Director Strategic Sales Pharma

The name Sotera Health was inspired by Soteria, the Greek goddess of safety, and reflects the Company’s unwavering commitment to its mission, Safeguarding Global Health®.

Sotera Health Company is a leading global provider of mission-critical sterilization and lab testing and advisory services for the healthcare industry. With a combined tenure across our businesses of nearly 200 years and our industry recognized scientific and technological expertise, we help to ensure the safety of millions of patients and healthcare practitioners around the world every year.

Across our 64 facilities worldwide, we have over 3,000 employees who are dedicated to safety and quality. We are a trusted partner to more than 5,800 customers in over 50 countries, including more than 40 of the top 50 medical device companiesand 9 of the top 10 pharmaceutical companies.

Job Summary

Reporting to the sr. Director Sales EMEAA, the Director of Strategic Accounts is responsible for a Sales Territory of Multi-National Accounts that use our facilities world-wide but are headquartered in the Europe as well as European business of Strategic accounts headquartered outside of Europe. The individual’s “book of business” provides Sterigenics 30M-40M EUR annually in sales. This position is the primary customer contact for all aspects of the customer relationship including but not limited to; Contracting, pricing, margin improvement, laboratory services, consulting services, quality issues, operational problems, validations, QBR’s, Payables and capacity planning. This individual will also be responsible for acquiring incremental revenue to meet budget on an annual basis.

Duties and Responsibilities

• Grow the assigned territory and improve our pricing margins with the existing business.
• Seek and obtain new sales within the base business and with other customers that may be assigned or developed by the successful candidate.
• Work with operations to ensure services are delivered as contracted.
• Re-contract the base business as required. Expand services and add customer acquisitions in support of annual revenue growth.
• Develop extensive relationships at multiple levels and functions with the accounts assigned.
• Assume the leadership role as the central point of contact at Sterigenics for each customer.
• Facilitate and lead all Sterigenics’ functions to service the customer and resolve any issues.
• Communicate the vision of the company with the customer. Generate both short- and long-term strategies for each customer to expand our business and influence.
• Work with Operations and Quality to provide a professional QBR (Quarterly Business Review) with each customer to review Sterigenics performance, customer performance, and address areas for improvement.
• Work with Operations, Quality, Finance, and Customer Service to service the customer and assure beneficial outcomes for Sterigenics and the customer.
• Assist in the continuous improvement and Operational Excellence in all areas of Sterigenics with quality, productivity and operational efficiency, and cost control/reduction.
• Provide annual forecasts by customer and by facilities for revenue and capacity support.
• Report issues and concerns that impact our ability to service our customers. Reports should be comprehensive and timely.

Supervision Given

May supervise the work of others.

Education Required

Masters degree within a Business or Science-related field.

Experience and Skill Required

• Minimum seven (7) to ten (10) years of progressively increasing experience in Strategic Sales preferably in a CDMO, Pharma,  healthcare or medical services/products industry.
• Demonstrated management of large multi-national customers preferred.
• Prior experience in Operations or Quality is an asset.
• Significant experience with advanced negotiations in a complex selling environment.
• Strong general business knowledge and a successful sales accomplishment record.
• Must be able be willing to travel up to 50%+ of the time; two (2) to three (3) day trips every other week.
• Computer Literate (Microsoft office suite, Database)
• Experience with CRM tools in support of opportunity management, pipeline and demand forecasting
• Fluency in English is written and spoken word required. Fluency in additional language’s German and French is preferred.
• Cultural sensitivity and sales experience dealing with different European cultures.

Sotera Health goes to market through its three best-in-class businesses – Sterigenics®, Nordion® and Nelson Labs®. Sterigenics is a leading global provider of outsourced terminal sterilization and irradiation services for the medical device, pharmaceutical, food safety and advanced applications markets. Nordion is the leading global provider of Co-60 and gamma irradiators, which are key components to the gamma sterilization process. Nelson Labs is a global leader in outsourced microbiological and analytical chemistry testing and advisory services for the medical device and pharmaceutical industries.