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Job Title:  Territory Sales Manager - Consumable Sales

Req ID:  30437
Job Category:  Sales

Vancouver, BC, CA, V6Z 1Y6

Description: 

At STERIS, we help our Customers create a healthier and safer world by providing innovative healthcare and life science product and service solutions around the globe.

Position Summary

The Consumable Territory Manager is responsible for growing and protecting existing base of Consumable business.  The CTM is responsible for expanding the base amount of business for Instrument Cleaning, Chemistries, Sterility Assurance and High Level Disinfectants in the Sterile Processing and GI Department, within Healthcare Facilities. Candidate can live in Vancouver and Calgary.

Duties

Achieve Financial Objectives:

  • Develops, communicates and executes a yearly business plan for consumable goods
  • Submits and executes an accurate forecast for consumable products on a monthly and quarterly basis
  • Achieves all revenue, gross margin and focus product objectives established by the business unit
  • Utilizes all company resources appropriately including T&E, feel goods, and samples.  Assures utilization of company resources are within company standards
  • Assures pricing/margin offerings to customers are consistently within the guidelines established by the business unit, while assuring our pricing integrity within our GPO groups and within our healthcare indexing groups
  • Negotiates consumable agreements where both parties agree to beneficial solution

 

Communicate and develop cross-functional relationships:

  • Leads cross-functional field teams in strategizing, planning, communicating, delivering integrated solutions to customer base
  • Shares success stories, best behaviours, losses, competitive data, strategies and tactics across the breadth of the organization
  • Participates in integrated team activities (training, focus panels) for the betterment of the organization
  • Establish and maintain ongoing relationships and communications with counterparts in clinical education, surgical/critical care, technical services, sterile processing and home office support

 

Take care of customer needs:

  • Consistently acts in manner that meets or exceeds customer expectations while considering the reasonableness of request and fairness to STERIS
  • Ensures customer's needs are communicated and interpreted throughout the appropriate channels
  • 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
  • Ensure a thorough knowledge of GPS contracts and their application to individual accounts
  • Develop relationships with distributor educating on our product line to maximize sales opportunities within distributor accounts
  • Manage the after sale process, including in-servicing to ensure customers have thorough knowledge of the safe use of the equipment and chemistries

Duties - 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
  • Given strength of technical and competitive knowledge, is capable of defining and delivering value propositions to diverse buyers with diverse objectives
  • Proactively looks for new opportunities to gain technical and competitive knowledge from varied sources

 

Territory Planning and Management:

  • Develop, communicate and execute a strategic business plan for consumable goods
  • Establish routine call patterns 
  • 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 expectation 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 trials within the territory
  • Submit weekly automated call report including win/loss information

Personal growth and development:

  • Actively participates in customer functions and associations to better enhance their understanding of customer's business world and how to meet those needs more effectively

Education Degree

  • Bachelor's Degree

Required Experience

  • Minimum three (3) years successful sales experience
  • Demonstrated ability to successfully sell in 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, GPD, IDN and distributors

Preferred Experience

  • Two (2+) years successful consumables experience

Skills

  • Strong communication skills
  • MS Office (Word, Excel, PowerPoint)
  • Seeks challenging, difficult selling situations to position for growth (CEO/CFO calls)
  • Seeks and is receptive to continual feedback from customers, managers and peers to understand how they can perform more efficiently and effectively in the future
  • Seeks training opportunities to improve personal growth and development
  • Seeks teaching opportunities at training or sales meetings to further enhance and share the new skill sets accquired

 

STERIS is a leading provider of products and services that meet the needs of growth areas within Healthcare: procedures, devices, vaccines and biologics.  We exist to fulfill our MISSION TO HELP OUR CUSTOMERS CREATE A HEALTHIER AND SAFER WORLD. STERIS is a $3B, publicly traded (NYSE: STE) company with approximately 16,000 associates and Customers in more than 100 countries.

STERIS strives to be an Equal Opportunity Employer.  

Req ID:  30437
Job Category:  Sales

Vancouver, BC, CA, V6Z 1Y6


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