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Capital Account Manager - Midlands

Date: 01-Dec-2018

Location: Leicester, UKM, GB, LE1

Company: Steris Corporation

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 Capital Account Manager at STERIS is 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 assuring that all Customer experiences are positive, noteworthy and exceeding expectations. The Account Manger acts as a primary contact and sales consultant accountable for the Customer experience. He/She is the first point of contact for all Customer projects related to their products (existing departments to new constructions) from inception through implementation orchestrating both internal and external resources to ensure Customer satisfaction. The capital Account Manager is expected to appropriately balance their time selling the Company’s established line of products as well as all new product introductions. Using their consultative selling skills and competencies and thorough understanding of the industry and market need, the Account Manager focuses on positioning the Company’s products and services to provide solutions for our Customers.


•Actively identifies profitable revenue growth opportunities while maintaining account retention in assigned territory.

•Calls on a wide spectrum of call point within hospitals and integrated delivery networks, including C-suite (CEO, CFO, CMO), SPD leadership, Risk Management, Materials Management, Bio-Medical, Infection Prevention Practitioners and nursing staff.

•Develops and maintains consultative sales relationships with all key-buying influences in each account and continuously strengthens those relationships by both frequent communication and on-going self-education of the industry changes. Identifies and responds to key account technical and departmental decision makers’ needs.

•Maintains complete knowledge of each account’s history, contacts, and current and long-term purchase plans for designated products.

•Develops relationships with Customers in OR, ICU (all Critical care), ED, MM, EBME, SPD, Infection Prevention, Risk Management, Architects, Equipment Planners, Surgeons/Physicians and the CEOs, COOs, CNOs and CFOs.

•Possesses 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. Understands and effectively presents technical literature and how it applies to solving the Customer needs.

•Provides product demonstration, presentations and in-servicing based upon Customer’s needs.

•Prepares analysis and develops the overall package for new sales.  Negotiates Customer agreements while leveraging the complete product/services offering from STERIS working closely with our sales Business unit’s counterparts and National/Corporate Account Teams to finalize sales.  Ensures thorough knowledge of GPO contracts and their application to individual Account and IDN Health Systems.  Maintains constant communication with all internal and external parties during the progression of the sales transaction.

Required Experience

3 - 5 years’ sales experience consistently meeting/exceeding sales goals; minimum of 2 of the 3 years in successful B2B or medical device sales experience.

Successful history of selling new products, increasing product utilization, and protecting existing market share position.

Experience in medical and capital equipment sales; experience selling to a variety of departments with an emphasis on the OR and SPD is preferred.

Understanding of the hospital buying process including the role of National Accounts, GPO, IDN and Distributors preferred.

Excellent communication skills (verbal & written).

Demonstrated ability to build high level relationships.

Excellent presentation skills.

Excellent organizational skills.

Demonstrated influencing skills and the ability to understand the needs of and including people ranging from nurses to C-suite level decision makers.

Strong analytical and business acumen skills (capital and operational planning, P&L, knowledge of healthcare, etc.).

Excellent negotiation and closing skills.

Ability to travel as necessary (overnight).

Must possess excellent time management skills with ability to use independent judgement effectively.

Strong interpersonal communication skills specifically relating to project and conflict management.

Candidates must have a valid driver’s license and a clean driving record.

Proficiency with MS Office (Word, Excel, PowerPoint).


STERIS plc is a $2B+, publicly traded (NYSE: STE) organization with more than 12,000 employees worldwide.

STERIS strives to be an Equal Opportunity Employer.