Corporate Accounts Director

Position Summary

As a Corporate Accounts Director at STERIS, you are responsible for successfully managing Canadian corporate Customer relationships. Your focus will be on Group Purchasing Organizations, Provencial Health Authorities, and other high priority hospital systems as designated. You will be tasked to develop long-term relationships, focus on promoting STERIS holistically, and maintain a favorable image of STERIS as a Customer-focused healthcare leader. You will identify and develop alternative market opportunities by establishing and leveraging contacts that are not a part of the normal call patterns. The Corporate Accounts Director should 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.  

This position is nationwide and covers all of Canada. 

What you will do as a Corporate Accounts Director

• Manage internal and external resources to ensure successful contract negotiations and implementation. 
• Work with Canadian leadership team to align on communications and corporate approaches to holistic growth. 
• Work with VP of Commercial Operations to create compliant agreements to benefit the growth of our service and commercial business segments. 
• Laision with Corporate Accounts US team to stay aligned with focused approaches and promotional opportunities. 
• Ensure the success of existing and new products and services through focused programs at the Corporate Accounts and GPO level, and as a field sales support mechanism. 
• Develop and implement the strategies and tactics necessary for successful penetration of 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 VP of Commercial Operations Healthcare Canada 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. 
• Develop Strategy for the specific opportunities: 
  • Engage field teams as appropriate based on uncovered Customer issues and needs. 
  • Identify solutions to solve Customer needs both short term and 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 of focus product growth in accounts, overall product growth, revenue growth, margin improvement, and Customer expectations as needed. 
  • Define the next steps with deliverables and timelines. 
  • Clarify roles and responsibilities. 
  • Communicate strategy and actions to all parties. 

• Execute Strategy by implementing an action plan as defined and 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, and utilize scorecard as basis for adjustments needed. 
• Collaborate with field and corporate management to regularly evaluate targets and determine program focus and priority. 
• Develop and manage strategy for pricing models for 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, and work with business units to uncover and develop value added offerings to provide as part of corporate accounts relationships. 
• Develop reporting to meet Customer needs which are Product specific, Customer required, and Enterprise business reviews. 
• Deploy internal resources to manage contract details for new products added, Customer shifts on and off agreements, pricing changes, agreements loaded into STERIS systems. 
• Plan and present enterprise business reviews. 
• Monitor and enforce the compliance expectations Corporate Accounts Customers have committed to in agreements. 
• Development of the Canadian Infection Prevention business unit; processes, investments, promotional activities, and overall business activities. 
• Develop and maintain a close association with key distributors in the region and work closely with distributor area representatives providing education and support on STERIS products. 
• Possess 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.  
• Provide product demonstration, presentations, Customer pricing and in-servicing based upon Customer’s needs. 
• Balance priorities to manage current Customer needs while reserving adequate time to prospect new business opportunities. 
• Effectively manage and utilize company provided sales resources to maximize sales outcomes while providing best solutions to Customers. 
• Participates in on-board training programs for new hires. 

The Experience, Skills and Abilities Needed

• Required: 
  • Bachelor’s degree 
  • 7 years of Healthcare Sales experience 
  • 2 years of Sales Management experience 
  • Demonstrated ability to lead and/or influence a cross functional team and operate successfully in a highly complex environment 
  • Ability to travel overnight up to 60% 
  • Must be able to be compliant with hospital/customer credentialing requirements 

• Preferred: 
  • Bilingual in French and English 
  • Experience in project management 

• Other: 
  • Strong analytical and problem-solving capabilities 
  • Strong negotiation skills 
  • Able to improvise in Customer situations towards a successful resolution 
  • Excellent communication skills: written, verbal, and presentation 
  • Possess a strong personal presence 
  • 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 

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 
• Company Vehicle 
• Cell Phone Stipend 
• Robust Sales Training Program 
• 3 Weeks Paid Vacation Per Year + Corporate Holidays (based on Province) 
• RRSP Matching Program 

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