Cantel Medical

  • Director, Sales & Key Accounts

    Location CA
    Job ID
    2019-5317
    # Positions
    1
    Category
    Sales
    Company
    Montreal, QC
  • Company Overview

    At Cantel, preventing infection is our business. We are dedicated to delivering high-quality, innovative solutions that help our customers improve patient care. Choosing a career with Cantel means joining a company that’s driven by an entrepreneurial spirit and the passion to shape the future of infection prevention. If you want to be inspired by your work and have a hand in shaping the future of infection prevention, we want to meet you. Come and see why people love working here.
    Cantel is a leading global company dedicated to delivering innovative infection prevention products and services for patients, caregivers, and other healthcare providers which improve outcomes, enhance safety and help save lives. Our products include specialized medical device reprocessing systems for endoscopy and renal dialysis, advanced water purification equipment, sterilants, disinfectants and cleaners, sterility assurance monitoring products for hospitals and dental clinics, disposable infection control products primarily for dental and GI endoscopy markets, dialysate concentrates, hollow fiber membrane filtration and separation products. Additionally, we provide technical service for our products. Cantel medical is a leading provider of infection prevention products and services in the healthcare market, specializing in the following operating units:
    Medical
    Endoscopy procedure disposables include single-use valves and irrigation tubing. Medical device reprocessing systems, disinfectants, detergents and other supplies are used to disinfect high-level endoscopes. This segment is operated through MEDIVATORS.
    Life Sciences
    Water purification systems for dialysis facilities, including hemodialysis dialyzer and reprocessing systems, as well as sterilants and filtration products. This segment is operated through Mar Cor Purification, Inc. and MEDIVATORS.
    Dental
    Single-use, infection prevention products used primarily in the dental market including face masks, sterilization pouches, towels and bibs, tray covers, saliva ejectors, germicidal wipes, plastic cups and disinfectants. This segment is operated through Crosstex International, Inc.

    #CB

    Job Overview

    The Director of Sales & Key Account position is responsible for protecting and growing the Complete
    Circle of Protection portfolio within targeted healthcare systems within their region. The position serves
    as the project leader for developing the infection prevention strategic business plan for the targeted
    healthcare systems inclusive of key objectives, strategies, tactics and corresponding action steps. This
    is done with the intent of influencing and aligning key decision makers on the need to create, implement
    and enforce infection prevention strategies and protocols in GI and CSSD through our Complete Circle
    of Protection solution.
    The Director of Sales & Key Account is accountable for achieving the sales quota, profitability and
    marketing objectives of Cantel Endoscopy products (physician products/capital equipment/consumables)
    within a geography while operating within the Company policies/procedures and expense budget. He/she
    is accountable for hiring, managing and developing sales personnel within the region, and implements
    sales programs designed to increase sales. He/she plans, prioritizes, coordinates and reports on all
    sales-related and in-service activities within his/her assigned region.

    Main Responsibilities

    Partners with internal commercial team members to identify, secure and grow high value targeted
    healthcare systems.
     Leverages internal and external tools and resources, such as the Infection Prevention Assessment
    (IPA) tool, to educate targeted customers and stakeholders on the causes, risks, costs, penalties,
    and exposure of HAIs/HACs.
     Builds relationships throughout the decision-making hierarchy within the healthcare systems by
    providing guidance on why a more strategic collaboration with Cantel can have a measurable
    impact on infection prevention, patient safety, cost savings and outcomes.
     Develops, maintains, communicates, and manages the targeted Healthcare Systems Infection
    Prevention Business Plans.
     Partner and leverage key cross-functional team members, including but not limited to Sales,
    Service, Marketing, Clinical Education, Strategic Accounts, Finance, Legal, Compliance, R&D and
    Executive Management as needed to achieve the business objectives for their respective
    healthcare systems/region.
     Develops and delivers quarterly reviews to ensure key infection prevention plan initiatives and
    financial commitments are being achieved, accomplished, and measured for both the CCOP
    programs and that of the Sales Executives and their territories.
     Assist sales executives with developing, implementing, and managing compliance of contracts
    within respective regional and local health systems/region.
     Manage and direct sales executive(s).
     Demonstrate and lead by the Cantel Values and Leadership Principles.

    Develops and implements business plans under the Direction of the VP of Sales. Achieves sales
    quotas by driving sales team to deliver above market share growth through product sales
    introductions in assigned territory. Implements sales strategies and tactics for the region, promoting
    products to existing and new customers through Cantel Endoscopy Sales Team.
     Recruits, hires, trains and manages an effective sales growth orientated team, Sales Executives.
    Maintains routine and robust lines of communications, field rides, management support, leadership
    performance and development of each team member. Conduct routine performance reviews (field
    ride evaluations) that are both qualitative and quantitative with each team member as well as the
    VP of Sales.
     As often as needed, provide updates/information and direction to the regional team regarding new
    developments, competitive activity, new products or any other topic that may have an impact on the
    regional business.
     Communicate with Cantel Endoscopy internal management on region activities, regional concerns
    and competitive activity. Agree to and implement changes in objectives or sales-support programs
    resulting from current market conditions.
     Assure compliance with all Cantel Endoscopy policies.
     Manage CRM usage within in the region and have bi-weekly follow-up/review on activities with-in
    the region.

    Qualifications

    Bachelor’s Degree or equivalent in business, marketing or related field is required. A Master’s
    degree is preferred.
     Minimum of eight (8) years’ experience working in medical device or business to business sales
    with three (3) years of management experience is preferred.
     Strong understanding of Cantel’s product portfolio of the medical business.
     Must be able to prospect and identify top key Accounts to sell infection prevention solutions.
     Strong analytical skills and proactive problem-solving skills are critical to success.
     Demonstrated ability to build strategic relationships with all levels of decision makers to include
    Senior Vice President and C-suite decision makers.
     Possess business acumen for strategic thinking and tactical execution.
     Must be flexible and perform a variety of complicated tasks (multitask) with accuracy and
    efficiency.
     Ability to manage projects and meet deadlines.
     Position requires good interpersonal skills, clear and concise communication skills, and
    teamwork in dealing with people at all levels in the company.
     Must be proficient in Microsoft Office.
     Must be able to travel 60% of the time within a defined region.

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