Sales Director - Eastern Canada

Position Summary

As a Regional Sales Director at STERIS, you are responsible for the day-to-day sales operations and ensuring that all STERIS objectives are met and/or exceed. You are responsible for talent management of field sales representatives and shared support services assigned to the Region. You will manage successful relationships and elevate the STERIS presence with growth of revenue and profit. You will also manage the creation and broadening of relationships with senior level executives in both critical and primary care sales, supply chain, and administration. You will be responsible for the development of distributor sales of the STERIS portfolio of products through education, incentives, and sales support to broaden the product mix across all business categories and expand the distributor sales input into indirect sales growth. You will partner with Group Purchasing Organizations Shared Services organizations and Key Accounts with an understanding of how each Customer defines value, aligning the STERIS message with that Customer’s explicit needs, and be recognized as true business partner. You will identify and specify opportunities for future STERIS products, markets, new applications, and process improvements for current systems and technology, improving Customer performance and outcomes within the portfolio. Your accountability measures include Customer satisfaction, revenue objectives, embracing new products, and talent management.
 
This Director will be managing the Eastern Canada region (Quebec and Atlantic Provinces). 

What you will do as a Sales Director

• Build and maintain knowledge of the Canadian healthcare marketplace and an in-depth understanding of the regional and local environmental trends impacting STERIS direct sales and indirect Distributor channel development.
• Work with sales representatives to create a formal business plan for the fiscal year. This plan will be dynamic document and outline goals you are responsible for including Distribution and contain strategy and actionable steps for achievement.
• Work closely with STERIS Consumable Territory Managers, Capital Account Managers, and Endoscopy Sales Teams to identify and engage key Customer stakeholders and opportunities in order position STERIS’ product solutions including development of distributor level relationships.
• Provide ongoing education with the support of STERIS SPD Reprocessing and Clinical teams as part of new product launches, new territory development, and ongoing regional sales support.
• Provide through Clinical Specialists, clinical support for key focus products which may include in-servicing, Customer consultations to develop better Customer processes, and develop Customer solutions with STERIS products.
• Support regional distributor sales promotions such as regional trade shows, development of distributor catalogues, monthly Customer email communications with STERIS products, with accessibility to STERIS collateral materials, coordinated with STERIS SPD Reprocessing sales teams. Develop strategies and opportunities in Primary Care markets outside the critical market GPO sector.
• Monitor and enforce the compliance expectations distribution partners have committed to in agreements.
• Manage internal and external resources to ensure a successful process of gathering discovery information to identify the unique clinical, operational, information technology, supply chain, administration and marketplace dynamics that will frame both current and future opportunities.
• Work with sales representatives to develop and execute strategies for each opportunity by engaging distributor teams, identifying Customer short- and long-term explicit needs, organizing STERIS resources and clearly communicating roles and responsibilities, developing mutually agreed upon timeframes with the Customer for decisions, deliverables, etc.
• Demonstrate strong situational leadership without direct management responsibility. \
• Articulate the value proposition STERIS offers across the health system as well as distributor channels both in general terms and more specifically based on what is learned from discussions and observations across a wide segment of people and processes within each region.
• Understand the strategies used against STERIS by our competition to prevent us from having to assume a defensive position.
• Understand and demonstrate the principles of good negotiation by trading value for value. 

Cont.

• In conjunction with Regional teams, conduct Business Review meetings throughout the year with senior leadership from each distributor. Reviews will provide the opportunity to review current business projections, trends, new technologies, Customer concerns, etc.
• Prepare and present quarterly business reviews along with other members of senior management. Document progress toward the goals defined in your Business Plan and participate in ongoing collaborative evaluation of strategies and opportunities with STERIS leadership and your peers.
• Attain or exceed monthly, quarterly, and yearly assigned territory and area sales budget by achieving established unit and dollar goals on products.  Manage time, travel, and sales activities to maximize effectiveness of area sales force monthly, and control expenses.
• Work with Clinical Education Specialists to identify topic(s) for group study or presentation to organizations such as CAMDR, ORNAC, CSGNA, IPAC, MDRAO, CSA etc. For Customer education presentations, identify, create, and approve new topics based on Customer needs, review, and update existing presentations based on industry standards to ensure communications are up to date.
• Collaborate with sales support including planning and execution for Conference and Trade Show for the defined business units.
• Assist team in trouble shooting sterilization failures or failures in sterilization monitoring. For serious customer issues, take a leadership role to identify the problem, work with Clinical, Consumable, Capital, and Service Teams to gather all facts and data, document issues, and provide communication to the Customer. 
• Provide clinical expertise with troubleshooting (equipment and machine) and resolve Customer issues such as wet pack evaluations supporting and collaborating with Territory Managers, Account Managers, Service Teams, Quality Improvement Team, Regulatory, and R&D as required.
• Identify unique market characteristics and ensure that approved sales strategies are implemented in an effective manner.  Recommend changes in strategies to meet the requirements of an ever-changing marketplace.
• Comply with the spirit and letter of laws, government regulations, and company policies.  His or her attitude and behavior reinforce company policies and programs by exhibiting and expecting the highest standards of performance and professional conduct.  

The Experience, Skills and Abilities Needed

• Required: 
  • Bachelor’s degree
  • Bilingual in French and English
  • 6 years of demonstrated Sales success
  • 5 years of successful sales experience in the healthcare market with responsibility for multiple products and services
  • Ability to travel up to 50%
  • Must be able to be compliant with hospital/customer credentialing requirements 

• Preferred: 
  
  • 2 years of successful managerial or sales support experience dealing with complex and multifaceted sales situations while utilizing a team approach 

• Other: 
  • Strong leadership, interpersonal, communication, organization and presentation skills

What STERIS Offers

We value our employees and are committed to providing a comprehensive benefits package that supports your health, well-being, and financial future. 
 
Here is just a brief overview of what we offer: 
 
•    Base Salary + Incentive Compensation Program 
•    Company Vehicle 
•    Cell Phone Stipend 
•    Robust Sales Training Program 
•    3 Weeks Paid Vacation Per Year + Corporate Holidays (based on Province) 
•    RRSP Matching Program 

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