Director, Key Accounts - Service

STERIS•Nashville, TN

1d•Remote

About The Position

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 As the Director of National Accounts, Service at STERIS, you are responsible for developing, implementing, and leading the national account service strategy initiative programs and offerings for assigned accounts. This includes the integrated support businesses serving the acute, ambulatory, and alternate health care markets across the US. You will have leadership responsibilities for growing the Healthcare service and Instrument Management Services (IMS) revenue base in North America through successful contract management, developing strategic alliances, and expanding contractual relationships at assigned National Accounts. Your strategic focus will be on both large hospital systems and National Biomedical Organizations with go-to-market strategies. The goal is to develop long-term relationships and maintain a favorable image of STERIS Corporation as a Customer-focused healthcare leader. You will not only possess extensive knowledge of STERIS’s service and products but also be well-versed on internal capabilities that can be leveraged to support large Customers. You will be responsible for effectively negotiating with STERIS Business Units, Field Service Management, and a broad base of external Customers. This territory covers the Eastern US. Candidates can be based anywhere in the Eastern half of the US.

Requirements

Bachelor's Degree
10 years of account management, sales management, strategic accounts, national accounts experience
Including 5 years of documented successful healthcare service, capital, and/or device product sales experience
High level of business and financial acumen based on strategy to drive business unit revenue and goals
Possess extensive knowledge of STERIS products and services
Demonstrated sales management and negotiation experience in service, medical device, and/or capital equipment selling to integrated health systems and/or large Biomedical service organizations
Demonstrated ability to lead and/or influence cross functional teams and operate successfully in a highly complex medical device environment
Demonstrated successful experience and leadership track record, and/or possesses a clear aptitude to negotiate, persuade, sell, and lead
Ability to travel overnight at least 50%
Must be able to be compliant with hospital/customer credentialing requirements

Nice To Haves

Master’s of Business Administration or Health Administration

Responsibilities

Serve as a strategic partner with assigned Key Service Accounts and other supporting organizations to provide and solidify STERIS market leading positions and drive future growth.
Responsible for developing long-term relationships, maintaining a favorable image of STERIS which will lead to revenue growth of Healthcare service and IMS at all assigned Key Service Accounts.
Lead the identification, development, and implementation of the strategies and tactics necessary for successful STERIS expansion within key service accounts as well as solve short and long-term Customer needs.
Manage all aspects of the Key Service Account agreements from inception, execution, and renewal of the Master Service Agreement.
Develop and implement Pricing Strategy with the goal to drive margin profitability by engaging field teams to focus on uncovered Customer needs or issues.
Lead and implement initiatives to deploy marketing and education opportunities within assigned accounts to improve the STERIS brand and overall Customer experience.
Lead and coordinate activity focused on serving and expanding relationships with the local key service accounts and create strong communication plan on activity and strategy for field service team.
Engage with executives at Corporate headquarters to establish and support Corporate objectives to implement effective contract negotiations and drive revenue based on compliance-oriented and supporting enterprise agreements.
Develop and manage strategy for pricing strategy models by working with field and operational service teams to analyze and adjust pricing based on competitive landscapes.
Ensure the success of existing and new services and products through a continued focused total solutions approach.
Provide reporting and other statistical analysis to Corporate Senior Management to assist in determining the success and profitability of all contracted accounts.
Conduct quarterly business reviews with a wide range of executives within the assigned accounts to promote and create market strategies with identified expectations.
Provide regular and effective communications to the STERIS Field Service, Sales Groups, IDN/National Accounts, IMS Senior Executives, and all relevant functional areas for assigned accounts.
Monitor and enforce the compliance expectations of Corporate Accounts Customers that have committed to agreements.