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Title:  Director, Corporate Accounts

Req ID:  13378
Category:  Sales
City:  Dallas
State:  TX
Postal Code:  75001
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.

Position Summary

The Director of National Accounts, GPO will be charged to develop, implement, and lead the national account GPO strategy initiatives programs and offerings for an assigned GPO and it’s integrated support businesses serving the acute, ambulatory, and alternate health care markets in the United States. He/She has leadership responsibility for growing the revenue base in North America through successful contract management, developing strategic alliances, and expanding contractual relationships with emphasis on the Group Purchasing Organization’s business units, GPO’s Shareholders, and other key Corporate Accounts. He/she establishes and implements strategic plans maximizing negotiation experience with focus and ability to drive programs to profitable growth and maintains continued sustainability to increase market share.

 

The Director is responsible for the development, strategic direction, and implementation of STERIS Healthcare corporate contracting strategies. Healthcare market focus includes exploiting Group Purchasing Organization’s go to market strategies, to develop long term relationships and maintain a favorable image of STERIS Corporation as a Customer-focused healthcare leader. The Director not only possess extensive knowledge of STERIS’s products and services but is well versed on internal capabilities that can be leveraged to support large Customers and be able to effectively negotiate with STERIS Business Units, Sales Management, and a broad base of external Customers. and externally. 

 

The Director of National Accounts, GPO represents and grows the revenue base for all STERIS Healthcare Business Units, inclusive of capital, consumable and services businesses.  STERIS is a top tier healthcare supplier in contracted and non-contracted revenue with an average GPO revenue in excess of $200-300 Million.  He/she leads the contracting strategy for all categories and manages this process within the GPO’s category leadership and market segments.

Duties

  • Serve as a strategic partner with GPO’s Customers, Key Corporate Accounts, and other supporting organizations to provide and solidify STERIS market leading positions and drive future growth.
  • Responsible for developing long term relationships and maintain a favorable image of STERIS Corporation as a Customer-focused leader in infection prevention and surgical support systems.
  • Leads the business planning for the GPO accounts aligned with key deliverables to the respective Business Units and overall growth for Healthcare.  Influence segment priorities; participate in business planning development and execution. Shares emerging marketplace trends with segment leadership and key matrix partners (ex. Product Marketing, Sales, networks, etc). Identify, develop and implement the strategies and tactics necessary for successful STERIS expansion within key accounts and solve short term and long-term Customer needs. Manage all aspects of Corporate Account agreements from inception and non-normal business transactions through termination or renewal of the agreement.
  • Develops and implements Field Pricing Strategy with goal to drive margin profitability goals by engaging field teams as appropriate and focus on immediate and future uncovered Customer needs or issues.
  • Manage STERIS Systems business unit activities within Group Purchasing Organizations; Federal Government; maximizing strategic partnerships and expand relationships to support product and services selection of STERIS value propositions with consulting firm’s/equipment planners.
  • Leads and implements initiatives to exploit marketing and education opportunities within the GPO to improve the STERIS brand and over-all Customer Experience.
  • Engages with the GPO’s dedicated clinical, supply chain, purchased services, performance and quality consultant advisory teams to drive revenue and STERIS total solutions.
  • Leads and coordinates activity focused on serving and expanding relationships with the GPO’s membership sales teams.
  • Develop strategies to identify and exploit alternative and ambulatory channel market opportunities through corporate contacts that are not part of STERIS field sales representative’s normal call patterns. Execute strategy and communicate results, adjust strategy as needed and redeploy resources.
  • Engage with executives at Corporate headquarters to establish and support corporate objectives by negotiate implementing effective contract negotiations and drive revenue based on compliance-oriented and supporting enterprise agreements with Corporate Accounts.

Duties - cont'd

  • Develop and manage strategy for pricing strategy models by working with field teams to analyze and adjust pricing for based on competitive landscapes, leverage corporate accounts team to ensure GPO negotiations and languages are structured to maximize opportunities for growth, minimize risk, and not to maintain contractual positions jeopardize agreements and relationships. 
  • Ensure the success of existing and new products and services through a continued focused a total solutions approach, and act as a field sales support mechanism.
  • Provide reporting and other statistical analysis to Corporate Senior Management to assist with determining the success and profitability for all contracted accounts.
  • Develop and lead a field training curriculum for new Corporate Account Directors and Field Sales and Service teams.
  • Conduct quarterly business reviews with wide range of executives with in the GPO enterprise to promote and create market strategies with identified expectations. . from key Corporate Accounts.
  • Provide regular and effective communications to the STERIS Sales Groups, Field Service, Sr. Executives and all relevant functional areas highlighting Corporate Accounts.
  • Plan and present enterprise business reviews that are regularly scheduled with standardized expectations.
  • Monitor and enforce the compliance expectations of corporate accounts Customers that have committed to in agreements.
  • Other duties as assigned.

Education Degree

  • Bachelor's Degree

Required Experience

  • Bachelor's Degree required; MBA/MHA preferred
  • Minimum 5 years of documented successful capital and or device product sales experience plus a combination of 10+  years of Sales management and strategic account / national account experience in medical device required or equivalent experience from the provider side/GPO.
  • High level of business and financial acumen based on strategies to drive business unit revenue and goals.
  • Possess extensive knowledge of STERIS products and services (technical and clinical).
  • Demonstrated sales management and negotiation experience in medical device, capital products, and services selling to GPO shareholders, key accounts, and integrated health systems.
  • Demonstrated ability to lead and/or influence a cross functional team and operate successfully in a highly complex medical device environment.
  • Strong analytical and problem-solving capabilities. 
  • Knowledge of legal language and ability to engage with internal and external legal resources.
  • Create, review and present analytical data to support business decisions and Customer engagement
  • Strong negotiation skills. Must be able to improvise in Customer situations towards a successful resolution 
  • Proficient in Excel, PowerPoint, Word, Outlook, etc.
  • Excellent communication skills; written, verbal and presentation. 
  • Must possess a strong personal presence 
  • Project management skills 
  • Ability to handle multiple demands from many people and prioritize effectively 
  • Ability to stay calm in all circumstances and always demonstrate a “can do” attitude.
  • Finds opportunity in difficulties 
  • Ability to travel upwards of 50% 
  • Demonstrated successful work experience and leadership track record, and/or possesses a clear aptitude to negotiate, persuade, sell and lead.
  • A master collaborator evidenced in astute listening skills, strategic thinking and the art of persuasion; possesses excellent relationship-building.
  • Demonstrated planning/organizational skills; able to plan for both the long and short term; able to work on many issues at once and to prioritize effectively.
  • Able to obtain membership and necessary licenses with key industry groups.

 

STERIS is a $2B+, publicly traded (NYSE: STE) organization with approximately 12,000 associates worldwide and operates in more than 100 countries.

If you need assistance completing the application process, please call 1 (440) 392.7047. This contact information is for accommodation inquiries only and cannot be used to check application status.

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:  13378
Category:  Sales
City:  Dallas
State:  TX
Postal Code:  75001


Nearest Major Market: Dallas
Nearest Secondary Market: Fort Worth

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