Contract Sales Representative

Position Summary

Contract Representative (CSR) is responsible for maximizing the closed sale value for all contract renewals, new business, and warranty opportunities. The CSR will coordinate and maintain the business pipeline in partnership with District Service Managers (DSM). The CSR will deliver service agreement quotes and communicate the value proposition of the service offerings.

In this role, the CSR will set the price, confirm the inventory coverage, and review terms and conditions while ensuring the service agreement meets profitability targets. The CSR will utilize objection handling techniques and sales tactics for contract revenue generation.

The CSR is responsible for communicating the status of their pipeline, escalating obstacles to management, delivering quotes on time, and proactively following up with Customers until the sale is closed. The CSR should also identify opportunities to improve the sales process and participate in Kaizen and/or problem-solving events.

This is a hybrid position. The team meets in the Birmingham AL office on Tuesday and Wednesday. 

What You'll Do as a Contract Sales Representative

Sales Responsibilities:

• Responsible for reviewing expired agreements and evaluating upsell opportunities
• Partner with DSM to define the pricing strategy for the renewal, warranty and new business opportunities
• Contact the Customer with a consultative approach to identify their needs
• Coordinate the sales process with key business stakeholders including service management, field service technicians, and sales account managers
• Deliver quotes to the Customer up to four months in advance of expiry
• Routine follow up with the Customer to obtain purchase order, overcome objections, and escalate price negotiations to field leadership to ensure Customer retention
• Evaluate terms and conditions change requests and ensure legal approval
• Update service agreement pipeline status throughout the sales process in the CRM, including retention chance, primary contact(s) and most recent communication with Customer
• Code and evaluate losses
• Meet sales performance metrics for on time renewals, warranty conversions, pricing targets, and new business quota

Continuous Improvement:

• Identify opportunities to improve the sales process and ensure best practices are utilized
• Participate in Kaizen and problem-solving events
• Implement performance goals to continuously improve year over year

The Experience, Skills and Abilities Needed

Required:

• High school diploma + Two (2) years’ experience in business, customer service or sales
• Strong demonstrated success of making outbound calls, clearly promoting our value propositions, overcoming objections, and converting Customers on new business opportunities 
• Must have PC experience with working knowledge of Microsoft Office suite with demonstrated proficiency in Word, Excel and PowerPoint. 

Preferred: 

• Bachelor’s degree strongly preferred.
• Working with contracts, including terms and conditions, preferred. 
• Experience with service contract software and CRM systems and Oracle/Siebel strongly preferred.

Other: 

• Demonstrated ability to stay ahead of the current assigned renewal and warranty pipeline, including on-time quote submission and follow-ups
• History of consistently exceeding current ICP metrics
• Demonstrated ability to be a trusted business partner
• Demonstrates ability to use sales tactics and overcoming objections
• Demonstrated strong business acumen
• Demonstrated effective analytical, documentation, organizational, and written and oral communication skills.

What STERIS Offers

We value our employees and are committed to providing a comprehensive benefits package that supports your health, well-being, and financial future.

Here is just a brief overview of what we offer:

• Market Competitive Pay
• Extensive Paid Time Off and (9) added Holidays
• Excellent Healthcare, Dental, and Vision benefits
• Long/Short Term Disability Coverage
• 401(k) with a company match
• Maternity & Parental Leave
• Additional add-on benefits/discounts for programs such as Pet Insurance
• Tuition Reimbursement and continued education programs
• Excellent opportunities for advancement in a stable long-term career

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