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Title:  Director, Corporate Accounts

Req ID:  14550
Category:  Sales
City:  Nashville
State:  TN
Postal Code:  37011
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 successfully managing selected key corporate customer relationships. Focus will be on large IDN’s, and other high priority hospital systems as designated, in order to develop long term relationships and maintain a favorable image of STERIS Corporation as a customer-focused healthcare leader. Through these efforts STERIS will identify and develop alternative market opportunities by establishing and leveraging contacts that are not a part of the field sales representative’s normal call patterns. It is essential that this person not only possess extensive knowledge of STERIS’s products and services, but be well versed on internal capabilities that can be leveraged to more effectively support large customers and be able to effectively negotiate internally and externally.

Duties

  • Manage internal and external resources to ensure successful contract negotiations and implementation. 
  • Meet with executives at Corporate headquarters to negotiate compliance-oriented agreements with key Corporate Accounts in order to develop long term relationships and maintain a favorable image of STERIS Corporation as a Customer-focused leader in infection prevention and surgical support systems.
  • Ensure the success of existing and new products and services through focused programs at key Corporate Accounts and as a field sales support mechanism.
  • Develop and implement the strategies and tactics necessary for successful penetration at key Corporate Accounts. Manage all aspects of Corporate Account agreements from inception, non normal business transactions through termination or renewal of the agreement.
  • Provide progress reports and other statistical analysis to Corporate Senior Management as required to assist with determining the success and profitability for all contracted accounts.
  • Identify and develop alternative market opportunities through Corporate contacts that are not a part of the field sales representative’s normal call patterns.
  • Identify opportunities to increase existing business, managing a range of ten to fifteen accounts, being a combination of GPO’s and Health Systems. 
    • Determine key contacts within account to perform needs analysis. 
    • Meet with key contacts to uncover opportunities to solve customer issues and uncover future growth potential. 
    • Complete analysis of existing business. 
    • Align plan with corporate strategy, encompassing all business units. 

Duties - cont'd

  • Develop Strategy for the specific opportunities. 
    • Engage field teams as appropriate based on uncovered customer issues and needs. 
    • Identify solutions to solve customer needs. 
      • Short Term. 
      • Long Term. 
    • Identify STERIS resources needed. 
    • Organize resources and gain alignment among business management to ensure resource availability, alignment and cooperation. 
    • Develop scorecard to monitor progress. 
      • Focus product growth in accounts. 
      • Overall product growth. 
      • Revenue growth. 
      • Number of quotes generated for IDN customers. 
      • Margin improvement. 
      • Customer expectations as needed. 
      • Net Promoter Score. 
    • Define next steps with deliverables and timelines. 
    • Clarify roles and responsibilities. 
    • Communicate strategy and actions to all parties. 
  • Execute Strategy. 
    • Implement action plan as defined. 
    • Ensure field team is communicating and following up according to the strategy plan and agreed upon timeline. 
  • Communicate results, adjust strategy as needed and redeploy resources. 
    • Utilize scorecard as basis for adjustments needed. 
  • Collaborate with field and corporate management to regularly evaluate targets and determine program focus and priority based on Customer’s:
    • Structure and ability to drive compliance and standardization among its system facilities. 
    • Expressed and/or demonstrated value in relationship management structure with vendors. 
    • Identified opportunities for growth or potential revenue / market share loss in the following categories:
      • Long term. 
      • Investment for strategic imperative. 
      • Competitive positioning. 
      • Direct revenue return on investment. 
    • Determine if a Corporate Account should be pursued as an investment for strategic reasons. 
      • Market presence needed. 
      • Competitive disruption. 
  • Develop and manage strategy for pricing models. 
    • Work with field teams to adjust pricing for competitive landscape. 
    • Leverage corporate accounts team to ensure IDN negotiations and languages are structured to not jeopardize GPO agreements and relationships. 
    • Communicate GPO conflicts as necessary to field and customer to ensure pricing integrity. 
    • Work with business units to uncover and develop value added offerings to provide as part of IDN relationship. 
  • Develop reporting to meet customer needs. 
    • Product specific. 
    • Customer required. 
    • Enterprise business reviews. 
  • Deploy internal resources to manage contract details. 
    • New products added. 
    • Customer shifts on and off agreements. 
    • Pricing changes. 
    • Agreements loaded into STERIS systems. 
  • Plan and present enterprise business reviews. 
    • Regularly scheduled (quarterly, bi-annually, annually). 
    • Predictable format. 
    • Standardized expectations. 
    • Resulting deliverables that increase STERIS share of wallet. 
  • Monitor and enforce the compliance expectations Corporate Accounts customers have committed to in agreements. 

Education Degree

  • Bachelor's Degree

Required Experience

  • Minimum 5 years of documented successful Healthcare Sales experience. Preferred 2 – 3 years of Sales Management experience. 
  • Demonstrated ability to lead and/or influence a cross functional team and operate successfully in a highly complex environment. 
  • Strong analytical and problem solving capabilities.
  • Strong negotiation skills. Must be able to improvise in customer situations towards a successful resolution. 
  • Proficient in Excel, PowerPoint, Word, Outlook, etc. 
  • Excellent communication skills; written, verbal and presentation.
  • Must possess a strong personal presence. 
  • Project management skills. 
  • Ability to handle multiple demands from many people and prioritize effectively. 
  • Ability to stay calm in all circumstances and always demonstrate a “can do” attitude. Finds opportunity in difficulties. 
  • Ability to travel upwards of 50%. 

#LI-KW1

 

STERIS is a $2B+, publicly traded (NYSE: STE) organization with approximately 12,000 associates worldwide and operates 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.

Req ID:  14550
Category:  Sales
City:  Nashville
State:  TN
Postal Code:  37011


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