Job Information
STERIS CORPORATION Contract Sales Representative II in Mentor, Ohio
Contract Sales Representative II Req ID: 52605 Job Category: Customer Operations/Customer Support Location: Mentor, OH, US, 44060 Workplace Type: Hybrid 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 Contract Representative (CSR II) is responsible for maximizing the closed sale value for all contract renewals, new business, and warranty opportunities. The CSR II will coordinate and maintain the business pipeline in partnership with Area Service Managers (ASM) and Directors of National Accounts. The CSR II will deliver service agreement quotes and communicate the value proposition of the service offerings. In this role, the CSR II will deliver pricing for all accounts that they manage, confirm the inventory coverage and review terms and conditions while ensuring the service agreement meets profitability targets. The CSR II will utilize objection handling techniques and sales tactics for contract revenue generation. The CSR II is responsible for communicating the status of their pipeline, escalating obstacles to management, delivering quotes on time and proactively following up with Customers until the sale is closed. The CSR II should also identify opportunities to improve the sales process and participate in Kaizen and/or problem-solving events. Most of the contracts that the CSR II supports will be strategic accounts. They will work in partnership with the Director of National Accounts and be the point of contact for Master Service Agreements (MSA). The MSA support will include coordinating coverage for large Healthcare Institutions, Integrated Delivery Networks (IDN) and third-party Biomedical organizations. The CSR II will also be responsible for identifying government bid opportunities and delivering proposals that meet government requirements. This is a hybrid position. The team meets in the office on Wednesday and Thursday at our US Headquarters in Mentor OH. Duties Sales Responsibilities: Responsible for reviewing expired agreements and evaluating upselling opportunities Partner with ASM to define the pricing strategy for the renewal, warranty and new business opportunities Contact the Customer with a consultative approach to identify their needs Coordinate the sales process with key business stakeholders including service management, field service technicians, and sales account managers Deliver quotes to the Customer up to five months in advance of expiry Routine follow up with the Customer to obtain purchase order, overcome objections, and escalate price negotiations to field leadership to ensure Customer retention Evaluate terms and conditions, change requests and ensure legal approval Update service agreement pipeline status throughout the sales process in the CRM, including retention chance, primary contact(s) and most recent communication with Customer Code and evaluate losses Meet sales performance metrics for on time renewals, warranty conversions, pricing targets, and new business quota Key Account Support: Responsible for reviewing expired agreements and evaluating upselling opportunities Partner with Director of National Accounts to ensure the entire opportunity is quoted for the Customer Support the MSA creation process and ensure that all ongoing opportunities meet the MSA requirements Communicate the MSA requirements with the field organization Mentorship: Provide support for Contract Sales Representatives (CSR) inquiries Provide on the job training support and best practice advice for CSRs Demonstrate leadership and model depar