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:
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.
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.
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.
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
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
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.
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
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
Consistent history of building solid business relationships with external customers as well as
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
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:
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
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
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