Job Title:  Account Manager

Position Summary

The Surgical Account Manager at STERIS is responsible for the overall financial performance and Customer satisfaction in the assigned territory. This is accomplished by meeting yearly sales goals, driving growth in market share from competitors, and assuring that all Customer experiences are positive, noteworthy and exceeding expectations. The Account Manger acts as a primary contact and sales consultant accountable for the Customer experience.  This individual is responsible for selling all products in the surgical portfolio including IT related video integration along with the traditional suite of Surgical tables, lights, booms, stainless and service contracts.  The Account Manager is the quarterback for all Customer projects in their area (renovation to new construction) from inception through implementation orchestrating both internal and external resources to ensure Customer satisfaction. The capital Account Manager is expected to appropriately balance their time selling the Company’s established line of products as well as all new product introductions. Using their consultative selling skills and competencies and thorough understanding of the industry and market need, the Account Manager focuses on positioning the Company’s products and services to provide solutions for our Customers.

Duties

• Actively identifies profitable revenue growth opportunities while maintaining account retention in assigned territory.
• Responsible for selling all products in the Surgical portfolio including healthcare video integration along with the traditional suite of surgical tables, lights, booms, stainless and service contracts. 
• Calls on a wide spectrum of call point within hospitals and integrated delivery networks, including OR leadership, Risk Management, Materials Management, Bio-Medical, Infection Prevention Practitioners, surgeon and nursing staff.
• Develops and maintains consultative sales relationships with all key-buying influences in each account and continuously strengthens those relationships by both frequent communication and on-going self-education of the industry changes. Identifies and responds to key account technical and departmental decision makers’ needs.
• Maintains complete knowledge of each account’s history, contacts, and current and long-term purchase plans for designated products.
• Develops relationships with Customers in OR, ICU (all Critical care), ED, MM, Biomed, Infection Prevention, Risk Management, Architects,and Equipment Planners.Surgeons/Physicians.

Duties - cont'd

• Possesses a strong working knowledge of STERIS products and services (clinical applications, functions, features, and benefits) and how to properly position them as viable Customer solutions. Understands and effectively presents technical literature and how it applies to solving the Customer needs.
• Provides product demonstration, presentations and in-servicing based upon Customer’s needs.
• Organizes and runs successful trails within the territory while adhering to the EEP Program.  Manages mock room trials, where needed.
• Ensures thorough knowledge of GPO contracts and their application to individual Account and IDN Health Systems.  Maintains constant communication with all internal and external parties during the progression of the sales transaction.
• Acts as a quarterback for all Customer projects (renovation to new construction) from inception through implementation orchestrating both internal and external resources to ensure Customer satisfaction. Ensures order processing, architectural service, construction, and shipment schedules to equipment installation are orderly and timely by communicating with all appropriate support functions (Project Managers, Traffic, Customer Service, Technical Service, etc)
• Develops and implements annual business plans for territory/assigned accounts including, but not limited to, opportunity development, competitive strategies and targets to drive sales growth.  Maintains and grows market share of all designated product/services. Consistently analyzes to improve and develop their franchise.  Obtains highest margin and revenue sales goals by providing solution based opportunities for the Customer
• Forecasts orders and sales on a monthly, quarterly and yearly basis. Understands and strives to provide accurate forecasts to be used for both manufacturing and financial reporting.
• Maintains thorough current and competitive product knowledge and clear understanding of market dynamics in order to match Company products and services to solve Customer needs.

Duties Cont'd

• Records Customer feedback and complaint information through the proper quality processes and channels.
• Balances priorities so as to manage current Customer needs while reserving adequate time to prospect new business opportunities.
• Performs other duties as assigned by management.

Education Degree

Required Experience

• Bachelor’s degree required (Business or Marketing preferred)
• 3 - 5 years’ sales experience consistently meeting/exceeding sales goals; minimum of 2 of the 3 years in successful B2B or medical device sales experience.
• Demonstrated Clinical/Operating Room experience is preferred
• Successful history of selling new products, increasing product utilization, and protecting existing market share position.
• Experience in medical and capital equipment sales; experience selling to a variety of departments with an emphasis on the OR and SPD is preferred.
• Understanding of the hospital buying process including the role of National Accounts, GPO, IDN and Distributors preferred

Skills