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Title:  Consumable Territory Manager- Toronto, Ontario

Req ID:  13856
Category:  Sales
City:  Toronto
State:  ON
Postal Code:  L4Z 3E2

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 Territory Manager (CTM)  is responsible for growing and protecting existing base of Consumable business. The CTM is responsible for expanding the base amount of business for Instrument Cleaning Chemistries, Sterility Assurance and High Level Disinfectants in the Sterile Processing Department, within Healthcare Facilities.


Achieve Financial Objectives:

  • Develops, communicates, and executes a yearly business plan for consumable goods.
  • Submits and executes and accurate forecast (within a +/- 10% variance) for consumable products on a monthly and quarterly basis.
  • Achieves all revenue, gross margin, and focus product objectives established by the Business Unit. Utilizes all company resources appropriately including T&E, feel goods, and samples. Assures utilization of company resources are within company standards.
  • Assures Pricing/Margin offerings to customers are consistently within the guidelines established by the Business Unit, while assuring our pricing integrity within our GPO groups, and within our Healthcare indexing groups (MDByline, ECRI).
  • Negotiates consumable agreements where both parties agree to beneficial solution


Communicate & Develop Cross-Functional Relationships:

  • Treats every internal team member at STERIS as a customer; with respect and dignity.
  • Leads cross-functional field teams in strategizing, planning, communicating, delivering integrated solutions to customer base.
  • Shares success stories, best behaviors, losses, competitive data, strategies and tactics across the breadth of the organization.
  • Participates in integrated team activities (training, focus panels) for the betterment of the organization. Develop relationships with customers in GI, SPD, OR, IC, MM, Biomed and the CEO’s, COOs and CFO’s. Establish and maintain ongoing relationships and communications with counterparts in Clinical Education, Surgical/Critical Care, Technical Services, Sterile Processing, and Home Office Support


Take Care of Customer Needs:

  • Consistently acts in manner that meets or exceeds customer expectations while considering the reasonableness or request and fairness to STERIS.
  • Ensures customer’s needs are communicated and interpreted throughout the appropriate channels. Actively integrates into our customer’s business world via membership to customer group functions and associations. Participates in local chapters, SGNA, APIC, CS and AORN, etc.
  • Probes to fully uncover and understand customer objectives and goals and effectively matches our products, services and technologies to assist in solving customer issues.
  • Maintains good customer relationships via truthfulness, integrity, and delivering on commitments.
  • Utilize value added services in the selling process to differentiate STERIS from its competitors. This includes: TSSR, Inservice video, sizing studies, equipment audits, CEU training and proportioners.
  • Ensure a thorough knowledge of GPO contracts and their application to individual accounts.

Duties - cont'd

  • Develop relationships with distributors educating on our product line to maximize sales opportunities within distributor accounts.
  • Manage the after sale process, including in-servicing to ensure customers have thorough knowledge or the safe use of the equipment and chemistries.


Technical, Clinical Knowledge & Application:

  • 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.
  • Given strength of technical and competitive knowledge, is capable of defining and delivering value propositions to diverse buyers with diverse objectives.
  • Proactively looks for new opportunities to gain technical and competitive knowledge from varied sources (internet, publications, trade shows, and customer organizations).
  • Successfully completes new product sales training program(s).


Territory Planning & Management:

  • Develop, communicate and execute a strategic business plan for both consumable goods. Establish routine call patterns for both consumable products.
  • 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.
  • Defines customer’s expectations of interface with STERIS Corporation, thereby allowing consistent planning of meeting the known instead of reacting to the unknown.
  • Assures proper pre-call planning and preparedness, allowing for better utilization of time, and better execution while in the accounts.
  • Organize and run successful trails within the territory.
  • Submit weekly automated call report including win/loss information.
  • Actively participates in customer functions and associations to better enhance their understanding of customer’s business world, and how to meet those needs more effectively.

Education Degree

  • Bachelor's Degree

Required Experience

  • Bachelor’s degree required (Business, Marketing, Microbiology, or Chemistry preferred)
  • Three to five (3-5+) years successful sales experience
  • Two (2+) years successful consumable sales experience preferred; demonstrated ability to successfully sell in the SPD/GI space
  • Ability to travel as necessary, including overnight travel; this territory consists of Ontario East, Ontario North and Newfoundland regions
  • Demonstrated ability to manage large portfolio of products across multiple sell points Demonstrated ability to successfully negotiate large deals with senior decision makers Demonstrated clinical selling and concept selling skills
  • Understanding of the hospital buying process including the role of National Accounts, GPO, IDN and distributors Strong communication skills
  • MS Office (Word, Excel, PowerPoint)
  • Seeks challenging, difficult selling situations to position for growth (CEO/CFO calls)
  • Seeks and is receptive to continual feedback from customers, managers, and peers to understand how they can perform more efficiently and effectively in the future
  • Seeks training opportunities to improve personal growth and development
  • Seeks teaching opportunities at training or sales meetings to further enhance and share the new skill sets acquired


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.  

Req ID:  13856
Category:  Sales
City:  Toronto
State:  ON
Postal Code:  L4Z 3E2

Job Segment: Microbiology, Field Sales, Sterile Processing, Medical, Manager, Science, Sales, Healthcare, Management