Cantel Medical

  • Sr Director, International Sales

    Location US | CA
    Job ID
    2019-5325
    # Positions
    1
    Category
    Management
    Company
    Cantel Global
  • 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

    This individual will need be a leader with considerable business experience in sales growth, mentoring
    skills, and problem solving. This individual will be accountable for a Global Plan, that includes
    combined sales target for all the territories in the regions, executing on commercial & service
    initiatives, and support of all the Corporate accounts in that geography. Below is a listing of the job
    requirements:

    Main Responsibilities

     Carrying out and delivering initiatives as mandated by Senior Management:
    o Sales Growth per the Territory and Regional budget
    o Contract negotiations
    o New Product Introductions (NPI)
    o Technical comprehension of the product offering
    o Training capabilities for Sales techniques and guidance
    o Knowledge of our Medical, BSP, Dialysis, and Filtration businesses
     Develops and implements business plans. 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 region, promoting products to existing and new
    customers.
     Establishes and develops rapport with key customers in and out of region. Engages with
    customers to lead and manage positive and productive relationships. Provides timely and
    meaningful customer reviews.
     Recruits, hires, trains and manages an effective sales growth orientated team. 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.
     Establish territory targets as required. Meet or exceed, region sales targets to ensure
    achievement of the sub-region sales budget.
     Manage customer pricing for products in the region within established guidelines, to ensure
    delivery of gross profit margins.
     Develop short and long-range region by region goals and objective that align with the strategic
    growth plans of the business.
     Identify and communicate new business and/or product enhancement opportunities. Lead
    activities to capitalize on new sales and business development opportunities within the region.

     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.
     Maintain all correspondence for region utilizing sales tools such as Salesforce.com
    appropriately.
     Monitor and report competitive activity within the region.
     Communicate with 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 policies.
     Capable of using the Computer Tools (Microsoft Office) for generating reports and creating
    tools to be used in the work place. Additionally, be able to train the Field Sales team in the use
    of these tools.
     This position will report directly to the President of Canada, Asia Pacific, and Other (BSP,
    Dialysis, Filtration, and CES).
     Weekly summary reports into President of the region
     Bi-Weekly calls with all direct reports; documented and process driven requesting formalized
    presentations on the regions and activity
     Utilization of all BI, CRM, and reporting tools available through Cantel
     Building out of AOP and business plans for regions going forward.

    Qualifications

     Must have at least 5 years of experience in sales management or corporate account
    management that is applicable to the Cantel Medical business.
     Must have at least 3 years international sales experience.
     Must have 3 years of experience in managing Distributors and distribution channels as well as
    end users.
     Must have experience with large contract negotiations.
     Willing to travel internationally 60%
    DESIRED CHARACTERISTICS FOR THE POSITION:
     Has demonstrated fiscal responsibility in managing product margins and cost of sales
    expenses.
     Consistent history of building solid business relationships with external customers as well as
    Internal employees.
     Must be able to communicate at the C-Level and below for all type of Cantel accounts.
     Excellent organizational skills, and capable of generating required reports and forecasts.
     Proven success in achieving sales objectives in a variety of distribution structures and product
    segments.
     Understands various sales strategies in order to capitalize on opportunities and competitive threats.

    Consistent history of establishing and maintaining excellent relationships with internal and external
    customers, and teamwork with internal support personnel.
     Strong analytical capability to understand deal profitability and problem solving.
     Strong presentation skills and confidence.
     High level of proficiency in relevant software programs (including Salesforce.com, Excel, Word and
    PowerPoint) and automated sales forms/tools.
    EDUCATION REQUIRED FOR POSITION:
     BA or BS degree in business or related health care field.

    IDEAL CANDIDATE PROFILE:
    Leadership Attributes:
     Is decisive; takes independent action and calculated risks
     Has the confidence, presence and ability to inspire, influence and motivate people
     Listens to and values feedback; supports and explains reasoning for decisions
     Is an effective mentor and coach to team members
     Respectful of, and actively solicits, team member opinions
     Has the ability to implement change to positively affect results
    Customer Service Attributes:
     Has a history of establishing and maintaining authentic customer relationships
     Displays courtesy and sensitivity in resolving difficult or emotional customer situations
     Exhibits effective listening and comprehension skills
     Strives for ‘win-win’ solutions to problems/opportunities
     Solicits customer feedback to improve product or service
    Personal Characteristics:
     Exhibits a high energy level and positive outlook
     Looks for and takes advantage of business growth opportunities
     Self-evident ability to develop a plan, implement effectively and deliver results
     Is persuasive and resilient in overcoming objections
     Exhibits sound and accurate judgment

    Personal Principles:
     Driven to achieve established goals
     Takes accountability for own actions and those of regional personnel
     Works to do what’s right; trustworthy, open and honest
     Displays a commitment to excellence

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