Account Manager in McAllen TX

Full-time @Steris in Account Manager , in Marketing , in Marketing Manager , in Medical Device Sales , in Medical Sales , in Sales
  • McAllen, TX, US, 78504 View on Map
  • Apply Before : November 15, 2022

Job Description

Join Steris as Account Manager in McAllen Texas. At the Steris you will perform tasks as listed below, Apply Steris Sales careers in McAllen TX.

 

Position : Account Manager

Job Category: Sales

Work location : McAllen, Texas

Job Segment : Medical Device Sales, Medical Sales, Account Manager, Marketing Manager, Sales, Marketing

 

Description: 

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.

Our Healthcare Customers are federally mandated (by Center for Medicare & Medicaid Services or CMS) requiring vendors to have the COVID-19 vaccination or an approved exemption.  There are select Customers who do not accept any exceptions. Unvaccinated Associates may be excluded from working at a Customer site, require routine testing with an approved exemption (if accepted by the Customer) or have limited Customer access impacting their ability to remain employed. Additionally, we may be required to meet state mandates on COVID-19 vaccination, exemptions and/or booster requirements. This position is a Customer-facing role that falls under a state or CMS mandate.
Position Summary
TITLE: Capital Account Manager

DEPARTMENT: Infection Prevention Technologies

REPORTS TO: Region Manager
Duties

Achieve Financial Objectives:
Develops, communicates, and executes a yearly business plan for capital and associated consumable goods.
Submits and executes an accurate forecast (within a +/- 10% variance) for Capital and associated consumable products on a monthly and quarterly basis.
Achieves all revenue, gross margin, and focus product objectives established by the Business Unit.
Utilizes all company resources appropriately including T&E, free goods, and samples. Assures utilization of company resources are within company standards.
 Assures Pricing/Margin offerings to customers are consistently within the guidelines established by the Business Unit, while assuring our pricing integrity within our GPO groups, and within our Healthcare indexing groups (MDByline, ECRI).
 Negotiates capital and associated consumable agreements where both parties agree to a beneficial solution.
Communicate and Develop Cross-Functional Relationships:
 Treats every internal team member at STERIS as a customer; with respect and dignity.
 Leads cross-functional field teams in strategizing, planning, communicating, delivering integrated solutions to customer base.
Shares success stories, best behaviors, losses, competitive data, strategies and tactics across the breadth of the organization.
 Participates in integrated team activities (training, focus panels) for the betterment of the organization.
 Develop relationships with customers in GI, SPD, OR, IC, MM, Biomed and the CEOs, COOs and CFOs.
Establish and maintain ongoing relationships and communications with counterparts in Clinical Education, Surgical/Critical Care, Technical Services, Sterile Processing, and Home Office Support.
 Take Care of Customer Needs:
Consistently acts in a manner that meets or exceeds customer expectations while considering the reasonableness of request and fairness to STERIS.
 Ensures customer’s needs are communicated and interpreted throughout the appropriate channels.
Actively integrates into our customer’s business world via membership to customer group functions and associations. Participates in local Chapters, SGNA, APIC, CS and AORN, etc.
Probes to fully uncover and understand customer objectives and goals and effectively matches our products, services and technologies to assist in solving customer issues.
 Maintains good customer relationships via truthfulness, integrity, and delivering on commitments.
 Utilize value added services in the selling process to differentiate STERIS from its competitors. This includes: TSSR, Inservice video, sizing studies, equipment audits, CEU training and proportioners.
Ensure a thorough knowledge of GPO contracts and their application to individual accounts.
Develop relationships with distributors educating on our product line to maximize sales opportunities within distributor accounts.
Manage the after sale process, including in-servicing to ensure customers have thorough knowledge of the safe use of the equipment and chemistries.

 

#LIVF
Duties – cont’d
Education Degree
Bachelor’s Degree
Required Experience
Technical and Clinical Knowledge and Application:

— Capable of delineating and communicating the strengths and competitive advantages of STERIS products, services and technologies and how the application of these can assist the customer in meeting their objectives. Uses current available tools to provide a total solution to the customer, to ensure their capital and associated consumable needs are met.

— Given strength of technical and competitive knowledge, is capable of defining and delivering value propositions to diverse buyers with diverse objectives.

— Proactively looks for new opportunities to gain technical and competitive knowledge from varied sources (internet, publications, trade shows, customer organizations).

— Successfully completes new product sales training program(s).

• Territory Planning and Management:

– Develop, communicate and execute a strategic business plan for both capital and associated consumable goods.

– Establish routine call patterns for both capital and associated consumable products.

— Defines top business priorities and activities, and time to be applied to achieve; works diligently to maintain course on proactive measures, and minimize reactive elements.

— Defines customer’s expectations of interface with STERIS Corporation, thereby allowing consistent planning of meeting the known instead of reacting to the unknown.

— Assures proper pre-call planning and preparedness, allowing for better utilization of time, and better execution while in the accounts.

— Organize and run successful trials within the territory, with a minimum of 25% win rate.

— Submit weekly automated call report including win/loss information.

• Personal Growth and Development:

— Seeks challenging, difficult selling situations to position for growth (CEO/CFO calls)

— Seeks and is receptive to continual feedback from customers, managers, peers to understand how they can perform more efficiently and effectively in the future.

— Actively participates in customer functions and associations to better enhance their understanding of customer’s business world, and how to meet those needs more effectively.

— Seeks training opportunities to improve personal growth and development.

— Seeks teaching opportunities at training or sales meetings to further enhance and share the new skill sets acquired.
Preferred Experience
Three (3) to Five (5) years successful sales experience, which includes a minimum of two (2+) years successful B2B or Medical Device or Medical Consumables sales experience.

· Demonstrated concept selling skills

· Understanding of the hospital buying process including the role of National Accounts, GPO, IDN and Distributors preferred

· BA/BS Degree required (Business or Marketing preferred)

· Strong communication skills

· MS Office (Word, Excel, PowerPoint)
Skills

 Sales Leadership
Strong Customer Focus
 Overcomes Objectives
Strong Negotiation Skills
 Influencing Skills
 Interpersonal Savvy
 COS – Selling Skills
 Listening Skills
 Results Driven
Self-motivated / Self-driven
Goes Beyond the Basic Requirements
Persistent / Tenacious
Has a Sense of Urgency
Understands the Balance between Customer Demands and STERIS needs
 Professionalism
Able to Adapt to Change
 Utilizes Self-Development
 Displays a Positive Attitude
 Business Acumen
 Computer Application Skills
MS Office / PowerPoint / Excel
 Strategic vs. Reactive / Tactical
Utilizes Resources Effectively (ie, other STERIS teams, resources, etc.)
 Good Time Management Skills
 Ability to Delegate Appropriately
Organizational Skills
 Able to develop Creative Solutions
 Ability to Learn the Business
 Forecasting Skills
Data Analysis Skills
 Understands the Technical Application of STERIS Products
 Understands products and can match to customer needs
Current on industry knowledge and changes
 Current on competitor strategies, product, and pricing
 Able to apply product knowledge to effectively position STERIS
 Early Adopter Mentality
Pro-active vs. reactive when adopting new products
Understands challenges with product introductions and communicates clear expectations to customers
 Has the ability to understand vision behind “first to market” with game changing products/services
Communication
Written & Verbal
 Presentation Skills
Ethics / Integrity
Embraces STERIS set of core values (STERIS Way)
 Accepts responsibility in face of adversity
Trusted to do the right thing even when challenged to push the envelope beyond core values
Appreciates and maintains confidences
Truthful
Safety Oriented
 Employs good safety practices routinely
 Operates vehicles following safe driving principles
 Assures that safety is considered first in all activities

 

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: Mc Allen

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Required skills