Area Vice President, Instrument Processing Solutions

Position Summary

The Area Vice President, IPS leads the growth and execution of STERIS Instrument Processing strategies nationwide. This role drives business and sales strategy, forecasting, revenue performance, and profit contribution while leading the Instrument Processing Business Development Team. The primary focus is accelerating growth of the OnSite Interim business across the country and expanding the ORC business in strategic markets. This leader builds strong Strategic Customer and IDN relationships, owns quota development, and ensures disciplined expense management to deliver sustained, profitable growth.

What you will do as Area Vice President, Instrument Processing:

• Develop and execute STERIS’s corporate-wide approach to serving Strategic Customers and IDN’s to channel partnerships across the entire breadth of STERIS Reprocessing portfolio.


• Develop forecasts, strategic plans, budgets, and presentations as required and present to the Management Team on an as needed basis.


• Ensure that sales forecast and delivery capabilities are in sync with financial rollup, monitor existing process, and introduce new tools and programs for improvement.


• Succeed in working and interacting in complex multi-tiered organization, driving behaviors in other parts of the organization to align to sales goals.


• Responsible for understanding the complexities of the reprocessing landscape across the US and proactively developing the strategy and alternative contingencies to ensure continued growth of the Instrument Processing business and long-term success of the ORC business model.


• Leads, develops, and coaches the Instrument Processing Business Development Team


• Directs internal cross-functional team as needed to secure and execute launch of new business for Customer.


• Develops and communicates launch requirements for new business with appropriate internal (STERIS) departments, the field sales team, and external Customer, to ensure all affected parties understand responsibilities and activities to maintain and continue business growth.


• Supports the Business Development Team to initiate, develop and build relationships with key and/or executive decision makers within strategic accounts and IDN’s.


• Leads complex negotiations, as needed, including terms and conditions, with Customers for successful awarding of contracts and/or business.

The Abilities, Skills, and Experience Required:

Required:

• Bachelor's degree required


• 15+ years related sales experience, with 10+ years of sales management experience


• 10+ years experience in problem solving and negotation


• 5+ years experience working at the C-level of Strategic Customers or IDNs


• 5+ years experience managing large, complex accounts


• 5+ years developing and analyzing complicated financial and operational data

Preferred: 

• MBA or other related graduate degree


• Project Management experience


• Experience managing, coaching, and mentoring senior sales staff