Senior Commercial Manager

STERIS•Chicago, IL

2d•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 a Senior Commercial Operations Manager in STERIS' Workflow Solutions group, you will be the primary strategy owner of the Workflow Solutions portfolio for GPOs and identified Health Systems in North America. In this strategic role, you will partner closely with their IDN, GPO and Corporate Account internal partners with a focus on revenue growth, margin improvement or retention along with managing our contract position and commercial relationship for the Workflow Solutions portfolio. Additionally, a peson in this role will work in global markets (LATAM, EMEA and APAC) in order to guide and support development of region and country product requirements, commercial strategies, and the tactical execution of growing the Workflow Solutions products portfolio for STERIS.

Requirements

A Bachelor’s degree in an applicable field is strongly recommended.
10+ years of work experience, preferably in healthcare or medical environments related to sterile processing, OR, IT, system implementation, and/or project management arenas.
5-8 years sales leadership / business development experience with progressively increasing responsibility.
Specific asset management experience related to software sales to Sterile Processing Departments and customer’s management and leadership teams.
Demonstrated experience selling to SPD, OR and other clinical and financial stakeholders.
Demonstrated success selling products and services with a demonstrable ROI component.
A proven track record of successful sales leadership in the healthcare or medical field.
Strong people leadership experience with the ability to lead, motivate and influence a team of sales consultants and/or sales leaders.
Established and demonstrated ability to develop and maintain key Customer relationships.
Strong ability to influence others, develop partnerships, close sales, and work in a collaborative manner.
Demonstrated ability to develop and execute sales strategy with an emphasis on effectively working collaboratively with other commercial teams and implementing a plan to meet strategic objectives through leading a team of sales professionals.
Demonstrated history of influencing product design, capabilities and value proposition to effectively compete.
Demonstrated ability to evaluate competitive threats and position products and services in a differentiated and compelling manner.
Demonstrated success in selling into different markets with unique requirements and determinants for vendor selection.
Professional level written and oral communication skills.
Strong and effective negotiation skills
Excellent organization, prioritization, and time management skills
Effective analytical and problem-solving abilities

Responsibilities

Drive the SPM-based collaborative selling program working across all global commercial teams and provide Senior Leadership direction in all joint sales opportunities towards meeting established goals and meet Customers’ needs.
Identify and execute GPO agreements where advantageous to the business.
Establish and maintain MSAs with health systems to advance growth, defend revenue, and maintain or improve margin.
Map competitive and regulatory environment in OUS regions for product definition, enhancement roadmap and development justification.
Develop global strategy for Workflows Solutions in LATAM, EMEA, and APAC in partnership with senior leadership.
Guide and train commercial global commercial teams on Workflow Solutions products and sales strategies to drive growth.
Support regional and local Commercial teams in applied product knowledge, sales strategies, and product demo delivery.
Provide consolidated and continuous product enhancement feedback to NA Marketing team to ensure global competitiveness.
Monitors and reports global market trends to appropriate STERIS employees and implements appropriate region sales and marketing strategies to capitalize on all opportunities.
Partners with marketing to provide expertise and guidance on trends in software solutions and synergistic opportunities in the global healthcare market and incorporate relevant products into future product offerings.