Account Manager

STERIS; Montreal; Hybrid; CAD 85,000 - 120,000; Full time

Benefits offered by this job

Base salary + incentive

Company vehicle

Cell phone stipend

Vacation & holidays

RRSP plan

Insurance plan

Telemedicine

EAP

Team environment

Job summary

STERIS seeks an account manager to drive the sales and financial performance of reprocessing capital and consumable products across the Greater Montreal territory. The role blends direct customer engagement with distributor partnerships to meet yearly sales goals and expand market share.

In this hybrid position, you will balance selling established lines with new product introductions, using consultative selling to provide solutions for hospitals, ORs, and MDRA teams.

Qualifications

• Bachelor's degree required.
• In lieu of Bachelor's degree: post-secondary diploma with some sales/customer facing clinical experience.
• Bilingual in French and English (FR/EN).
• Ability to travel overnight up to 50%.
• Must be able to be compliant with hospital/customer credentialing requirements.

Responsibilities

• Develop and implement annual business plans for territory/assigned accounts including opportunity development, competitive strategies and targets to drive sales growth.
• Maintain and grow market share of all designated product/services.
• Obtain highest margin and revenue sales goals by providing solution-based opportunities for the Customer.
• Identify profitable revenue growth opportunities while maintaining account retention in assigned territory.
• Prepare analysis and develop the overall package for new sales.
• Negotiate Customer agreements leveraging STERIS products and services with internal teams.
• Ensure knowledge of GPO contracts and their application to accounts; maintain communication during sales transactions.
• Call on hospitals with C-suite, MDRA, OR and Endoscopy leadership, Risk Management, Materials Management, Bio-Medical, Infection Prevention Practitioners and nursing staff.
• Develop consultative relationships with key buying influencers and educate on industry changes.
• Maintain knowledge of each account’s history, contacts, and purchase plans for products.

Skills

Bilingual (FR/EN)

Sales experience

Customer facing

Education

Bachelor’s degree

Post-secondary diploma (sales/clinical)

Job description

Position Summary

As a

Position Summary

As a Reprocessing Capital and Consumable (Hybrid) Account Manager at STERIS, you are responsible for the overall financial performance and Customer satisfaction in the assigned territory. This is accomplished by meeting yearly sales goals, driving growth in market share from competitors, distributor networks and assuring that all Customer experiences are positive, noteworthy and exceeding expectations. You will act as a primary contact and sales consultant accountable for the Customer experience within MDRA. You are expected to appropriately balance your time selling the Company’s established line of products as well as all new product introductions. Using consultative selling skills and competencies and thorough understanding of the industry and market need, you will focus on positioning the Company’s capital and consumable products and services to provide solutions including both Customer direct sales and indirect sales through Distribution partners.

This territory covers Greater Montreal.

What You Will Do As An Account Manager

• Develop and implement annual business plans for territory/assigned accounts including, but not limited to, opportunity development, competitive strategies and targets to drive sales growth.
• Maintain and grow market share of all designated product/services.
• Obtain highest margin and revenue sales goals by providing solution-based opportunities for the Customer.
• Actively identify profitable revenue growth opportunities while maintaining account retention in assigned territory.
• Prepare analysis and develop the overall package for new sales.
• Negotiate Customer agreements while leveraging the complete product/services offering from STERIS working closely with our sales Business unit’s counterparts.
• Ensure thorough knowledge of GPO contracts and their application to individual Accounts. Maintain constant communication with all internal and external parties during the progression of the sales transaction.
• Call on a wide spectrum of call points within hospitals, including C-suite (CEO, CFO, CMO), MDRA, OR and Endoscopy leadership, Risk Management, Materials Management, Bio-Medical, Infection Prevention Practitioners and nursing staff.
• Develop and maintain consultative sales relationships with all key-buying influences in each account and continuously strengthen those relationships by both frequent communication and on-going self-education of the industry changes.
• Maintain complete knowledge of each account’s history, contacts, and current and long-term purchase plans for designated products.
• Develop relationships with Customers in MM, Biomed, MDRA, Infection Prevention, Operating Room, Endoscopy, Risk Management, Architects, Equipment Planners, Physicians and the CEOs, COOs, CNOs and CFOs.
• Participate in local Chapters CAMDR, IPAC, CSGNA 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.
• Develop and maintain a close association with key distributors in the region and work closely with distributor area representatives providing education and support on STERIS products.
• Possess a strong working knowledge of STERIS products and services (clinical applications, functions, features, and benefits) and how to properly position them as viable Customer solutions.
• Provide product demonstration, presentations, Customer pricing and in-servicing based upon Customer’s needs.
• 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.
• Participates in on-board training programs for new hires.

Required

The Experience, Skills and Abilities Needed

• Bachelor’s degree
• In lieu of Bachelor's degree: Post-secondary diploma with some sales/customer facing clinical experience
• Bilingual in French and English
• Successful history of selling new products, increasing product utilization, and protecting existing market share position
• Ability to travel overnight up to 50%
• Must be able to be compliant with hospital/customer credentialing requirements

Preferred

• Degree in Business or Marketing
• 3 years of sales experience with consistently meeting/exceeding sales goals
• 2 years of successful B2B or medical device sales experience
• Experience in medical and consumable equipment sales; experience selling to a variety of departments with an emphasis within the MDRD/GI departments
• Understanding of the hospital buying process including the role of National Accounts, GPO, and Distributors

What STERIS Offers

Here is just a brief overview of what we offer:

• Base Salary + Incentive Compensation Program
• Company Vehicle
• Cell Phone Stipend
• Robust Sales Training Program
• 3 Weeks Paid Vacation Per Year +Corporate Holidays (based on Province)
• Bank of personal days (5 days)
• Day off on your work anniversary
• Group RRSP with employer contributions from STERIS, up to 3% of annual salary
• Comprehensive and flexible group insurance plan – offering various options and approximately 90% covered by STERIS. This plan includes prescription drug coverage, vision care, paramedical services, and dental care.
• Telemedicine services
• Employee Assistance Program (EAP)
• Working with an experienced and multidisciplinary team

This position requires knowledge of English due to the nature of the duties involved, including regular communications outside the province of Quebec, training, email communications, and frequent meetings and interactions with English-only employees. The employer has taken all reasonable steps to avoid imposing this language requirement, in accordance with the Charter of the French Language.

STERIS is a leading global provider of products and services that support patient care with an emphasis on infection prevention. WE HELP OUR CUSTOMERS CREATE A HEALTHIER AND SAFER WORLD by providing innovative healthcare and life sciences products and services around the globe. For more information, visit www.steris.com.

STERIS strives to be an Equal Opportunity Employer.