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Job Title:  Consumables Sales Representative

Req ID:  16678
Job Category:  Sales
Country:  ES
State:  M
City:  Madrid
Zip:  28108

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 Consumable Sales Specialist is responsible for growing and protecting existing base of Consumable business. The CSS is responsible for expanding the base amount of business for Instrument Cleaning, Chemistries, Sterility Assurance and High Level Disinfectants and Sterilant in the Sterile Processing, within Healthcare Facilities. In addition, would be responsible for driving new business for Infection Prevention Products.


Adding to all of above, the CSS will work together with the Executives Account Managers and dealers, under the general strategy designed by the Consumables Manager, to improve the Consumables Business.


The CSS will be fully Customer focused and their work will be developed mainly visiting Customers and providing weekly reports.

  1. Achieve Financial Objectives:
    1. Collaborates in developing and executing a yearly business plan for consumable goods.
    2. Participates in preparing quotations and technical documents for public tenders.
    3. Submits and executes accurate forecast for consumable products on a monthly and quarterly basis.
    4. Achieves all revenue, gross margin, and focus product objectives established by the Business Unit.
    5. Utilizes all company resources appropriately. Ensures utilization of company resources are within company standards.
    6. Ensures Pricing/Margin offerings to customers are consistently within the guidelines established by the Business Unit, while ensuring our pricing integrity with limitation.
    7. Negotiates consumable agreements where both parties agree to beneficial solution.
  1. Communicate and Develop Cross-Functional Relationships:
    1. Treats every internal team member at STERIS as a customer; with respect and dignity.
    2. Works in collaboration with field teams in strategizing, planning, communicating, delivering integrated solutions to customer base.
    3. Shares success stories, best behaviours, losses, competitive data, strategies and tactics across the breadth of the organization.
    4. Participates in integrated team activities (training, focus panels) for the betterment of the organization.
    5. Establish and maintain ongoing relationships and communications with counterparts in Clinical Education, Surgical/Critical Care, Technical Services, Sterile Processing, and Home Office Support.
Duties - cont'd
  1. Take Care of Customer Needs:
    1. Consistently acts in manner that meets or exceeds customer expectations while considering the reasonableness or request and fairness to STERIS.
    2. Ensures customer’s needs are communicated and interpreted throughout the appropriate channels.
    3. Probes to fully cover and understand customer objectives and goals and effectively matches our products, services and technologies to assist in solving customer issues.
    4. Maintains good customer relationships via truthfulness, integrity, and delivering on commitments.
    5. Ensure a thorough knowledge of Dealer contracts and their application to individual accounts.
    6. Develop relationships with distributors educating on our product line to maximize sales opportunities within distributor accounts.
    7. Manage the after sale process, including in-servicing to ensure customers have thorough knowledge or the safe use of the equipment and chemistries.
  1. Technical and Clinical Knowledge and Application:
    1. Capable of delineating and communicating the strengths and competitive advantages of STERIS products, services and technologies and how the application of these can assist the customer in meeting their objectives. Uses current available tools to provide a total solution to the customer, to ensure their consumable needs are met.
    2. Given strength of technical and competitive knowledge, is capable of defining and delivering value propositions to diverse buyers with diverse objectives.
    3. Proactively looks for new opportunities to gain technical and competitive knowledge from varied sources (internet, publications, trade shows, and customer organizations).
    4. Successfully completes new product sales training program(s).
Duties Con't
  1. Territory Planning and Management:
    1. Develop, communicate and execute a strategic business plan for consumable goods.
    2. Establish routine call patterns for consumable products.
    3. Defines top business priorities and activities, and time to be applied to achieve; works diligently to maintain course on proactive measures, and minimize reactive elements.
    4. Defines customer’s expectations of interface with STERIS Corporation, thereby allowing consistent planning of meeting the known instead of reacting to the unknown.
    5. Assures proper pre-call planning and preparedness, allowing for better utilization of time, and better execution while in the accounts.
    6. Organize and run successful trails within the territory.
    7. Submit weekly automated call report including win/loss information.
Required Experience
    1. More than Five (5+) years successful sales experience preferred
    2. Three (3+) years successful Consumables Experience preferred
    3. Bachelor’s Degree required (related to Medical sciences preferred)
    4. Demonstrated ability to manage large portfolio of products across multiple sell points
    5. Demonstrated ability to successfully negotiate large deals with senior decision makers
    6. Demonstrated clinical selling and concept selling skills
    7. Understanding of the hospital buying process
    8. Strong communication skills
    9. MS Office (Word, Excel, PowerPoint)
    10. Fluent English


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.  

Job Segment: Medical, Sales Rep, Sterile Processing, Infection Control, Sales, Healthcare