Account Manager

STERIS Corporation•Wilmington, DE

4d•Remote

About The Position

As a Procedural Capital Account Manager at STERIS, you will be the primary contact and sales consultant responsible for selling and supporting the Procedural Capital portfolio of products. This includes general and specialty surgical tables, surgical and examination lights, equipment management systems, operating room storage cabinets, warming cabinets, scrub sinks and other complementary products and accessories for use in hospitals and ambulatory surgery sites. This territory covers Maryland, Delaware, the Baltimore-Washington corridor, the Eastern Shore, and select Pennsylvania markets, including the Lehigh Valley (Allentown, Bethlehem, and Easton). Candidates residing between Philadelphia, PA and Baltimore, MD will be considered, as the location provides convenient access across the territory.

Requirements

Bachelor’s degree
3 years of sales experience, consistently exceeding sales goals
2 years of successful B2B or medical device sales experience
Successful history of selling new products, increasing product utilization, and protecting existing market share position
Ability to travel overnight up to 40 %
Must be able to be compliant with hospital/customer credentialing requirements

Nice To Haves

Experience in medical and capital equipment sales
Experience selling to a variety of departments with an emphasis on the Operating Room and Sterile Processing Department
Demonstrated success in selling IT solutions and/or video integration
Understanding of the hospital buying process including the role of National Accounts, GPO, IDN and Distributors

Responsibilities

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 in order to match Company products and services to solve Customer needs.
Consistently study and share competitive information gleaned from a variety of sources (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 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 (EEP inventory Management, Mock Room Equipment, SSI Inventory, E-Quote Informatica).
Regularly interface with both STERIS and other pertinent business partners to enhance overall knowledge of market, products and services.
Participate in local chapters of AORN, AACN/NTI 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.