Job Title:  Account Manager Formulated Chemistries

Position Summary

The Account Manager, creative thinkers and curious, will be primarily responsible for sales, technical consultation, and lead generation in their assigned territory for STERIS products to the Life Sciences industry. [pharmaceutical, biotech, vaccine, cell gene, medical device, neutraceutical and related industries]. Responsible for achieving all revenue, gross margin, and product sales objectives established by the Business Unit. Participates in the design and implementation of sales strategies, identifies prospects and opportunities presents new concepts and products, calls on Customers, and ensures optimal STERIS experience. Ensures high customer satisfaction, effectively establishes multi-level relationships with customers, and possesses excellent listening skills.  Effectively manages and utilizes company provided sales resources to maximize sales outcomes while providing best solutions to the customer. 

Duties

Business Development (60%)

1. Achieves assigned sales quota for territory through the consultative sales process.
2. Identifies and proactively seeks qualified sales opportunities with new and existing Customers within but not limited to, Pharmaceutical, Biotech, Medical Device, Vaccine and Cell Gene Therapy markets.
3. Develops strategic growth plans for new and existing Customers.
4. Creates and manages a multi-faceted execution plan with key stakeholders and decision makers leveraging all available resources
5. Provides high level of service to Customers, including timely and accurate responses to inquiries, and to maintain/build STERIS reputation in the marketplace.
6. Collaborates and maintains strategic partnerships with internal resources and designated channel partners to achieve high levels of Customer satisfaction
7. Utilize CRM to capture detailed Customer notes, manage sales funnel, forecast business, maintain and build pipeline

Duties - cont'd

Technical (30%)

1. Generates and presents STERIS Life Sciences products and innovative solutions using a compelling value based approach to ensure Customer satisfaction.
2. Use question based selling approach to gain knowledge regarding Customer environment, regulatory requirements and specific needs to provide tailored Customer solution.
3. Maintains current knowledge of regulated industry and market trends as well as technical knowledge and understanding of products and services.  Attends educational workshops, reviewing professional publications and participating in professional affiliations.
4. Educates Customers in the area of cleaning, contamination control and sterility maintenance and the features and benefits of using STERIS consumable products.

Business/Administrative (10%)

1. Communicates regularly with STERIS management, Customers, and local channel partners in order to support their needs and obtain market intelligence.
2. Plans sales calls/travel itineraries to maximize effectiveness of sales strategies while providing timely follow-up and managing operating expenses
3. Maintains CRM required data, updates sales funnel and top accounts as required in order to measure progress against goals.
4. Provides accurate and on time reports as required by leadership

Education Degree

Required Experience

Preferred Experience

1. Experience in consultative selling technical products/services.
2. Knowledge of regulated industries (cGMP, GLP, or similar) 
3. Involvement with PDA, ISPE or similar industry organization
4. Strong understanding of Customer and market dynamics and requirements, with demonstrated ability to expand existing Customer relationships as well as develop new ones 
5. Experience using current CRMs

Skills

1. Communicates credibly and effectively influence at all levels of the organization using excellent interpersonal, written, verbal, presentation skills
2. Self-directed, adapts to change, and sets priorities
3. Creative and curious
4. Strong business acumen, with ability to understand and monitor trends.
5. Ability to deliver client focused solutions based on Customer needs
6. Strong skills in persuasion and influence, with ability to negotiate skillfully
7. Displays active listening skills and aptitude for science based technical information. 
8. Exhibits perseverance, persistence, and consistent follow through.
9. Proficient in Microsoft Office applications.  
10. Must have/maintains a valid driver’s license and the ability to be granted clearance to travel globally.
11. Ability to work a flexible schedule and travel as territory requires up to 60%.