Key Accounts Engagement Director

Company: STERIS
Location: Birmingham
Posted on: November 22, 2021

Job Description:

STERIS is a leading provider of infection prevention and procedural products and services, focused primarily on the critical markets of healthcare, pharmaceutical and research and medical devices. Our mission is to help our Customers create a healthier and safer world by providing innovative healthcare and life science product and service solutions around the globe. We have 12,000 employees worldwide, with over 3,000 in Customer-facing sales and service roles. Founded as Innovative Medical Technologies in Ohio in 1985, the company was renamed STERIS in 1987. Many of the businesses that have been acquired and integrated into STERIS have much longer operating histories, notably the American Sterilizer Company founded in 1894. The STERIS Vision is inspired by our Customers' efforts to create a healthier and safer world, and guided by our legacy of leadership and innovation; we strive to be a Great Company. To STERIS, this means we will make a difference by providing world-class product and service solutions for our Customers, safe and rewarding work for our People, and superior returns for our Shareholders.Position SummaryThis position is responsible for STERIS Portfolio Engagement and Growth with Industry Strategic Partners; this includes but is not limited to a focus on Portfolio Representation, Project Management/Development, Strategic Relationship Building and Discretionary Strategic Initiatives. This position is responsible for identifying solutions for our Customers regarding optimizing repair and capital departmental budgets. The position is responsible for building and maintaining relationships with Industry Partners such as Consulting Firms, Healthcare Aggregate and Alliance groups, as well as Other Critical groups identified by STERIS Executive Leadership.This Individual should be well versed on discussions around ensuring devices and Instruments are procedural ready while using data and analytics. This position will strive to align STERIS products and services to Customer Strategic Goals, Initiatives and Business Objectives. The position will work closely and cross-functionally with STERIS sales leadership, corporate accounts, strategic accounts, field sales, service, corporate product management, and sales management to ensure the Customer is receiving the proper level of support that is in line with the broader objectives being managed by the Corporate Customer.National field based role. Candidate can be based in any major city.Duties- Account Penetration - Develop and implement the strategies and tactics necessary for successful penetration at key Customer accounts. Manage aspects of agreements from RFP to inception, through termination or renewal of the agreement. Determines if / when any terms need to be approved by STERIS Legal Department.- Account Development - Develop business plans and strategies with key Customer groups and key consultancy firms ensuring the entire STERIS solutions portfolio, industry trends, and strategic business reviews are presented routinely. Drives highly competitive solutions to current and target Customer accounts. Maintains high level effective relationships with healthcare consultants to ensure STERIS is viewed in a value-add light and that our full cadre of services is considered as valued. Is a trusted business advisors to the groups they support. Implements initiatives for key groups to routinely participate in the STERIS Customer Solutions engagements for strategic initiatives- Contract Development - Leverage the corporate accounts team to ensure IDN and GPO negotiations and contract languages are structured to not jeopardize other agreements and relationships- Project Management & Implementation - Manage all aspects Surgical Device and Instrumentation implementation of Corporate relationships from coordination of internal and field based STERIS resources maintenance and of applicable Customer databases and phasing of orders and shipments to make it easier for these large Customers to do business with STERIS and ensure successful project execution.- Strategic Planning By utilizing the Customers data and analytics to provide highly influential and prepared reporting that ties directly to benchmarking, root cause analysis, and solving problems. In addition to developing slide decks to STERIS Corporate Senior Management as required to assist with determining the success and profitability for assigned accounts.Duties Cont- Strategic Planning - Develop accurate pipeline on multiple planning horizons 1 year, 2-3, 4-5, and 5+ based on conversations and meetings with large firms. Outcomes based planning driving success with strong objective and goal setting capabilities. Will need to build project teams of internal resources across business lines to achieve success. The position will work closely and cross-functionally with STERIS sales leadership, corporate accounts, strategic accounts, field sales, service, corporate product management, and sales management to ensure the Customer is receiving the proper level of support that is in line with the broader objectives being managed by the Corporate Customer.- Market Development - Identify and develop alternative market opportunities through Corporate contacts that are not a part of the field sales representatives normal call patterns.- Budget Solutions - Identify solutions with a focus of the repair of medical equipment, certified pre-owned equipment and products spend tied to optimizing repair and capital department budgets- Market Trends and Education - Provide ongoing training and education to members of the firms to ensure that they are always up to date on how STERIS can better help them serve their Customers. Be a credible external conduit to the market. Be ready to bring internally competitive information, permanently have their ear to the ground for new opportunities, competitive challenges, and market trends.- Build Trusted Relationships - Provide consistency, stability and peace of mind to large firms that no other vendor can support their needs and their Customers needs as well as STERIS.Education DegreeBachelor's DegreeRequired Experience- Bachelors degree; Advanced degree preferred- Minimum 15+ years of successfully documented medical sales experience (preferably from STERIS or STERIS IMS). Must demonstrate knowledge and routine application of key project activity, trend of strong sales achievement and managing sales teams directly or indirectly.- Included, 5+ years of successfully documented experience leading a Sales or Corporate Accounts team in a management role; will consider other relevant experience. Specifically need management experience with leading field teams and influencing/leading direct and indirect reports.- Extensive knowledge of the hospital market, healthcare industry, instrument processing and planning cycles- Superior interpersonal skills and the ability to work with other functional groups.- Excellent communication skills, both written and verbal are essential.- Excellent organizational skills, demonstrated ability to multitask while maintaining a meticulous attention to detail.- Demonstrated ability to develop and execute strategic short and long-term goals, coupled with the ability to take responsibility for and deliver on the objectives.IND123

Keywords: STERIS, Birmingham , Key Accounts Engagement Director, Executive , Birmingham, Alabama