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.
The Inside Sales Representative sells STERIS Endoscopy products and drives business in Healthcare facilities within the United States. They focus on customers who do not have a face to face relationship with an outside Sales Specialist. They support and work together with the outside Sales Specialists to generate new business and retain existing business. This position is part of the sales revenue channel for STERIS Endoscopy. The primary responsibility is selling STERIS Endoscopy Products, providing solutions and building relationships with Customers within a defined territory or region via phone or email. This role provides an opportunity for a career path to an outside Product (Sales) Specialist role.
What You Will Do
Achieves revenue and gross margin objectives. Maintains a minimum of 85% of plan YTD.
Establishes routine call patterns for contacting existing and prospective Customers by telephone and other means to create relationships and generate sales.
Provide Customers early notification of new products and product enhancements coming into the market.
Present clinical application and benefits of products.
Effectively manage sales calls and objections.
Execute on pre and post sales activities to support and accelerate the sales process, including:
Generating price quotes and approvals
Entering sample orders
Scheduling product in-services for outside sales team
Providing customers with product information
Filling out value analysis committee (VAC) information
Following orders through Purchasing Department
Responsible for product trials and sampling, however, may need to work in conjunction with field product Specialist to schedule product trials/in-servicing.
Prepares quotations for Customers that are consistent with all established pricing guidelines.
Assures Pricing/Margin offerings to customers are consistently within the guidelines established, while assuring our pricing integrity within our GPO and IDN groups
Drives compliance with IDN/GPO contracts by contacting smaller centers within the system to set up product trials and share contract pricing.
Participates in conference calls with the National Accounts department to assist in establishing contracts.
Responsible for working with the Product Specialist to renew expiring blanket/standing orders with the expectation to add additional products to the orders at the time of renewal.
Probes to fully uncover and understand customer needs, objectives and goals and effectively matches our products and services to assist in solving customer issues.
Coordinate with outside sales team to approach business in the most efficient way.
Analyze business to find best sales opportunities aligned with sales and marketing objectives, and plan strategy and activities accordingly.
Develop creative solutions to close business.
Monitor sales performance and adjust strategy accordingly.
Follow up on leads generated by marketing programs and e-marketing campaigns.
Follow up on product inquiries that come through the STERIS Endoscopy website.
Promote utilization of products.
Documents all activities in Sugar (Customer Relationship Management) database. Accesses, updates, and maintains customer computer database and record keeping systems for individual accounts.
Utilize Sugar CRM, Strategy Reports, and Sales Reports to appropriately target and manage business and profile customers.
Collaborate with Customer Service and communicates with internal departments to resolve:
Pricing inquiries and discrepancies
Sales orders on credit hold or pricing hold
Represent the department by participating on cross functional teams as needed.
Responsibility includes staying up to date on emerging trends affecting Hospitals, Ambulatory Surgical Centers, GI Facilities and Critical Access Hospitals with Sales and Marketing leaders to ensure that STERIS Endoscopy's response is out in front of competitor's responses.
Consistently acts in a manner that meets or exceeds customer expectations while considering the reasonableness of request and fairness to STERIS Endoscopy.
Establishes and maintains ongoing relationships and communicates competitor and industry updates to the Sales leadership team, the field and corporate support departments such as Marketing, Clinical, Contracting, etc.
Serves as the customer liaison within STERIS Endoscopy to resolve customer issues or concerns that may be voiced during a sales call.
Participates in Regional meetings, conference calls, and supporting activities.
Represents STERIS Endoscopy at local SGNA tradeshows and if needed will travel to accounts within their region to provide product in-service, customer support, etc.
Participates in training as required.
What You Need to be Successful
Bachelor's Degree required
Minimum of 2 years' experience in Outside Sales, Customer Service or Inside Sales (waived for internal candidates)
Outlook, Excel, Word, PowerPoint - Office based programs
Strong decision-making skills; understands how decisions impact the Customer and the Company
Strong analytic skills (data gathering, analysis, and recommendation development)
Must demonstrate a high level of professionalism and integrity
Excellent communication skills - written, verbal and presentation
Ability to handle multiple demands from many people and prioritize effectively
Ability to maintain composure under pressure
Offering You in Return
The opportunity to join a company that will invest in you for the long-term. STERIS couldn't be where it is today without our incredible people. That's why we share in our success together by rewarding you for your hard work. Hiring people who are in it for the long run with STERIS is our ultimate goal. We do this by providing competitive salaries, healthcare benefits, tuition assistance, paid-time off, holidays, matching 401(k), annual merit, and incentive plans. Join us and help write our next chapter.
STERIS is a $3B, publicly traded (NYSE: STE) organization with approximately 12,000 associates worldwide and operates 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.