Job Title:  Account Manager

Req ID:  43954
Job Category:  Sales

Buffalo, NY, US, 14224

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.

How You Will Make a Difference

The Account Manager (GI Reprocessing) will focus primarily on the major Hospitals and Health Systems with adjacent outpatient departments and regionally specific ASCs.  Will be responsible for selling the entire CCOP suite of products including capital and consumables solution through a comprehensive approach focused on meeting with higher level decision makers within a hospital and driving top down decision making.  A strong focus on influencing VAT committees and other key stakeholders.  Change will be driven by identifying and eliminating clinical variance across different practice settings to help standardize the workflow to deliver a higher level of infection prevention and patient care.  The Hospital/HOPD rep will have strong team play with their clinical and service counterparts and in some territories oversee and provide indirect leadership for a junior sales rep.

 

This is a remote based customer facing position. To support and service our customers in the assigned territory candidates must be based out of the following: Rochester, Syracuse, or Buffalo, New York.

What You Will Do

  • Call on all target accounts with a frequency sufficient to ensure account penetration, sales growth and business maintenance within a specified geographic territory. 
  • Penetration of new accounts within geographic territory where Medical does not have a presence.  Cultivate and maximize business through existing accounts by executing consultative/educative sales process.  Representation of entire breadth of Medical product line.  Maintain thorough understanding of proper ordering patterns within the acute care setting for all existing business.
  • Maintain Customer pricing for Medical products within established guidelines.
  • Travel as necessary within specific geographic territory to optimize Medical product exposure and penetration.  Travel is part of the job function and must be performed in an efficient and cost-effective manner.  Travel should be in conjunction with established call activity, account management functions, achieving current sales objectives and developing new opportunities for Medical.
  • Communicate Customer in-service and product service needs within territory appropriately. 
  • Maintain all correspondence for each account managed in territory utilizing sales tools such as Salesforce.com appropriately.
  • On-going market research for products or services and observations including information on competitive landscape, shifts in industry focus and trends in the medical environment that might enhance Medical product offering.
  • Participation in planning and implementing the marketing and sales strategy.
  • Participation with Director of Sales on annual sales forecast, business plan development, and all established or opportunity mechanisms for increasing revenue within territory.
  • Interact with other departments in the organization to ensure proper handling of Customer requirements.  This includes but is not limited to Sales Leadership Team, Inside Sales, Marketing, Operations, Technical and Customer Service.
  • Troubleshoot and evaluate all product reliability issues in assigned territory. Product issues must be reported to a Technical Service Representative and Marketing Director for rapid response initiation.  Account Manager will assist in the exchange of product if needed and communicate with account throughout the entire process until completed.
  • Direct the day-to-day field sales responsibilities for Medical within a specific designated geographic territory.
  • Maintain and grow business within current accounts. 
  • Develop consultative relationships with new and existing account base to actively manage their infection control practices as they apply to endoscopic practice.  Consistently in-service staff regarding infection control practices as they apply to endoscopic procedures, and any areas where Medical may demonstrate growth in the future.
  • Attain monthly, quarterly and annual sales quotas.

What You Will Need to be Successful

  • Bachelor’s degree required.  
  • Must have excellent interpersonal written and verbal communication skills.  
  • 3+ years of capital or disposable sales experience with an emphasis in the medical industry. Experience with selling in Hospital O.R. or GI call point is preferred.
  • Experience in preparing an annual business plan designed to grow and achieve required sales objectives.
  • Strong understanding of Customer’s buying cycles (operational vs. capital budgets) to align for successful acquisition of products and services.
  • Experienced and completed a formalized Sales Training and Development Continuum.
  • Capability of prioritizing opportunities and closing large capital or large disposable opportunities in a large geography.
  • Utilizes a defined Sales Process, CRM a must.
  • Ability to solution sell (multiple products at once).
  • Demonstrated and documented consistent track record of high-level sales success with career progression.
  • Experience with a complex selling environment, multiple call points and decision makers / influencers.
  • Experience with Field Sales Training, Task Force involvement, project leadership is preferred.

How We Take Care of You

  • Base salary plus commission
  • Car stipend and mileage reimbursement
  • Business travel and related expenses paid via company credit card
  • Cell phone stipend
  • Excellent healthcare/ dental/ vision benefits
  • 401(k) with a company match
  • A robust sales training program
  • Excellent opportunities for advancement

 

#LI-LS1

Pay range for this opportunity is $65,000. This position is also eligible for commission.

 

Minimum pay rates offered will comply with county/city minimums, if higher than range listed.  Pay rates are based on a number of factors, including but not limited to local labor market costs, years of relevant experience, education, professional certifications, foreign language fluency, etc.

 

Employees (and their families) may enroll in our company-sponsored medical, dental, vision, flexible spending, health savings account, voluntary benefits, supplemental life/AD&D plans and the company’s 401k plan. Employees are covered by an employee assistance program (also available to household members) and long-term disability. Full-Time Employees are also eligible for short-term disability.  Full-time Employees will also receive Paid Time Off (PTO) based on years of service and paid Holidays. Part-time employees working 20 or more hours receive a pro-ration of the full-time PTO allocation and paid Holidays based on their standard hourly work week. Full-Time employees are eligible for four weeks of paid parental leave. Part-time employees also receive paid parental leave, pro-rated based on their standard hourly work week.

 

STERIS is an Equal Opportunity Employer.  We are committed to equal employment opportunity and the use of affirmative action programs to ensure that persons are recruited, hired, trained, transferred and promoted in all job groups regardless of race, color, religion, age, disability, national origin, citizenship status, military or veteran status, sex (including pregnancy, childbirth and related medical conditions), sexual orientation, gender identity, genetic information, and any other category protected by federal, state or local law.  We are not only committed to this policy by our status as a federal government contractor, but also we are strongly bound by the principle of equal employment opportunity.

Req ID:  43954
Job Category:  Sales

Buffalo, NY, US, 14224


Nearest Major Market: Buffalo

Job Segment: Infection Control, Marketing Manager, Account Manager, Surgery, Healthcare, Sales, Marketing