Account Manager, Capital Sales

STERIS is a healthcare company providing products and solutions for hospitals and ambulatory surgery sites. The Account Manager, Capital Sales serves as the primary contact and sales consultant for the Procedural Capital portfolio, forecasting sales, analyzing business performance, developing customer relationships, and managing hospital projects from inception through implementation.

Responsibilities:

• Forecast orders and sales on a monthly, quarterly and yearly basis
• Understand and strive to provide accurate forecasts to be used for both manufacturing and financial reporting
• Provide analysis and reporting on win/loss and required business metrics as required
• Maintain thorough current and competitive product knowledge and clear understanding of market dynamics in order to match Company products and services to solve Customer needs
• Consistently study and share competitive information gleaned from a variety of sources (web searches, professional periodicals, Customer newsletters, Customer interactions and professional organizations)
• Record Customer feedback and complaint information through the proper quality processes and channels
• Balance priorities to manage current Customer needs while reserving adequate time to prospect new business opportunities
• Effectively manage and utilize company provided sales resources to maximize sales outcomes while providing best solutions to Customers (EEP inventory Management, Mock Room Equipment, SSI Inventory, E-Quote Informatica)
• Regularly interface with both STERIS and other pertinent business partners to enhance overall knowledge of market, products and services
• Participate in local chapters of AORN, AACN/NTI or other relevant organizations including regional level buying groups
• Participate as an active member of Customer professional organizations in meetings and conferences as an educator and/or exhibitor
• Call on a wide spectrum of call points within hospitals and integrated delivery networks, including C-suite (CEO, CFO, CMO), OR leadership, Risk Management, Materials Management, Bio-Medical, Infection Prevention Practitioners, Surgeons and nursing staff
• Act as a quarterback for all Customer projects (renovation to new construction) from inception through implementation orchestrating both internal and external resources to ensure Customer satisfaction

Requirements:

• Bachelor's degree
• 3 years of operating sales experience, consistently exceeding sales goals
• 3 years of successful medical device sales experience
• Successful history of selling new products, increasing product utilization, and protecting existing market share position
• Ability to travel overnight up to 40 %
• Must be able to be compliant with hospital/customer credentialing requirements
• Experience in medical and capital equipment sales
• Experience selling to a variety of departments with an emphasis on the Operating Room and Sterile Processing Department
• Demonstrated success in selling IT solutions and/or video integration
• Understanding of the hospital buying process including the role of National Accounts, GPO, IDN and Distributors