Consumable Territory Manager

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 at STERIS is the primary contact and sales consultant responsible for selling and supporting the Infection Prevention Technologies (IPT) Consumable portfolio of products. You will be responsible for protecting and expanding the base amount of business for Instrument Cleaning Chemistries and Sterility Assurance Products within hospitals and surgery centers.

 

This is a remote based customer facing position. To support and service our customers in the assigned territory candidates must be based out of the following states: Massachusetts or New Hampshire 

How You Will Make a Difference

 

Achieve Financial Objectives:

• Develops, communicates, and executes a yearly business plan for consumable goods.
• Submits and executes and accurate forecast (within a +/- 10% variance) for consumable products on a monthly and quarterly basis.
• Achieves all revenue, gross margin, and focus product objectives established by the Business Unit.

Take Care of Customer Needs:  

• Consistently acts in manner that meets or exceeds customer expectations while considering the reasonableness or request and fairness to STERIS. 
• Ensures customer’s needs are communicated and interpreted throughout the appropriate channels.
• Actively integrates into our customer’s business world via membership to customer group functions and associations. Participates in local chapters, SGNA, APIC, CS and AORN, etc. 
• 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. This includes: TSSR, Inservice video, sizing studies, equipment audits, CEU training and proportioners. 
• Ensure a thorough knowledge of GPO contracts and their application to individual accounts. 
• Develop relationships with distributors educating on our product line to maximize sales opportunities within distributor accounts. 
   

How You Will Make a Difference - 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. Uses current available tools to provide a total solution to the customer, to ensure their consumable needs are met. 
• Successfully completes new product sales training program(s).

Territory Planning and Management:

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

What You Will Need to be Successful

• Minimum three (3) years successful sales experience.
• Two (2+) years successful Consumables Experience preferred
• Bachelor’s Degree required (Business or Marketing preferred)
• Demonstrated ability to successfully sell in the 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, GPO, IDN and distributors 

 

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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