Sales Manager

STERIS a global leader in infection prevention decontamination services surgical and critical care technologies and a range of specialist services and products. STERIS Instrument Management Services (IMS) is the largest independent repair organisation of surgical devices and instruments in the UK and US. IMS provides independent repair and maintenance services for surgical instruments flexible endoscopes rigid endoscopes ophthalmic handpieces and complex surgical power devices. IMS also manfuactures and supplies surgical instruments. IMS is committed to rapidly growing its market share within Europe.

Reporting into the Sales Director IMS EMEA the Sales Manager IMS is responsible for the development and performance of all sales activities in the assigned region. The Sales Manager is responsible for achieving revenue profitability and growth targets in line with Company vision and values. The role is responsible for developing the STERIS IMS offering within the Iberia region.

The role is responsible for surgical instrument sales and associated surgical device repair services sales (surgical instrument repair rigid endoscope repair surgical power tool repair ophthalmic device repair) and associated products. The role also leads the growth and development of flexible endoscope maintenance category in the assigned region.

Responsible for the development and performance of all sales activities in the assigned region and assigned portfolio of products and services.

1. Creates advances and closes new business opportunities. Manage existing accounts to grow business.
2. Supports the Sales Director IMS EMEA to define plan and implement the IMS commercial strategy within the assigned region. Implements regional business plan and commercial strategy.
3. Utilizes advanced sales and Customer interaction skills to engage with Customers of varying levels including Managers Directors Doctors and other senior level Customers.
4. Performs applicable sales reporting tasks.
5. Manages CRM and pipeline in line with STERIS expectations. Consistently utilise sales tools and processes in line with STERIS expectations.
6. Identifies manages and grows opportunities with B2B and/or channel partners within assigned region.
7. Leverages STERIS Healthcare to grow IMS business unit.
8. Identifies and influences key opinion leaders; develops networks and relationships with Customers colleagues and advisors in the sector in order to maximise business opportunities.
9. Works closely and cooperatively with colleagues to ensure on-going delivery of service excellence. Work closely with colleagues analysing Customer needs and identifying customized solutions.
10. Supports the design development and implementation of marketing campaigns to promote IMS; represents IMS by attending congresses trade shows conferences events and functions as necessary.
11. Take orders record transactions and negotiate sales contracts with Customers. Support the collection of POs within prescribed timeframe.
12. Manages our response to relevant competitive tender processes. Participates in preparing quotations and technical documents for tenders or similar processes.

Participate in initiatives and activities that support the wider business

1. A minimum of five (5) years of sales experience preferably in the medical device or healthcare services industry with strong Customer focus.
2. Requires computer literacy to include word processing spreadsheet and relevant software applications capabilities.
3. Effective interpersonal skills as demonstrated through prior management experience.
4. Strong track record of business development commercial experience relationship management account development and retaining contracts within a demanding / complex environment. Ideally with a background in the Medical Device and/or Healthcare Services Industry.
5. Highly analytical numerical and financially astute able to support tender processes as well as Customer negotiations.
6. Demonstrable experience of building and sustaining commercial client relationships;
7. Excellent leadership and influencing skills; able to inspire and motivate teams as well as build strong relationships with Customers and colleagues across the wider group.
8. First class presentation and interpersonal skills; able to act as an Ambassador for STERIS IMS externally;
9. Ability to contribute positively influence and persuade at Board level;
10. Able to participate in projects and activities within the wider business;
11. Intellectually and professionally rigorous balanced with a hands-on down to earth approach;
12. High levels of energy and commitment to getting the job done and going the extra mile;
13. Values and outcomes orientated with high levels of integrity;
14. Robust and tenacious personality with the ability to inspire confidence energy and credibility.