Capital Account Manager in Leicester

HOW YOU WILL MAKE A DIFFERENCE

Do you want to spend your working time making a difference in the world around you?

Are you motivated by impactful work?

Do you have a passion for hunting new business, working within the healthcare industry, and consultative sales?

If so, then a career with STERIS in our Capital team could be a great fit for you.

About Us

At STERIS we are a leading global provider of products and services that support patient care with an emphasis on infection prevention.

Our mission is to help our customers create a healthier and safer world.

• Working at STERIS, you
• GROW ,
• LEARN and

MAKE A DIFFERENCE .

About You

We are currently recruiting for a Capital Account Manager vacancy.

The Capital Account Manager at STERIS is responsible for the overall financial performance and customer satisfaction in the assigned territory of Leicestershire, Lincolnshire, Suffolk, Essex, Nottinghamshire.

This is accomplished by meeting yearly sales goals, driving growth in market share from competitors, and assuring that all customer experiences are positive, noteworthy and exceeding expectations.

The Account Manager acts as a primary contact and sales consultant accountable for the customer experience.

They will be the first point of contact for all customer projects related to their products (existing departments to new constructions) from inception through implementation orchestrating both internal and external resources to ensure customer satisfaction.

The capital Account Manager is expected to appropriately balance their time selling the company’s established line of products as well as all new product introductions.

Using their consultative selling skills and competencies and thorough understanding of the industry and market need, the Account Manager focuses on positioning the company’s products and services to provide solutions for our customers.

What You Will Do

• Actively identify profitable revenue growth opportunities while maintaining account retention in assigned territory.
• Call on a wide spectrum of call points within hospitals and integrated delivery networks, including C-suite (CEO, CFO, CMO), SPD 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 frequent communication and ongoing self‑education of industry changes.

Identify and respond to key account technical and departmental decision makers’ needs.

• Maintain complete knowledge of each account’s history, contacts, and current and long‑term purchase plans for designated products.
• Develop relationships with customers in OR, ICU (all Critical care), ED, MM, EBME, SPD, Infection Prevention, Risk Management, Architects, Equipment Planners, Surgeons/Physicians and the CEOs, COOs, CNOs and CFOs.
• 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.

Understand and effectively present technical literature and how it applies to solving the customer needs.

• Provide product demonstration, presentations and in‑servicing based upon customer’s needs.
• 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 and national/corporate account teams to finalize sales.

Ensure thorough knowledge of GPO contracts and their application to individual account and IDN health systems.

Maintain constant communication with all internal and external parties during the progression of the sales transaction.

Duties – continued

• Act as a first point of contact for all customer projects from inception through implementation orchestrating both internal and external resources to ensure customer satisfaction.

Ensure order processing, architectural service, construction, and shipment schedules to equipment installation are orderly and timely by communicating with all appropriate support functions (project managers, traffic, customer service, technical service, etc).

• 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.

Consistently analyze to improve and develop their franchise.

Obtain highest margin and revenue sales goals by providing solution‑based opportunities for the customer.

• 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 to match company products and services to solve customer needs.
• Consistently study and share with peers competitive information gleaned from a variety of sources e. g. 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 so as 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.
• Regularly interface with both STERIS and other pertinent business partners to enhance overall knowledge of market, products and services.
• Participate in local chapters CSC, IDSC and BSG 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.
• Required Experience
• 5 years’ sales experience consistently meeting/exceeding sales goals; minimum of 2 of the 5 years in successful B2B or medical device sales experience.
• Successful history of selling new products, increasing product utilization, and protecting existing market share position.
• Experience in medical and capital equipment sales; experience selling to a variety of departments with an emphasis on the OR and SPD is preferred.
• Understanding of the hospital buying process including the role of national accounts, GPO, IDN and distributors preferred.
• Excellent communication skills (verbal & written).
• Demonstrated ability to build high‑level relationships.
• Excellent presentation skills.
• Excellent organizational skills.
• Demonstrated influencing skills and ability to understand the needs of and include people ranging from nurses to C‑suite level decision makers.
• Strong analytical and business acumen skills (capital and operational planning, P&L, knowledge of healthcare, etc.).
• Excellent negotiation and closing skills.
• Ability to travel as necessary (overnight).
• Must possess excellent time‑management skills with ability to use independent judgement effectively.
• Strong interpersonal communication skills specifically relating to project and conflict management.
• Candidates must have a valid driver’s license and a clean driving record.
• Proficiency with MS Office (Word, Excel, Power Point).
• Equal Opportunity Statement

STERIS strives to be an Equal Opportunity Employer.

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