable of defining and delivering value propositions to diverse buyers with diverse objectives.
• Proactively looks for new opportunities to gain technical and competitive knowledge from varied sources (internet, publications, trade shows, Customer organizations).
• Successfully completes new product sales training program(s).

Territory Planning and Management:

• Develop, communicate and execute a strategic business plan for both Capital, Service agreements, SPM and associated Consumable goods.
• Establish routine call patterns for both Capital and associated Consumable products.
• Defines top business priorities and activities, and time to be applied to achieve; works diligently to maintain course on proactive measures and minimize reactive elements.
• Defines customer\'s expectations of interface with STERIS Corporation, thereby allowing consistent planning of meeting the known instead of reacting to the unknown.
• Assures proper pre-call (and post call) planning, and preparedness, allowing for better utilization of time, and better execution while in the accounts.
• Submit weekly automated call report including win/loss information. This is updated through Sales Connection several times per month.

Personal Growth and Development:

• Seeks challenging, difficult selling situations to position for growth (CEO/CFO/ Senior Leadership calls)
• Seeks and is receptive to continual feedback from Customers, managers, peers to understand how they can perform more efficiently and effectively in the future.
• Actively participates in Customer functions and associations to better enhance their understanding of Customer\'s business world, and how to meet those needs more effectively.
• Seeks training opportunities to improve personal growth and development.
• Seeks teaching opportunities at training or sales meetings to further enhance and share the new skill sets acquired.

What You Will Need:

• BA/BS Degree required (Business or Marketing preferred)
• Three (3) to Five (5) years successful sales experience, which includes a minimum of two (2+) years successful B2B or Medical Device or Medical Consumables sales experience (preferred) (7 - 10 years + experience would be preferred)
• Demonstrated concept selling skills
• Understanding of the hospital buying process including the role of National Accounts, GPO, IDN and Distributors preferred
• Strong communication skills
• MS Office (Word, Excel, PowerPoint)
• Strong Mechanical aptitude
• We work with Mechanical engineers, equipment planners, project managers, construction personal. We need to provide a greater level of support and comfort to our Customers and have a thorough understanding of these functions. It is imperative that our Account Managers have the experience and are considered trusted advisors.
• Must be able to be compliant with hospital/Customer credentialing requirements

#LI-LS1

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, life sciences and dental products and services. STERIS is a $5 billion, publicly traded (NYSE: STE) company with approximately 17,000 associates and Customers in more than 100 countries.

STERIS strives to be an Equal Opportunity Employer.

Req ID: 40107

Job Category: Sales

Edmonton, AB, CA, T8A

Steris