Strategic Sales Director

STERIS • Charlotte, NC, United States • $200k - $250k / year • 1m ago

At STERIS, we help our Customers create a healthier and safer world by providing innovative healthcare and life science product and service solutions around the globe.

Position Summary

The Strategic Sales Director will own, lead, and sell Instrument Processing (IP) Onsite efforts to develop, build, and expand new and existing relationships with Integrated Delivery Networks (IDNs) and other Key Accounts nationwide. The focus of this role is to grow Instrument Processing (IP) business through representing and closing sales for the entire range of IP Onsite products and services at senior levels of customer organizations, primarily the executive suite. This role will be based in North Carolina and will include up to 50% nationwide travel.

Duties

Develop and execute STERIS’s approach to serving Strategic Customers and IDN’s to channel partnerships across the entire breadth of STERIS IP portfolio.
Develop forecasts and strategic plans and presents to the Area Vice President, Business Development.
Ensure that sales quota attainment is achieved on a monthly, quarterly, and annual basis.
Manage gross profit and margin to ensure engagement profitability.
Manage sales pipeline by continually prospecting and/or cold-calling current and potential Customers.
Succeed in working and interacting in complex multi-tiered organization, driving behaviors through collaboration with IP operations and IP sales operations.
Initiate, develop and build relationships with key and/or executive decision makers within strategic accounts and IDN’s within assigned region.
Understand the complexities of the reprocessing landscape in the assigned region and proactively develop the strategy and alternative contingencies to ensure continued growth of the Instrument Processing business.
Implement internal cross-functional operating rhythm as needed to secure and execute launch of new business for Customer.
Implement operating rhythm for new business with appropriate STERIS departments, the field sales team, and external Customer, to ensure all affected parties understand responsibilities and activities to maintain and continue business growth.
Lead complex negotiations with Customers as needed, including terms and conditions, for successful awarding of contracts and/or business.
Participate in and attend trade shows, business meetings and events which will continue to strengthen customer relationships to increase sales growth.

Required Experience

Bachelor’s degree Required.
Minimum of eight (8) years related sales experience.
Demonstrated problem solving and negotiation skills (8+ years).
Sound business acumen in making strategic and tactical decisions based on financial targets and related analysis (5+ Years).
Expertise working at the C-level at Strategic Customers or IDNs (5+ years).
Experience managing large, complex accounts, requiring strategic partnership and engagement (5+ years).
Demonstrated ability to develop and analyze complicated financial and operational data (5+ years).