Description
Position Summary
As a Regional Sales Director at STERIS, you are responsible for the day-to-day sales operations and ensuring that all STERIS objectives are met and/or exceed. You are responsible for talent management of field sales representatives and shared support services assigned to the Region. You will manage successful relationships and elevate the STERIS presence with growth of revenue and profit. You will also manage the creation and broadening of relationships with senior level executives in both critical and primary care sales, supply chain, and administration. You will be responsible for the development of distributor sales of the STERIS portfolio of products through education, incentives, and sales support to broaden the product mix across all business categories and expand the distributor sales input into indirect sales growth. You will partner with Group Purchasing Organizations Shared Services organizations and Key Accounts with an understanding of how each Customer defines value, aligning the STERIS message with that Customer's explicit needs, and be recognized as true business partner. You will identify and specify opportunities for future STERIS products, markets, new applications, and process improvements for current systems and technology, improving Customer performance and outcomes within the portfolio. Your accountability measures include Customer satisfaction, revenue objectives, embracing new products, and talent management.
This Director will be managing the Eastern Canada region (Quebec and Atlantic Provinces).
What you will do as a Regional Sales Director
.
* In conjunction with Regional teams, conduct Business Review meetings throughout the year with senior leadership from each distributor. Reviews will provide the opportunity to review current business projections, trends, new technologies, Customer concerns, etc.
* Prepare and present quarterly business reviews along with other members of senior management. Document progress toward the goals defined in your Business Plan and participate in ongoing collaborative evaluation of strategies and opportunities with STERIS leadership and your peers.
* Attain or exceed monthly, quarterly, and yearly assigned territory and area sales budget by achieving established unit and dollar goals on products. Manage time, travel, and sales activities to maximize effectiveness of area sales force monthly, and control expenses.
* Work with Clinical Education Specialists to identify topic(s) for group study or presentation to organizations such as CAMDR, ORNAC, CSGNA, IPAC, MDRAO, CSA etc. For Customer education presentations, identify, create, and approve new topics based on Customer needs, review, and update existing presentations based on industry standards to ensure communications are up to date.
* Collaborate with sales support including planning and execution for Conference and Trade Show for the defined business units.
* Assist team in trouble shooting sterilization failures or failures in sterilization monitoring. For serious customer issues, take a leadership role to identify the problem, work with Clinical, Consumable, Capital, and Service Teams to gather all facts and data, document issues, and provide communication to the Customer.
* Provide clinical expertise with troubleshooting (equipment and machine) and resolve Customer issues such as wet pack evaluations supporting and collaborating with Territory Managers, Account Managers, Service Teams, Quality Improvement Team, Regulatory, and R&D as required.
* Identify unique market characteristics and ensure that approved sales strategies are implemented in an effective manner. Recommend changes in strategies to meet the requirements of an ever-changing marketplace.
* Comply with the spirit and letter of laws, government regulations, and company policies. His or her attitude and behavior reinforce company policies and programs by exhibiting and expecting the highest standards of performance and professional conduct.
The Experience, Skills and Abilities Needed
* Required:Bachelor's degree
* Bilingual in French and English
* 6 years of demonstrated Sales success
* 5 years of successful sales experience in the healthcare market with responsibility for multiple products and services
* Must be able to be compliant with hospital/customer credentialing requirements
Preferred:
* 2 years of successful managerial or sales support experience dealing with complex and multifaceted sales situations while utilizing a team approach
* Other: Strong leadership, interpersonal, communication, organization and presentation skills
Lire la suite
As a Regional Sales Director at STERIS, you are responsible for the day-to-day sales operations and ensuring that all STERIS objectives are met and/or exceed. You are responsible for talent management of field sales representatives and shared support services assigned to the Region. You will manage successful relationships and elevate the STERIS presence with growth of revenue and profit. You will also manage the creation and broadening of relationships with senior level executives in both critical and primary care sales, supply chain, and administration. You will be responsible for the development of distributor sales of the STERIS portfolio of products through education, incentives, and sales support to broaden the product mix across all business categories and expand the distributor sales input into indirect sales growth. You will partner with Group Purchasing Organizations Shared Services organizations and Key Accounts with an understanding of how each Customer defines value, aligning the STERIS message with that Customer's explicit needs, and be recognized as true business partner. You will identify and specify opportunities for future STERIS products, markets, new applications, and process improvements for current systems and technology, improving Customer performance and outcomes within the portfolio. Your accountability measures include Customer satisfaction, revenue objectives, embracing new products, and talent management.
This Director will be managing the Eastern Canada region (Quebec and Atlantic Provinces).
What you will do as a Regional Sales Director
.
* In conjunction with Regional teams, conduct Business Review meetings throughout the year with senior leadership from each distributor. Reviews will provide the opportunity to review current business projections, trends, new technologies, Customer concerns, etc.
* Prepare and present quarterly business reviews along with other members of senior management. Document progress toward the goals defined in your Business Plan and participate in ongoing collaborative evaluation of strategies and opportunities with STERIS leadership and your peers.
* Attain or exceed monthly, quarterly, and yearly assigned territory and area sales budget by achieving established unit and dollar goals on products. Manage time, travel, and sales activities to maximize effectiveness of area sales force monthly, and control expenses.
* Work with Clinical Education Specialists to identify topic(s) for group study or presentation to organizations such as CAMDR, ORNAC, CSGNA, IPAC, MDRAO, CSA etc. For Customer education presentations, identify, create, and approve new topics based on Customer needs, review, and update existing presentations based on industry standards to ensure communications are up to date.
* Collaborate with sales support including planning and execution for Conference and Trade Show for the defined business units.
* Assist team in trouble shooting sterilization failures or failures in sterilization monitoring. For serious customer issues, take a leadership role to identify the problem, work with Clinical, Consumable, Capital, and Service Teams to gather all facts and data, document issues, and provide communication to the Customer.
* Provide clinical expertise with troubleshooting (equipment and machine) and resolve Customer issues such as wet pack evaluations supporting and collaborating with Territory Managers, Account Managers, Service Teams, Quality Improvement Team, Regulatory, and R&D as required.
* Identify unique market characteristics and ensure that approved sales strategies are implemented in an effective manner. Recommend changes in strategies to meet the requirements of an ever-changing marketplace.
* Comply with the spirit and letter of laws, government regulations, and company policies. His or her attitude and behavior reinforce company policies and programs by exhibiting and expecting the highest standards of performance and professional conduct.
The Experience, Skills and Abilities Needed
* Required:Bachelor's degree
* Bilingual in French and English
* 6 years of demonstrated Sales success
* 5 years of successful sales experience in the healthcare market with responsibility for multiple products and services
* Must be able to be compliant with hospital/customer credentialing requirements
Preferred:
* 2 years of successful managerial or sales support experience dealing with complex and multifaceted sales situations while utilizing a team approach
* Other: Strong leadership, interpersonal, communication, organization and presentation skills
