Territory Account Manager

Position Summary

We are looking for Territory Account Manager to join our Office in Trescore Balneario. He/she will drive Revenue and Margin Growth within an assigned territory of the EMEA Sales Region for STERIS AST.  Territory Account Manager is responsible for developing the understanding and managing Customer relationships and marketplace dynamics within Medical Device, Pharmaceutical, and Consumer Manufacturers setting the stage for selling STERIS AST value.

Territory Account Manager will successfully negotiate with Customers’ procurement, executive, and legal teams to secure long-term agreements for complex technical products across regional supply chains.

The Territory Account Manager is responsible for setting and executing strategic goals for their assigned territory to meet and exceed the organizations primary objectives for sustained growth and balanced technology. 

The Territory Account Manager will collaborate with partners in Marketing, Operations, and Quality ensuring a high level of Customer Focus and assisting to understand and exceed their Customer’s expectations.

Duties

1. Sells highly complex contract sterilization services to territory accounts including gamma irradiation, ethylene oxide, electron beam, X-ray and associated validation and support services as developed. (30%)

2. Drives Revenue and Margin Growth by developing strong business relationships, understanding the Customer’s needs, presenting the value of STERIS and negotiating to favorable long term agreements with critical territory account Customers. (30%)

3. Evaluates account performance against established objectives and identifies and implements strategies and action plans to ensure achievement of targets. (10%)

4. Educates Customers on the various technical and commercial value propositions of AST sterilization methodologies to ensure the proper understanding and acceptance of our value-added contributions. (10%)

5. Collaborates with partners in AST on One Team One Goal Customer Meetings that demonstrates the value of STERIS to drive outcomes that increase sales and profits. (10%)

6. Utilizes Understanding of Customer Needs to recommend new products and services to improve efficiency, reliability and Customer value to drive sustained growth potential, and apply industry innovations (10%).

Education Degree

Required Experience

1. 10 years of Sales Experience Selling Complex Technical products and/or services
2. 5 years of Experience Negotiating and Securing Long-term, Strategic Agreements.
3. 5 years Consistently Outperforming Sales Targets; Recognized and Awarded for results.
4. Highly Effective Communication and Presentation Skills
5. Cross functional leadership skills as demonstrated through prior experience.
6. Highly Analytical and Data Driven Decision Making, utilizing Excel and CRM tools for Organization
7. Proven ability to influence people and to evaluate and make decisions in stressful situations.
8. Proven ability to succeed in autonomous environment
9. Willingness and ability to adapt to changing environments, duties, and responsibilities.
10. Domestic travel required : 50% of time

Required Skills

1. Strategic Selling
2. Ability to understand and convey to Customers multiple, technical sterilization processes and their applicability to a wide range of Customer product requirements.
3. Contract Negotiation
4. Relationship Building
5. Presentation and Communication
6. Data Analysis and resulting problem solving, including applying current learning to future/related scenarios
7. Ability to work independently under general guidelines and supervision
8. Highly developed interpersonal and communication skills with highly developed influencing skills.
9. Strong emotional intelligence with a high degree of self-awareness which will contribute to team work and influencing across functional groups

Additional Information

We are committed to equal employment opportunity and the use of affirmative action programs to ensure that persons are recruited, hired, trained, transferred and promoted in all job groups regardless of race, color, religion, age, disability, national origin, citizenship status,  sex, sexual orientation, gender identity, genetic information, and any other category protected by state or local law.