Job Title:  Consumable Territory Manager, IPT Sales (Orlando, FL)

Position Summary

The Consumable Territory Manager at STERIS, you are the primary contact and sales consultant responsible for selling and supporting the Infection Prevention Technologies (IPT) Consumable portfolio of products. You will be responsible for protecting and expanding the base amount of business for Instrument Cleaning Chemistries and Sterility Assurance Products within hospitals and surgery centers.

This is a remote based customer facing position. To support and service our customers in this assigned territory candidates must be based out of one of the following state/city: Orlando, FL and surrounding area

How You will Make A Difference:

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.

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. 
• Develop relationships with distributors educating on our product line to maximize sales opportunities within distributor accounts. 
   

How You will Make A Difference - Cont'd:

Technical and Clinical Knowledge and 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. 
Successfully completes new product sales training program(s).

Territory Planning and 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.

What You Will Need to be Successful (CTM I)

• Minimum three (3) years successful sales experience.
• Two (2+) years successful Consumables Experience preferred
• Bachelor’s Degree required (Business or Marketing preferred)
• Demonstrated ability to successfully sell in the SPD/GI space
• 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 

What You Will Need to be Successful (CTM II)

• Bachelor’s degree required (Business or Marketing preferred)
• Minimum of 5 years in successful B2B or medical device sales experience
• Min 5 years successful Med-Surgical experience selling to the Acute Care; Surgery Center marketplace with direct medical consumables experience highly preferred Successful history of selling new products, increasing product utilization, and protecting existing market share position.
• Experience in medical and consumable equipment sales; experience selling to a variety of departments with an emphasis in the GI, SPD, Environmental Services.
• Understanding of the hospital buying process including the role of National Accounts, GPO, IDN and Distributors preferred.
  
   
  Must be able to be compliant with hospital/customer credentialing requirements
  
    #LI-BS1