Director, Corporate Accounts in Fresno CA

Full-time @Steris in Business Manager jobs , in Field Sales jobs , in Inspector jobs , in Management , in Manager jobs , in Medical jobs
  • Fresno, CA, US, 93704 View on Map
  • Apply Before : August 18, 2022

Job Description

Join Steris as Director, Corporate Accounts in Fresno California. At the Steris you will perform tasks as listed below, Apply Steris career in Fresno CA.


Position : Director, Corporate Accounts

Job Category: Sales

Work location : Fresno, California

Job Segment : Manager, Medical, Field Sales, Inspector, Business Manager, Management, Healthcare, Sales, Quality



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, Corporate Accounts, you are responsible for successfully managing selected key corporate customer relationships. The focus will be on large IDN’s, and other high priority hospital systems as designated, in order to develop long term relationships and maintain a favorable image of STERIS Corporation as a customer-focused healthcare leader. Through these efforts STERIS will identify and develop alternative market opportunities by establishing and leveraging contacts that are not a part of the field sales representative’s normal call patterns. It is essential that this person not only possess extensive knowledge of STERIS’s products and services, but be well versed on internal capabilities that can be leveraged to more effectively support large customers and be able to effectively negotiate internally and externally. This position is home-based; ideal candidates will be based out of Fresno, California or any major metropolitan city in Southern California.
What You Will Do:

Manage internal and external resources to ensure successful contract negotiations and implementation. 
Meet with executives at Corporate headquarters to negotiate compliance-oriented agreements with key Corporate Accounts in order to develop long term relationships and maintain a favorable image of STERIS Corporation as a Customer-focused leader in infection prevention and surgical support systems.
Ensure the success of existing and new products and services through focused programs at key Corporate Accounts and as a field sales support mechanism.
Develop and implement the strategies and tactics necessary for successful penetration at key Corporate Accounts. Manage all aspects of Corporate Account agreements from inception, non normal business transactions through termination or renewal of the agreement.
Provide progress reports and other statistical analysis to Corporate Senior Management as required to assist with determining the success and profitability for all contracted accounts.
Identify and develop alternative market opportunities through Corporate contacts that are not a part of the field sales representative’s normal call patterns.
Identify opportunities to increase existing business, managing a range of ten to fifteen accounts, being a combination of GPO’s and Health Systems. 

Determine key contacts within account to perform needs analysis. 
Meet with key contacts to uncover opportunities to solve customer issues and uncover future growth potential. 
Complete analysis of existing business. 
Align plan with corporate strategy, encompassing all business units.

What You Will Do Cont’d:

Develop Strategy for the specific opportunities 

Engage field teams as appropriate based on uncovered customer issues and needs
Identify solutions to solve customer needs. 

Short Term
Long Term 

Identify STERIS resources needed 
Organize resources and gain alignment among business management to ensure resource availability, alignment and cooperation
Develop scorecard to monitor progress

Focus product growth in accounts. 
Overall product growth
Revenue growth
Number of quotes generated for IDN customers
Margin improvement
Customer expectations as needed
Net Promoter Score

Define next steps with deliverables and timelines
Clarify roles and responsibilities
Communicate strategy and actions to all parties

Execute Strategy

Implement action plan as defined
Ensure field team is communicating and following up according to the strategy plan and agreed upon timeline

Communicate results, adjust strategy as needed and redeploy resources 

Utilize scorecard as basis for adjustments needed

Collaborate with field and corporate management to regularly evaluate targets and determine program focus and priority based on Customer’s:

Structure and ability to drive compliance and standardization among its system facilities
Expressed and/or demonstrated value in relationship management structure with vendors
Identified opportunities for growth or potential revenue / market share loss in the following categories:

Long term. 
Investment for strategic imperative. 
Competitive positioning. 
Direct revenue return on investment. 

Determine if a Corporate Account should be pursued as an investment for strategic reasons. 

Market presence needed
Competitive disruption

Develop and manage strategy for pricing models

Work with field teams to adjust pricing for competitive landscape 
Leverage corporate accounts team to ensure IDN negotiations and languages are structured to not jeopardize GPO agreements and relationships
Communicate GPO conflicts as necessary to field and customer to ensure pricing integrity
Work with business units to uncover and develop value added offerings to provide as part of IDN relationship 

Develop reporting to meet customer needs

Product specific
Customer required
Enterprise business reviews

Deploy internal resources to manage contract details. 

New products added
Customer shifts on and off agreements
Pricing changes
Agreements loaded into STERIS systems

Plan and present enterprise business reviews. 

Regularly scheduled (quarterly, bi-annually, annually)
Predictable format
Standardized expectations
Resulting deliverables that increase STERIS share of wallet

Monitor and enforce the compliance expectations Corporate Accounts customers have committed to in agreements. 

Education Degree
Bachelor’s Degree
Required Skills & Experience:

Bachelor’s degree required, MBA preferred
10+ years of documented successful healthcare sales and/or marketing experience; strong preference is given to internal STERIS and Cantel candidates
3+ years of sales management experience required
Demonstrated ability to lead and/or influence a cross functional team and operate successfully in a highly complex environment
Strong analytical, strategic and problem-solving capabilities
Strong negotiation skills. Must be able to improvise in customer situations towards a successful resolution
Proficient in Excel, PowerPoint, Word, Outlook, etc.
Excellent communication skills; written, verbal and presentation
Must possess a strong personal presence
Project management skills
Ability to handle multiple demands from many people and prioritize effectively
Ability to stay calm in all circumstances and always demonstrate a “can do” attitude. Finds opportunity in difficulties
Ability to travel upwards of 50%


STERIS is a leading provider of products and services that meet the needs of growth areas within Healthcare: procedures, devices, vaccines and biologics.  We exist to fulfill our MISSION TO HELP OUR CUSTOMERS CREATE A HEALTHIER AND SAFER WORLD. STERIS is a $3B, publicly traded (NYSE: STE) company with approximately 16,000 associates and Customers in more than 100 countries.

If you need assistance completing the application process, please call 1 (440) 392.7047. This contact information is for accommodation inquiries only and cannot be used to check application status.

STERIS is an Equal Opportunity Employer.  We are committed to equal employment opportunity and the use of affirmative action programs to ensure that persons are recruited, hired, trained, transferred and promoted in all job groups regardless of race, color, religion, age, disability, national origin, citizenship status, military or veteran status, sex (including pregnancy, childbirth and related medical conditions), sexual orientation, gender identity, genetic information, and any other category protected by federal, state or local law.  We are not only committed to this policy by our status as a federal government contractor, but also we are strongly bound by the principle of equal employment opportunity.

The full affirmative action program, absent the data metrics required by § 60-741.44(k), shall be available to all employees and applicants for employment for inspection upon request. The program may be obtained at your location’s HR Office during normal business hours.

Nearest Major Market: Fresno

Job Tags : Steris careers in Fresno, Sales jobs in Fresno CA, Manager jobs hiring, Medical jobs in Fresno, Field Sales careers, Fresno jobs in Manager sector, Jobs nearby in Fresno California, Steris hiring nearby me in Fresno CA, Inspector jobs,

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Required skills