Job Title:  Key Accounts Engagement Director

Position Summary

The Key Accounts Engagement Director (Central) is responsible for STERIS IMS Portfolio Engagement and Growth with Integrated Delivery Networks (IDN) in a specific geographical area; this includes but is not limited to a focus on Portfolio Representation, Project Management/Development, Strategic Relationship Building and Discretionary Strategic Initiatives. This position is responsible for identifying solutions for our Customers regarding optimizing repair and capital departmental budgets. The position is responsible for building and maintaining relationship. This Individual should be well versed on discussions around ensuring devices and Instruments are procedural ready while using data and analytics. This position will strive to increase STERIS’s overall market share by aligning STERIS products and services to Customer Strategic Goals, Initiatives and Business Objectives. The position will work closely and cross-functionally with STERIS sales leadership, corporate accounts, strategic accounts, field sales, service, corporate product management, and sales management to ensure the Customer is receiving the proper level of support that is in line with the broader objectives being managed by the Corporate Customer. 

This is a remote based customer facing position. To support and service our customers in the assigned territory candidates must be based out of one of the following states:  Tennesse, Alabama, Michigan, Ohio, Illinois or Louisiana 

What You Will Do

• Account Penetration - Develop and implement the strategies and tactics necessary for successful penetration at key Customer accounts.  Manage aspects of agreements from RFP to inception, through termination or renewal of the agreement.  Determines if / when any terms need to be approved by STERIS Legal Department.
• Account Development - Develop business plans and strategies with key Customer groups and key consultancy firms ensuring the entire STERIS solutions portfolio, industry trends, and strategic business reviews are presented routinely.  Drives high competive solutions to current and target Customer accounts.  Is a trusted business advisors to the groups they support.  Implements initiatives for key groups to routinely participate in the STERIS Customer Solutions engagements for strategic initiatives.
• Contract Development - Leverage the corporate accounts team to ensure IDN and GPO negotiations and contract languages are structured to not jeopardize other agreements and relationships
• Project Management & Implementation - Manage all aspects Surgical Device and Instrumentation implementation of Corporate relationships from coordination of internal and field based STERIS resources maintenance and of applicable Customer databases and phasing of orders and shipments to make it easier for these large Customers to do business with STERIS and ensure successful project execution.
• Stategic Planning-  By utilizing the Customers data and analytics to provide highly influential and prepared reporting that ties directly to benchmarking, root cause analysis, and solving problems. In addition to developing slide decks to STERIS Corporate Senior Management as required to assist with determining the success and profitability for assigned accounts.

What You Will Do - cont'd

• Strategic Planning - Develop accurate pipeline on multiple planning horizons 1 year, 2-3, 4-5, and 5+ based on conversations and meetings with large firms.  Outcomes based planning driving success with strong objective and goal setting capabilities.  Will need to build project teams of internal resources across business lines to achieve success. The position will work closely and cross-functionally with STERIS sales leadership, corporate accounts, strategic accounts, field sales, service, corporate product management, and sales management to ensure the Customer is receiving the proper level of support that is in line with the broader objectives being managed by the Corporate Customer.
• Market Development - Identify and develop alternative market opportunities through Corporate contacts that are not a part of the field sales representative’s normal call patterns.
• Budget Solutions- Identify solutions with a focus of the repair of medical equipment, certified pre-owned equipment and products spend tied to optimizing repair and capital department budgets
• Market Trends and Education - Provide ongoing training and education to members of the firms to ensure that they are always up to date on how STERIS can better help them serve their Customers.  Be a credible external conduit to the market.  Be ready to bring internally competitive information, permanentaly have their ear to the ground for new opportunities, competitive challenges, and market trends.
• Build Trusted Relationships - Provide consistency, stability and peace of mind to large firms that no other vendor can support their needs and their Customer’s needs as well as STERIS.

Required Experience

•    Bachelor’s degree required; Advanced degree preferred
•    Minimum 15+ years of successfully documented sales experience.
•    Must demonstrate knowledge and routine application of key project activity, trend of strong sales achievement and managing sales teams directly or indirectly.
•    Included, 5+ years of successfully documented experience leading a field Sales or Corporate Accounts team in a management role; will consider other relevant experience. Specifically need management experience with leading sales teams and influencing/leading direct and indirect reports.
•    Extensive knowledge of the hospital market, healthcare industry, instrument processing and planning cycles 
•    Superior interpersonal skills and the ability to work with other functional groups. 
•    Excellent communication skills, both written and verbal are absolutely essential.
•    Excellent organizational skills, demonstrated ability to multitask while maintaining a meticulous attention to detail 
•    Demonstrated ability to develop and execute strategic short and long-term goals, coupled with the ability to take responsibility for and deliver on the objectives.
•    Must be able to be compliant with hospital/customer credentialing requirements
 

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What We Are Offering in Return

Employees are what makes a company great, so we believe it’s important to take care of them just like we take care of our Customers and their patients. In addition to being a global organization and industry leader with ample room to grow your career, we also offer a base plus commission structure and benefits including Medical/Vision/Dental, 401(k) with company match, and a flexible Paid Time Off program.  
 
As a global leader in healthcare solutions, STERIS offers a unique opportunity to balance a lucrative career and tight-knit company culture, without sacrificing support and career development. If you’re looking to further your career with a company that offers career development and leadership opportunities, click the apply button below. Let’s create a healthier and safer world, together.