Position Summary

The Software Territory Manager (STM) at STERIS is the primary contact, sales representative, and sales consultant responsible for selling and supporting the SPM brand of software solutions products for sterile processing departments within a designated geographical area of responsibility. The STM is responsible for developing new business and expanding the base of business for intelligent solutions for sterile processing within hospitals and surgery centers. The position will support the Midwest region and can be located in Chicago, Detroit, St. Louis or Minneapolis.

This is a remote based customer facing position. To support and service our customers in the assigned territory candidates must be based out of the following states: IL, MI, MO, MN

Duties

• Responsible for the overall financial performance and Customer satisfaction during the sales process and a conscientious hand over to the Client Services account manager. Revenue gain will be obtained through new business and expanding or selling in new business to existing Customers. 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.
• Delineate and communicate the strengths and competitive advantages of SPM product, services and technologies and how the application of the product can assist the Customer in meeting their objectives. Use current available tools as well as develop and utilize subject matter expertise in:
  • Sterile Processing
  • OR/Perioperative and Surgical Services
  • Infection Prevention
  • Finance and Supply Chain
• Develop designated territory utilizing various resources and strategies such as:
  • Call on a wide spectrum of call points within hospitals and integrated delivery networks, including Sterile Processing Departments (SPD), IT, Operating Room (OR), Infection Control, Materials Management, C-suite (CEO, CFO, CMO, CIO) and maintain relationship continuity with CS-designated site visit accounts and product reference accounts.
  • Develop local and regional relationships with STERIS Healthcare counterparts including those within IPT Capital and Consumable, Surgical, Strategic Accounts, Corporate Accounts, US Endoscopy, and STERIS IMS organizations.
  • Actively participate in Customer functions, regional trade events, and associations to better enhance your understanding of the Customer’s business world, and how to meet those needs more effectively.

Duties - cont'd

• In collaboration with IPT sales counterparts, strategically plan and develop territory. Activities will include:
  • Planning account strategies, forecasting sales
  • Utilization of consultative selling techniques
  • Provide or arrange for product presentations, demonstrations, and site visits
  • Maintain current and competitive product knowledge
  • Maintain a clear understanding of market dynamics and products to match Company products and services to meet Customer needs.
• Effectively utilize company resources and systems for administrative, training, and tracking purposes including:
  • Complete all designated internal training and certification programs
  • Utilize company CRM and all other internal tools for necessary documentation of job functions
  • Actively participate in and complete all required training
  • Meet the administrative and reporting requirements set forth for all employees
  • Meet all requirements of company policies, including STERIS Code of Business Conduct standards

Required Experience

• 3 years of successful consultative sales experience.
• Bachelor's degree required.
• Successful sales experience in healthcare industry, preferred
• Demonstrated ability to successfully sell in the SPD space, preferred
• Knowledge of hospital SPD processes and environment, preferred.
• Demonstrated ability to work strategically and effectively collaborate with others
• Ability to engage others intellectually and empathetically
• Demonstrated ability to influence decision makers through behaviors and subject matter expertise
• Working knowledge of company, market, industry, and competition
• Proficiency with MS Office and ability to utilize CRM and other systems, tools.
• Ability to travel as necessary (overnight)
• Proficient in effectively discussing software, technology, and networking requirements with IT professionals, and following up, when necessary.

• Must be able to be compliant with hospital/customer credentialing requirements.

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