Sales Executive Sr Hospital

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 Sales Executive Sr Hospital is responsible for selling new services to Stericycle’s existing hospital customers, effectively increasing share of wallet through greater site and service penetration.  They also partner with Business Development teams to identify and close sales opportunities with new customers.  The Sales Executive Sr may support large national IDNs or regional health systems and hospitals.

The Sr. Sales Executive will cover the Northeast as his/her territory.  States will include, NH, ME, VT, CT, RI & MA.  The Sr. Sales Executive must reside within the territory. 

Key Job Activities:

•    Identify and execute on opportunities to increase share of wallet among existing accounts to retain and improve profitability, support renewals, position for additional services, and ensure customer satisfaction.
•    Own the cultivation of new opportunities from end to end, with ownership for scoping, pricing, and pitching to customers.
•    Partner with key departments to effectively execute on identified opportunities and position for continued growth.
•    Consistently position Stericycle as the industry leader and best solution provider.
•    Act as a Trusted Advisor through a consultative sales approach supported by industry and regulatory knowledge and utilization of our network of resources.
•    Collaborate with all sales functions to strategically plan for increasing wallet share with existing accounts and winning new accounts.
•    Build and maintain a robust pipeline of qualified opportunities, while developing the pursuit strategy for increased site and service penetration with existing customers.  Directly responsible for closing multiple enterprise deals in a concurrent and parallel fashion, using in-depth knowledge of the sales process and technical expertise.
•    Collaborate with operations and engineering teams in developing the appropriate requirements gathering strategies and aligning on appropriate solution strategies that meet the stated/expected customer requirements/needs.
•    Collaborate with sales, Customer Solutions, and various operational functions to implement new programs.
•    Facilitate effective customer communication, including formal presentations, conversations, active listening, and follow up.
•    Enter and maintain accurate information in Salesforce.com, and follow pipeline guidelines and expectations.
•    Perform other duties and responsibilities, as assigned.

Education:

Required Education: in Bachelor`s Degree or Equivalent

Experience (North America & LATAM):

•    Education equivalent to Bachelor’s degree in Sales, Marketing, Management, or other related field, or the equivalent in related work experience, demonstrating a proven track record of sales for products in similar industry.
•    Seven or more years of direct and indirect hospital or healthcare enterprise sales experience, demonstrating proven solution-selling experience and complex sales process skills.
•    Wide range of proven sales techniques, with mastery of consultative selling approach.
•    Sound knowledge of Stericycle’s services(including specialized hazardous waste services), value propositions, and competitive advantages,.
•    Solid knowledge of Microsoft Word, Excel, and PowerPoint.
•    A proven track record of driving and closing enterprise deals and ability to relate with and sell to C-level stakeholders and across business units; successful background in complex, executive-level sales processes.
•    Accountability for results and consistent overachievement of quota and revenue goals.
•    Strong ability to influence and stimulate others to action; engages commitment from others and collaborates to achieve results.
•    Viewed by the Stericycle organization as a leader, capable of harnessing internal resources to assist in the pursuit, building of solutions, and solving problems.
•    Adept at multi-tasking and handling multiple, simultaneous, and competing initiatives at a high p