Consumable Territory Manager

Position Summary

As a Consumable Territory 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 and distributor networks, and assuring that all Customer experiences are positive, noteworthy and exceeding expectations. You will act as a primary contact and sales consultant accountable for the Customer experience within MDRD, OR and GI. You will be expected to appropriately balance your time selling the Company’s established line of products as well as all new product introductions. Using consultative selling skills and competencies, as well as thorough understanding of the industry and market need, you will focus on positioning the Company’s consumable products and services to provide solutions for our Customers. This includes both Customer direct sales and indirect sales through Distribution partners.   

This is a remote based Customer facing position. This territory covers Southwestern Ontario.

What you will do as a Consumable Territory Manager

• 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 products/services. 
• Consistently analyze to improve and develop their franchise.  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 point within hospitals, including C-suite (CEO, CFO, CMO), MDRD, 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 strengthen those relationships by both frequent communication and on-going self-education of the industry changes.  
• Identify and respond to key account technical and departmental decision makers’ needs. 
• 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, MDRD, Infection Prevention, Operating Room, Endoscopy, Risk Management, Architects, Equipment Planners, Physicians and the CEOs, COOs, CNOs and CFOs. 
• 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. Understand and effectively present technical literature and how it applies to solving the Customer needs. 

The Experience, Skills and Abilities Needed

• Required: 
  • Bachelor’s degree 
  • In lieu of Bachelor's degree: Associates/Technical degree with 5 years of sales/customer facing clinical experience
  • 3 years of successful sales experience
  • Must be able to be compliant with hospital/customer credentialing requirements 

• Preferred: 
  • 2 years of successful medical device sales experience

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: 

• Base Salary + Incentive Compensation Program 
• Company Vehicle 
• Cell Phone Stipend 
• Robust Sales Training Program 
• 3 Weeks Paid Vacation Per Year + Corporate Holidays (based on Province) 
• RRSP Matching Program