Capital Account Manager

<div><div style='padding: 10px 0px;border: 1px solid transparent;'><div style='font-size:16px;word-wrap: break-word;'><H2 style='font-size: 1em; margin: 0px'><u><b>HOW YOU WILL MAKE A DIFFERENCE</b></u></H2></div><div><p style="margin-bottom: 8.25pt; margin-right: 0cm; margin-left: 0cm; font-size: 12pt; font-family: 'Times New Roman', serif;"><u>About you:</u></p><p style="margin-bottom: 8.25pt; margin-right: 0cm; margin-left: 0cm; font-size: 12pt; font-family: 'Times New Roman', serif;"><strong>Do you want to spend your working time making a difference in the world around you? Are you motivated by impactful work?

Do you have a passion for hunting new business, working within the healthcare industry, and consultative sales? If so, then a career with STERIS in our Capital team could be a great fit for you. </strong></p><p style="margin-bottom: 8.25pt; margin-right: 0cm; margin-left: 0cm; font-size: 12pt; font-family: 'Times New Roman', serif;"><u>About Us:</u></p><p style="margin-bottom: 8.25pt; margin-right: 0cm; margin-left: 0cm; font-size: 12pt; font-family: 'Times New Roman', serif;">At STERIS we are a leading global provider of products and services that support patient care with an emphasis on infection prevention.

Our mission is to help our customers create a healthier and safer world. Working at STERIS, you <strong>GROW</strong>, <strong>LEARN</strong> and <strong>MAKE A DIFFERENCE</strong>. </p><p style="text-align: justify; margin: 0cm 0cm 8pt; font-size: 11pt; font-family: Calibri, sans-serif; line-height: 107%;">We are currently recruiting for a Capital Account Manager vacancy.

The Capital Account Manager at STERIS is responsible for the overall financial performance and Customer satisfaction in the assigned territory of Leicestershire, Lincolnshire, Suffolk, Essex, Nottinghamshire.</p><p style="text-align: justify; margin: 0cm 0cm 8pt; font-size: 11pt; font-family: Calibri, sans-serif; line-height: 107%;">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. The Account Manger acts as a primary contact and sales consultant accountable for the customer experience.

They will be the first point of contact for all customer projects related to their products (existing departments to new constructions) from inception through implementation orchestrating both internal and external resources to ensure customer satisfaction. The capital Account Manager is expected to appropriately balance their time selling the company’s established line of products as well as all new product introductions.

Using their consultative selling skills and competencies and thorough understanding of the industry and market need, the Account Manager focuses on positioning the company’s products and services to provide solutions for our customers.</p></div></div><div style='padding: 10px 0px;border: 1px solid transparent;'><div style='font-size:16px;word-wrap: break-word;'><H2 style='font-size: 1em; margin: 0px'><u><b>WHAT YOU WILL DO</b></u></H2></div><div><ul style="margin-bottom: 0cm; margin-top: 0px;"><li style="line-height: normal; margin: 0cm 0cm 0cm 0px; font-size: 11pt; font-family: Calibri, sans-serif;">Actively identifies profitable revenue growth opportunities while maintaining account retention in assigned territory.</li><li style="line-height: normal; margin: 0cm 0cm 0cm 0px; font-size: 11pt; font-family: Calibri, sans-serif;">Calls on a wide spectrum of call point within hospitals and integrated delivery networks, including C-suite (CEO, CFO, CMO), SPD leadership, Risk Management, Materials Management, Bio-Medical, Infection Prevention Practitioners and nursing staff.</li><li style="line-height: normal; margin: 0cm 0cm 0cm 0px; font-size: 11pt; font-family: Calibri, sans-serif;">Develops and maintains consultative sales relationships with all key-buying influences in each account and continuously strengthens those relationships by both frequent communication and on-going self-education of the industry changes. Identifies and responds to key account technical and departmental decision makers’ needs.</li><li style="line-height: normal; margin: 0cm 0cm 0cm 0px; font-size: 11pt; font-family: Calibri, sans-serif;">Maintains complete knowledge of each account’s history, contacts, and current and long-term purchase plans for designated products.</li><li style="line-height: normal; margin: 0cm 0cm 0cm 0px; font-size: 11pt; font-family: Calibri, sans-serif;">Develops relationships with Customers in OR, ICU (all Critical care), ED, MM, EBME, SPD, Infection Prevention, Risk Management, Architects, Equipment Planners, Surgeons/Physicians and the CEOs, COOs, CNOs and CFOs.</li><li style="line-height: normal; margin: 0cm 0cm 0cm 0px; font-size: 11pt; font-family: Calibri, sans-serif;">Possesses a strong working knowledge of STERIS products and services (clinical applications, functions, features, and benefits) and how to properly position them as viable Customer solutions.

Understands and effectively presents technical literature and how it applies to solving the Customer needs.</li><li style="line-height: normal; margin: 0cm 0cm 8pt 0px; font-size: 11pt; font-family: Calibri, sans-serif;">Provides product demonstration, presentations and in-servicing based upon Customer’s needs.</li><li style="line-height: normal; margin: 0cm 0cm 8pt 0px; font-size: 11pt; font-family: Calibri, sans-serif;">Prepares analysis and develops the overall package for new sales. Negotiates Customer agreements while leveraging the complete product/services offering from STERIS working closely with our sales Business unit’s counterparts and National/Corporate Account Teams to finalize sales.

Ensures thorough knowledge of GPO contracts and their application to individual Account and IDN Health Systems. Maintains constant communication with all internal and external parties during the progression of the sales transaction.</li></ul></div></div><div style='padding: 10px 0px;border: 1px solid transparent;'><div style='font-size:16px;word-wrap: break-word;'><H2 style='font-size: 1em; margin: 0px'>Duties - cont'd</H2></div><div><ul style="margin-bottom: 0cm; margin-top: 0px;"><li style="line-height: normal; margin: 0cm 0cm 0cm 0px; font-size: 11pt; font-family: Calibri, sans-serif;">Acts as a first point of contact for all Customer projects from inception through implementation orchestrating both internal and external resources to ensure Customer satisfaction.

Ensures order processing, architectural service, construction, and shipment schedules to equipment installation are orderly and timely by communicating with all appropriate support functions (Project Managers, Traffic, Customer Service, Technical Service, etc)</li><li style="line-height: normal; margin: 0cm 0cm 0cm 0px; font-size: 11pt; font-family: Calibri, sans-serif;">Develops and implements annual business plans for territory/assigned accounts including, but not limited to, opportunity development, competitive strategies and targets to drive sales growth. Maintains and grows market share of all designated product/services.

Consistently analyses to improve and develop their franchise. Obtains highest margin and revenue sales goals by providing solution-based opportunities for the Customer</li><li style="line-height: normal; margin: 0cm 0cm 0cm 0px; font-size: 11pt; font-family: Calibri, sans-serif;">Forecasts orders and sales on a monthly, quarterly and yearly basis.

Understands and strives to provide accurate forecasts to be used for both manufacturing and financial reporting.</li><li style="line-height: normal; margin: 0cm 0cm 0cm 0px; font-size: 11pt; font-family: Calibri, sans-serif;">Provides analysis and reporting on win/loss and required business metrics as required.</li><li style="line-height: normal; margin: 0cm 0cm 0cm 0px; font-size: 11pt; font-family: Calibri, sans-serif;">Maintains thorough current and competitive product knowledge and clear understanding of market dynamics to match Company products and services to solve Customer needs.</li><li style="line-height: normal; margin: 0cm 0cm 0cm 0px; font-size: 11pt; font-family: Calibri, sans-serif;">Consistently studies and shares with peer’s competitive information gleaned from a variety of sources e.g. web searches, professional periodicals, Customer newsletters, Customer interactions and professional organizations.</li><li style="line-height: normal; margin: 0cm 0cm 0cm 0px; font-size: 11pt; font-family: Calibri, sans-serif;">Records Customer feedback and complaint information through the proper quality processes and channels.</li><li style="line-height: normal; margin: 0cm 0cm 0cm 0px; font-size: 11pt; font-family: Calibri, sans-serif;">Balances priorities so as to manage current Customer needs while reserving adequate time to prospect new business opportunities.</li><li style="line-height: normal; margin: 0cm 0cm 0cm 0px; font-size: 11pt; font-family: Calibri, sans-serif;">Effectively manages and utilizes company provided sales resources to maximize sales outcomes while providing best solutions to Customers.</li><li style="line-height: normal; margin: 0cm 0cm 0cm 0px; font-size: 11pt; font-family: Calibri, sans-serif;">Regularly interfaces with both STERIS and other pertinent business partners to enhance overall knowledge of market, products and services.</li><li style="line-height: normal; margin: 0cm 0cm 0cm 0px; font-size: 11pt; font-family: Calibri, sans-serif;">Participates in local Chapters CSC, IDSc and BSG or other relevant organizations including regional level buying groups.</li><li style="line-height: normal; margin: 0cm 0cm 8pt 0px; font-size: 11pt; font-family: Calibri, sans-serif;">Participates as an active member of Customer professional organizations in meetings and conferences as an educator and or exhibitor.</li></ul></div></div><div style='padding: 10px 0px;border: 1px solid transparent;'><div style='font-size:16px;word-wrap: break-word;'><H2 style='font-size: 1em; margin: 0px'>Required Experience</H2></div><div><ul style="margin-bottom: 0cm; margin-top: 0px;"><li style="text-align: justify; margin: 0cm 0cm 0cm 0px; line-height: 107%; font-size: 11pt; font-family: Calibri, sans-serif;">5 years’ sales experience consistently meeting/exceeding sales goals; minimum of 2 of the 5 years in successful B2B or medical device sales experience.</li><li style="text-align: justify; margin: 0cm 0cm 0cm 0px; line-height: 107%; font-size: 11pt; font-family: Calibri, sans-serif;">Successful history of selling new products, increasing product utilization, and protecting existing market share position.</li><li style="text-align: justify; margin: 0cm 0cm 0cm 0px; line-height: 107%; font-size: 11pt; font-family: Calibri, sans-serif;">Experience in medical and capital equipment sales; experience selling to a variety of departments with an emphasis on the OR and SPD is preferred.</li><li style="text-align: justify; margin: 0cm 0cm 0cm 0px; line-height: 107%; font-size: 11pt; font-family: Calibri, sans-serif;">Understanding of the hospital buying process including the role of National Accounts, GPO, IDN and Distributors preferred.</li><li style="text-align: justify; margin: 0cm 0cm 0cm 0px; line-height: 107%; font-size: 11pt; font-family: Calibri, sans-serif;">Excellent communication skills (verbal & written).</li><li style="text-align: justify; margin: 0cm 0cm 0cm 0px; line-height: 107%; font-size: 11pt; font-family: Calibri, sans-serif;">Demonstrated ability to build high level relationships.</li><li style="text-align: justify; margin: 0cm 0cm 0cm 0px; line-height: 107%; font-size: 11pt; font-family: Calibri, sans-serif;">Excellent presentation skills.</li><li style="text-align: justify; margin: 0cm 0cm 0cm 0px; line-height: 107%; font-size: 11pt; font-family: Calibri, sans-serif;">Excellent organizational skills.</li><li style="text-align: justify; margin: 0cm 0cm 0cm 0px; line-height: 107%; font-size: 11pt; font-family: Calibri, sans-serif;">Demonstrated influencing skills and the ability to understand the needs of and including people ranging from nurses to C-suite level decision makers.</li><li style="text-align: justify; margin: 0cm 0cm 0cm 0px; line-height: 107%; font-size: 11pt; font-family: Calibri, sans-serif;">Strong analytical and business acumen skills (capital and operational planning, P&L, knowledge of healthcare, etc.).</li><li style="text-align: justify; margin: 0cm 0cm 0cm 0px; line-height: 107%; font-size: 11pt; font-family: Calibri, sans-serif;">Excellent negotiation and closing skills.</li><li style="text-align: justify; margin: 0cm 0cm 0cm 0px; line-height: 107%; font-size: 11pt; font-family: Calibri, sans-serif;">Ability to travel as necessary (overnight).</li><li style="text-align: justify; margin: 0cm 0cm 0cm 0px; line-height: 107%; font-size: 11pt; font-family: Calibri, sans-serif;">Must possess excellent time management skills with ability to use independent judgement effectively.</li><li style="text-align: justify; margin: 0cm 0cm 0cm 0px; line-height: 107%; font-size: 11pt; font-family: Calibri, sans-serif;">Strong interpersonal communication skills specifically relating to project and conflict management.</li><li style="text-align: justify; margin: 0cm 0cm 0cm 0px; line-height: 107%; font-size: 11pt; font-family: Calibri, sans-serif;">Candidates must have a valid driver’s license and a clean driving record.</li><li style="text-align: justify; margin: 0cm 0cm 8pt 0px; line-height: 107%; font-size: 11pt; font-family: Calibri, sans-serif;">Proficiency with MS Office (Word, Excel, PowerPoint).</li></ul><p style="margin: 0cm 0cm 8pt; line-height: 107%; font-size: 11pt; font-family: Calibri, sans-serif;"> </p></div></div><div style='padding: 10px 0px;border: 1px solid transparent;'><div style='font-size:16px;word-wrap: break-word;'><H2 style='font-size: 1em; margin: 0px'>Preferred Experience</H2></div><div></div></div><div style='padding: 10px 0px;border: 1px solid transparent;'><div style='font-size:16px;word-wrap: break-word;'><H2 style='font-size: 1em; margin: 0px'>Skills</H2></div><div></div></div></div> <p> </p><p>STERIS is a leading global provider of products and services that support patient care with an emphasis on infection prevention. WE HELP OUR CUSTOMERS CREATE A HEALTHIER AND SAFER WORLD by providing innovative healthcare and life sciences products and services around the globe.

For more information, visit <a href="https://www.steris.com">www.steris.com</a>.</p><p>STERIS strives to be an Equal Opportunity Employer. </p>