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Job Title:  Director, Corporate Accounts, GPO

Req ID:  24415
Job Category:  Sales

Nashville, TN, US, 37243


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:

As the Director, Corporate Accounts, you are responsible for successfully managing key corporate Customer relationships and strategies. You will focus on a major hospital Group Purchasing Organization (GPO) to develop long term relationships, create favorable contract positions for STERIS products, and develop programming and initiatives to grow business throughout the GPO membership.  You will possess extensive knowledge of STERIS’s products and services and 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.

What You Will Do:

  • Manage internal and external resources to ensure successful contract negotiations and implementation
  • Meet with executives and contracting teams across the enterprise to negotiate agreements with key Corporate GPO in order to develop long term relationships, develop and negotiate profitable agreements and position 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 contracted programs at the Corporate GPO level and their large membership IDNs
  • Develop and implement the strategies and tactics necessary for successful penetration at key GPO Member IDNs. 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 Senior Management as required to assist with determining the success and profitability for all contracted accounts
  • Identify and develop additional 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: 
    • 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
  • Develop Strategy with the sales organization for the specific opportunities:  
    • Engage field teams as appropriate based on uncovered customer issues and needs
    • Identify solutions to solve customer needs
    • Identify STERIS resources needed
    • Organize resources and gain alignment among business management to ensure resource availability, alignment and cooperation
    • Develop scorecard to monitor progress
    • 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

What You Will Do- Continued:

  • Collaborate with field, strategic, marketing and corporate management to regularly evaluate targets and determine program focus and priority based on Customer’s:
    • Structure and drive compliance and standardization among its system facilities
    • Express and/or demonstrate value in relationship management structure with vendors
    • Identify opportunities for growth or potential revenue / market share loss
    • Determine if a Corporate Account should be pursued as an investment for strategic reasons
  • Develop and manage strategy for pricing models in alignment with STERIS business analytics:
    • 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 strategic accounts and sales teams to uncover and develop value added offerings to provide as part of IDN relationship under the GPO umbrella
  • Develop and deliver business reviews to meet Customer needs with defined cadence levels:
    • Product specific
    • Customer required financials
    • Enterprise business reviews
    • Wins/ losses
    • Shared business opportunities
  • Deploy internal resources to manage contract details:
    • New products added
    • Pricing changes
    • Agreements loaded into STERIS systems
  • Monitor and enforce the GPO compliance expectations with sales and strategic account teams.

Required Skills & Experience:

  • Bachelor’s degree required, MBA preferred
  • 10+ years of documented successful healthcare sales and/or marketing experience; strong preference is given to internal STERIS and Cantel candidates
  • 3+ years of sales management experience preferred
  • Demonstrated ability to lead and/or influence a cross functional team and operate successfully in a highly complex environment
  • Strong analytical, strategic 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%



STERIS is a $3B, 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.

The full affirmative action program, absent the data metrics required by § 60-741.44(k), shall be available to all employees and applicants for employment for inspection upon request. The program may be obtained at your location’s HR Office during normal business hours.

Req ID:  24415
Job Category:  Sales

Nashville, TN, US, 37243

Nearest Major Market: Nashville

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