Corporate accounts director

STERIS; Richmond Hill; On-site; CAD 90,000 - 130,000; Full time

Job summary

As a Corporate Accounts Director at a leading healthcare company, you will manage relationships with key Canadian corporate customers, drive growth strategies, and ensure compliance. This role requires extensive healthcare sales experience, negotiation skills, and a commitment to customer satisfaction.

Benefits

Base salary plus incentive compensation

Company vehicle

Cell phone stipend

Robust sales training

3 weeks paid vacation plus holidays

RRSP matching

Qualifications

• 7 years of healthcare sales experience required.
• 2 years of sales management experience preferred.
• Bilingual in French and English preferred.

Responsibilities

• Manage Canadian corporate customer relationships and account agreements.
• Develop market opportunities and strategies to penetrate Corporate Accounts.
• Conduct contract negotiations and ensure compliance with obligations.

Skills

Analytical skills

Problem-solving skills

Negotiation skills

Communication skills

Education

Bachelor's degree

Job description

Position Summary

As a Corporate Accounts Director at STERIS, you are responsible for successfully managing Canadian corporate customer relationships. Your focus will be on Group Purchasing Organizations, Provincial Health Authorities, and other high-priority hospital systems. You will develop long-term relationships, promote STERIS holistically, and maintain a favorable image of STERIS as a customer-focused healthcare leader. You will identify and develop market opportunities by establishing contacts outside normal call patterns. The Corporate Accounts Director should possess extensive knowledge of STERIS's products and services, internal capabilities, and be skilled in negotiation both internally and externally.

This position is nationwide and covers all of Canada.

What you will do as a Corporate Accounts Director

1. Manage resources to ensure successful contract negotiations and implementation.
2. Coordinate with Canadian leadership on communication and growth strategies.
3. Work with VP of Commercial Operations to create compliant agreements supporting growth.
4. Align with the Corporate Accounts US team on approaches and promotional opportunities.
5. Ensure success of existing and new products/services through programs at the Corporate Accounts and GPO level.
6. Develop strategies for penetrating Corporate Accounts and manage all account agreements.
7. Provide reports and analysis to assess account profitability and success.
8. Identify new market opportunities via corporate contacts outside normal sales calls.
9. Manage 10-15 accounts, including GPOs and health systems, to increase business.
10. Develop specific strategies and engage field teams based on customer needs.
11. Identify solutions to meet customer needs short and long term.
12. Organize resources and gain management alignment.
13. Create scorecards to monitor growth, revenue, margins, and customer expectations.
14. Define next steps with clear deliverables and timelines.
15. Clarify roles, responsibilities, and communicate strategies effectively.
16. Implement strategies, monitor results, and adjust as needed.
17. Collaborate with teams to evaluate targets and priorities.
18. Develop pricing models and manage negotiations to protect GPO relationships.
19. Create reports for customer reviews and internal analysis.
20. Manage contract details for new products, pricing changes, and customer shifts.
21. Plan and present enterprise business reviews.
22. Ensure compliance with contractual obligations.
23. Develop the Canadian Infection Prevention business unit and related activities.
24. Build relationships with key distributors and support their education on STERIS products.
25. Possess strong product knowledge and position solutions effectively.
26. Provide product demonstrations, presentations, and in-service training as needed.
27. Balance current customer needs with prospecting new business.
28. Utilize sales resources effectively to maximize outcomes.
29. Participate in onboarding training for new hires.

Experience, Skills, and Abilities Needed

• Required: Bachelor's degree
• 7 years healthcare sales experience
• 2 years sales management experience
• Ability to lead and influence cross-functional teams in complex environments
• Willingness to travel up to 60% overnight
• Compliance with hospital/customer credentialing requirements

Preferred: Bilingual in French and English; experience in project management.

Other Skills

• Strong analytical and problem-solving skills
• Negotiation skills
• Ability to improvise in customer situations
• Excellent communication skills
• Strong personal presence
• Ability to prioritize and handle multiple demands
• Calmness and a positive attitude in all circumstances

What STERIS Offers

We are committed to supporting your health, well-being, and financial future with a comprehensive benefits package, including:

• Base salary plus incentive compensation
• Company vehicle
• Cell phone stipend
• Robust sales training
• 3 weeks paid vacation plus holidays
• RRSP matching