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Job Title:  Key Accounts Engagement Director

Req ID:  26279
Job Category:  Sales

Birmingham, AL, US, 35222

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

This position is responsible for STERIS Portfolio Engagement and Growth with Industry Strategic Partners; this includes but is not limited to a focus on Portfolio Representation, Project Management/Development, Strategic Relationship Building and Discretionary Strategic Initiatives. This position is responsible for identifying solutions for our Customers regarding optimizing repair and capital departmental budgets. The position is responsible for building and maintaining relationships with Industry Partners such as Consulting Firms, Healthcare Aggregate and Alliance groups, as well as Other Critical groups identified by STERIS Executive Leadership.

 

This Individual should be well versed on discussions around ensuring devices and Instruments are procedural ready while using data and analytics. This position will strive to align STERIS products and services to Customer Strategic Goals, Initiatives and Business Objectives. The position will work closely and cross-functionally with STERIS sales leadership, corporate accounts, strategic accounts, field sales, service, corporate product management, and sales management to ensure the Customer is receiving the proper level of support that is in line with the broader objectives being managed by the Corporate Customer.

 

National field based role. Candidate can be based in any major city. 

Duties

  • Account Penetration - Develop and implement the strategies and tactics necessary for successful penetration at key Customer accounts.  Manage aspects of agreements from RFP to inception, through termination or renewal of the agreement.  Determines if / when any terms need to be approved by STERIS Legal Department.
  • Account Development - Develop business plans and strategies with key Customer groups and key consultancy firms ensuring the entire STERIS solutions portfolio, industry trends, and strategic business reviews are presented routinely.  Drives highly competitive solutions to current and target Customer accounts.  Maintains high level effective relationships with healthcare consultants to ensure STERIS is viewed in a value-add light and that our full cadre of services is considered as valued.  Is a trusted business advisors to the groups they support.  Implements initiatives for key groups to routinely participate in the STERIS Customer Solutions engagements for strategic initiatives
  • Contract Development - Leverage the corporate accounts team to ensure IDN and GPO negotiations and contract languages are structured to not jeopardize other agreements and relationships
  • Project Management & Implementation - Manage all aspects Surgical Device and Instrumentation implementation of Corporate relationships from coordination of internal and field based STERIS resources maintenance and of applicable Customer databases and phasing of orders and shipments to make it easier for these large Customers to do business with STERIS and ensure successful project execution.
  • Strategic Planning – By utilizing the Customers data and analytics to provide highly influential and prepared reporting that ties directly to benchmarking, root cause analysis, and solving problems. In addition to developing slide decks to STERIS Corporate Senior Management as required to assist with determining the success and profitability for assigned accounts.

Duties Cont

  • Strategic Planning - Develop accurate pipeline on multiple planning horizons 1 year, 2-3, 4-5, and 5+ based on conversations and meetings with large firms.  Outcomes based planning driving success with strong objective and goal setting capabilities.  Will need to build project teams of internal resources across business lines to achieve success. The position will work closely and cross-functionally with STERIS sales leadership, corporate accounts, strategic accounts, field sales, service, corporate product management, and sales management to ensure the Customer is receiving the proper level of support that is in line with the broader objectives being managed by the Corporate Customer.
  • Market Development - Identify and develop alternative market opportunities through Corporate contacts that are not a part of the field sales representative’s normal call patterns.
  • Budget Solutions - Identify solutions with a focus of the repair of medical equipment, certified pre-owned equipment and products spend tied to optimizing repair and capital department budgets
  • Market Trends and Education - Provide ongoing training and education to members of the firms to ensure that they are always up to date on how STERIS can better help them serve their Customers.  Be a credible external conduit to the market.  Be ready to bring internally competitive information, permanently have their ear to the ground for new opportunities, competitive challenges, and market trends.
  • Build Trusted Relationships - Provide consistency, stability and peace of mind to large firms that no other vendor can support their needs and their Customer’s needs as well as STERIS.

Education Degree

Bachelor's Degree

Required Experience

  • Bachelor’s degree;  Advanced degree preferred
  • Minimum 15+ years of successfully documented medical sales experience (preferably from STERIS or STERIS IMS). Must demonstrate knowledge and routine application of key project activity, trend of strong sales achievement and managing sales teams directly or indirectly.
  • Included, 5+ years of successfully documented experience leading a Sales or Corporate Accounts team in a management role; will consider other relevant experience. Specifically need management experience with leading field teams and influencing/leading direct and indirect reports.
  • Extensive knowledge of the hospital market, healthcare industry, instrument processing and planning cycles
  • Superior interpersonal skills and the ability to work with other functional groups.
  • Excellent communication skills, both written and verbal are essential.
  • Excellent organizational skills, demonstrated ability to multitask while maintaining a meticulous attention to detail.
  • Demonstrated ability to develop and execute strategic short and long-term goals, coupled with the ability to take responsibility for and deliver on the objectives.

IND123

 

STERIS is a leading provider of products and services that meet the needs of growth areas within Healthcare: procedures, devices, vaccines and biologics.  We exist to fulfill our MISSION TO HELP OUR CUSTOMERS CREATE A HEALTHIER AND SAFER WORLD. STERIS is a $3B, publicly traded (NYSE: STE) company with approximately 16,000 associates and Customers 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.

The full affirmative action program, absent the data metrics required by § 60-741.44(k), shall be available to all employees and applicants for employment for inspection upon request. The program may be obtained at your location’s HR Office during normal business hours.

Req ID:  26279
Job Category:  Sales

Birmingham, AL, US, 35222


Nearest Major Market: Birmingham

Job Segment: Manager, Medical, Consulting, Field Sales, Inspector, Management, Healthcare, Technology, Sales, Quality