Key Accounts Engagement Director

Position Summary

As a Key Accounts Engagement Director at STERIS, you are responsible for IMS portfolio engagement and growth with Integrated Delivery Networks (IDN) in a specific geographical area. You will focus on portfolio representation, project management/development, strategic relationship building, and discretionary strategic initiatives. You will strive to increase the STERIS IMS overall market share by aligning products and services to Customer strategic goals, initiatives and business objectives. You will work closely and cross-functionally with STERIS sales leadership, corporate accounts, strategic accounts, field sales, service, corporate product management, and sales management to ensure the Customer is receiving the proper level of support that is in line with the broader Corporate objectives. 

This position covers the Northeast and Mid-Atlantic. 

What you will do as a Key Accounts Engagement Director

• Develop and implement the strategies and tactics necessary for successful penetration at key Customer accounts.  
• Manage aspects of agreements from RFP to inception, through termination or renewal of the agreement. Determine if or when any terms need to be approved by STERIS Legal Department. 
• Develop business plans and strategies with key Customer groups and key consultancy firms ensuring the entire STERIS solutions portfolio, industry trends, and strategic business reviews are presented routinely.   
• Drive highly competitive solutions to current and target Customer accounts and is a trusted business advisors to the groups they support.   
• Implement initiatives for key groups to routinely participate in the STERIS Customer Solutions engagements for strategic initiatives. 
• Leverage the corporate accounts team to ensure IDN and GPO negotiations and contract languages are structured to not jeopardize other agreements and relationships. 
• Manage all aspects of Surgical Device and Instrumentation implementation of Corporate relationships from coordination of internal and field-based STERIS resources maintenance. 
• Utilize Customer data and analytics to provide highly influential and prepared reporting that ties directly to benchmarking, root cause analysis, and solving problems.  
• Develop accurate pipelines on multiple planning horizons based on conversations and meetings with large firms.  Outcomes based planning driving success with strong objective and goal setting capabilities.  
• Identify and develop alternative market opportunities through Corporate contacts that are not a part of the field sales representative’s normal call patterns.  
• Identify solutions with a focus of the repair of medical equipment, certified pre-owned equipment and product spend tied to optimizing repair and capital department budgets. 
• Provide ongoing training and education to field sales to ensure that they are always up to date on how STERIS can better help them serve the Customer, as well as a credible external conduit to the market.  
• Provide consistency, stability and peace of mind to large Customer accounts that no other vendor can support their needs as well as STERIS. 

The Experience, Skills and Abilities Needed

Required: 

• Bachelor's degree 
• 15 years of successful documented sales experience 
• 5 years of experience leading a Sales or Corporate Accounts team in a management role, will consider other relevant experience. This should include leading a sales team and influencing/leading direct and indirect reports. 
• Demonstrated knowledge and routine application of key project activity and trend of strong sales achievement 
• Extensive knowledge of the hospital market, healthcare industry, instrument processing and planning cycles  
• Ability to travel overnight up to 50% 
• Must be able to be compliant with hospital/customer credentialing requirements 

Preferred: 

• Advanced degree 

Other: 

• Demonstrated ability to develop and execute strategic short and long-term goals, coupled with the ability to take responsibility for and deliver on the objectives 
• Superior interpersonal skills and the ability to work with other functional groups 
• Excellent communication skills, both written and verbal 
• Excellent organizational skills, demonstrated ability to multitask while maintaining a meticulous attention to detail  

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 
• Vehicle Reimbursement Plan (includes monthly stipend + mileage reimbursement) 
• Cell Phone + Technology Stipend 
• Robust Sales Training Program 
• Flexible Time Off + 9 Corporate Holidays Per Year 
• Excellent Healthcare, Dental, and Vision Benefits 
• Healthcare and Dependent Flexible Spending Accounts 
• Long/Short Term Disability Coverage 
• 401(k) with a Company Match 
• Parental Leave 
• Tuition Reimbursement Program 
• Additional Add-On Benefits/Discounts