Sr Director Enterprise Sales

About Us:

Stericycle is a U.S. based business-to-business services company and leading provider of compliance-based solutions that protects people and brands, promotes health and well-being, and safeguards the environment. Since our founding over 30 years ago, we have grown from a small start-up in medical waste management into a leader across a range of increasingly complex and highly regulated arenas, serving healthcare organizations and commercial businesses of every size. Every day, we help our customers solve complex challenges by safely managing materials that could otherwise spread disease, contaminate the environment, or compromise one’s identity.

Join us on our mission to protect health and well-being in a safe, responsible, and sustainable way.

Position Purpose:

The Sr Director, Enterprise Sales is a tenured professional who oversees the assigned Sales Team for the Commercial Business. The assigned Sales team has responsibility for pursuing and closing net new business opportunities, with a focus on Hospital and Commercial National customers. The Sr Director guides the Sales Team in developing and implementing short – and long – term strategic plans to drive net new customer acquisition of specific new business targets. As a leader within Stericycle, this position is responsible for developing sales talent and building lasting internal and external relationships in-line with Stericycle culture.  

This sales role requires a high-energy, expert sales leader who takes a bold and enthusiastic approach to leading teams that achieve or exceed targets in addition to building consultative relationships at all levels in healthcare enterprises.  The ideal candidate is a strong people leader and is motivated by solving business problems on behalf of prospective clients, ultimately driving the adoption of Stericycle’s medical waste solutions. The Sr Director, Enterprise Sales has experience with Hospital, National and Commercial customers.

Key Job Activities:

•    Manage a team of direct reports who are responsible for building and maintaining a robust pipeline of qualified opportunities, while developing the pursuit strategy for large, enterprise level new customers.  
•    Oversees a sales team that is directly responsible for closing multiple enterprise deals in a concurrent and parallel fashion, using in-depth knowledge of the sales process and technical expertise.
•    Develops strong relationships with operations and engineering leaders to enable direct reports in developing the appropriate requirements gathering strategies and aligning on appropriate solution strategies that meet the stated/expected customer requirements/needs.  
•    Set and exceed sales targets by increasing revenue and profitability, while directing and managing the entire sales cycle, including, but not limited to, prospecting, design workflows, proposals, contracts and pricing.   Continuously build pipeline and reach set quotas.
•    Understand and empathize with the unique business needs of prospective clients; quickly build credibility and rapport with prospective clients through in-person meetings and via phone and e-mail.
•    Guide direct reports in successfully managing and overcoming prospect objections.
•    Drive sales team members to achieve Salesforce compliance by ensuring they enter and maintain accurate information in Salesforce.com and follow pipeline guidelines and expectations
•    Perform other duties and responsibilities, as assigned

Education:

Preferred Education: in Bachelors or Equivalent

Experience (North America):

•    Education equivalent to a bachelor’s degree from an accredited college or the equivalent in related work experience
•    A minimum of 12+ years of full-time quota-carrying with large scale, enterprise sales experience and experience selling into large enterprise healthcare 
•    Experience leading and managing sales teams to success
•    Existing relationships with hospital systems, large enterprises is a plus

Competencies:

Core ValuesLeadership Competencies

Benefits:

Stericycle currently offers its employees the option to participate in a full range of benefits, including a health care program which includes medical, dental, vision and prescription coverage, healthcare and dependent care flexible spending accounts, life and accidental death and dismemberment insurance, an employee assistance program, tuition reimbursement, paid vacation and sick time, a 401(k) plan, and an employee stock purchase plan. Participation in some programs requires that employees be regularly scheduled to work a minimum number of hours and/or to have fulfilled a waiting period after they begin employment with Stericycle.

Disclaimer:

Disclaimer:  The above description is meant to provide a summary of the nature and level of work being performed; it