Account Manager, Life Sciences

Position Summary

As a Life Science Account Manager at STERIS, you will be the driving force behind sales, technical consultation, and lead generation for STERIS products within the Life Sciences industry, including pharmaceuticals, biotech, vaccines, cell gene therapy, medical devices, nutraceuticals, and related sectors. Your primary responsibilities will include: 

• Achieving revenue, gross margin, and product sales targets set by the Business Unit.
• Designing and implementing effective sales strategies.
• Identifying and pursuing new prospects and opportunities.
• Presenting innovative concepts and products to customers.
• Ensuring an exceptional STERIS experience for all clients.

Success in this role requires high Customer satisfaction, strong multi-level relationships with clients, and excellent listening skills. Leveraging company-provided sales resources to deliver the best solutions to Customers is crucial.

The current territory you will cover is Brazil and is subject to change as business grows. While overnight travel will be limited (25%), some additional travel for training and meetings will be necessary and the ability to support customers and attend industry events outside of standard business hours is required (30-35% total). 

Duties

Grow the business

• Achieve assigned sales quota for territory using a consultative sales process
• Identify and proactively seek qualified sales opportunities with new and existing Customers within but not limited to, Pharmaceutical, Biotech, Medical Device, Vaccine and Cell Gene Therapy markets
• Develop strategic growth plans for new and existing Customers
• Create/ Manage a multi-faceted plan with key stakeholders and decision makers leveraging all available resources
• Provide high level of service to Customers, including timely and accurate responses to inquiries, to maintain/build STERIS reputation in the marketplace
• Collaborates and maintains strategic partnerships with internal resources and designated channel partners to achieve high levels of Customer satisfaction
• Utilize CRM to capture detailed Customer notes, manage sales funnel, forecast business, maintain and build pipeline

Advise our Customers

• Generate and present STERIS Life Sciences products and innovative solutions using a compelling value based approach
• Use question based selling approach to gain knowledge regarding Customer environment, regulatory requirements and specific needs to provide tailored Customer solution
• Maintain current knowledge of regulated industry and market trends as well as technical knowledge and understanding of products and services. Attend educational workshops, reviewing professional publications and participating in professional affiliations
• Educate Customers in the area of cleaning, contamination control and sterility assurance and the features and benefits of using STERIS consumable products

Provide key information

• Communicate regularly with STERIS management, Customers, and local channel partners
• Plan sales calls/travel itineraries to maximize effectiveness of sales strategies
• Maintain CRM required data, update sales funnel and top accounts and complete required reporting

Education Degree

Required Experience

• Bachelor's Degree
• Minimum 2 years of sales experience
• Bilingual- English and Portuguese, Spanish is also helpful
• cGMP industry related experience
• Experience using CRMs
• Must be able to be compliant with Customer credentialing requirements

Preferred Experience

• Bachelor's Degree in Science (Biology, Microbiology, Chemistry) Engineering or Technology related field
• Experience in consultative selling technical products/services
• Communicates credibly and effectively influence at all levels of the organization using excellent interpersonal, written, verbal, presentation skills
• Self-directed, adapts to change, and sets priorities
• Strong business acumen, with ability to understand and monitor trends
• Strong understanding of Customer and market dynamics and requirements, with demonstrated ability to expand existing Customer relationships as well as develop new ones
• Strong skills in persuasion and influence, with ability to negotiate skillfully
• Uses active listening skills and aptitude for science based technical information
• Exhibits perseverance, persistence, and consistent follow through
• Knowledge of regulated industries (cGMP, GLP, or similar)
• Involvement with PDA, ISPE or similar industry organization preferred