Contract Sales Representative II

Contract Representative (CSR II) is responsible for maximizing the closed sale value for all contract renewals, new business, and warranty opportunities. The CSR II will coordinate and maintain the business pipeline in partnership with Area Service Managers (ASM) and Directors of National Accounts. The CSR II will deliver service agreement quotes and communicate the value proposition of the service offerings.

In this role, the CSR II will deliver pricing for all accounts that they manage, confirm the inventory coverage and review terms and conditions while ensuring the service agreement meets profitability targets. The CSR II will utilize objection handling techniques and sales tactics for contract revenue generation.

The CSR II is responsible for communicating the status of their pipeline, escalating obstacles to management, delivering quotes on time and proactively following up with Customers until the sale is closed. The CSR II should also identify opportunities to improve the sales process and participate in Kaizen and/or problem-solving events.

Most of the contracts that the CSR II supports will be strategic accounts. They will work in partnership with the Director of National Accounts and be the point of contact for Master Service Agreements (MSA). The MSA support will include coordinating coverage for large Healthcare Institutions, Integrated Delivery Networks (IDN) and third-party Biomedical organizations. The CSR II will also be responsible for identifying government bid opportunities and delivering proposals that meet government requirements.

This is a hybrid position. The team meets in the office on Wednesday and Thursday at our US Headquarters in Mentor OH.

Sales Responsibilities:

1. Responsible for reviewing expired agreements and evaluating upselling opportunities
2. Partner with ASM to define the pricing strategy for the renewal, warranty and new business opportunities
3. Contact the Customer with a consultative approach to identify their needs
4. Coordinate the sales process with key business stakeholders including service management, field service technicians, and sales account managers
5. Deliver quotes to the Customer up to five months in advance of expiry
6. Routine follow up with the Customer to obtain purchase order, overcome objections, and escalate price negotiations to field leadership to ensure Customer retention
7. Evaluate terms and conditions, change requests and ensure legal approval
8. Update service agreement pipeline status throughout the sales process in the CRM, including retention chance, primary contact(s) and most recent communication with Customer
9. Code and evaluate losses
10. Meet sales performance metrics for on time renewals, warranty conversions, pricing targets, and new business quota

Key Account Support:

1. Responsible for reviewing expired agreements and evaluating upselling opportunities
2. Partner with Director of National Accounts to ensure the entire opportunity is quoted for the Customer
3. Support the MSA creation process and ensure that all ongoing opportunities meet the MSA requirements
4. Communicate the MSA requirements with the field organization

Mentorship:

1. Provide support for Contract Sales Representatives (CSR) inquiries
2. Provide on the job training support and best practice advice for CSRs
3. Demonstrate leadership and model department requirements and STERIS Values

Continuous Improvement:

1. Identify opportunities to improve the sales process and ensure best practices are utilized
2. Participate in Kaizen and problem-solving events
3. Implement performance goals to continuously improve year over year

Required:

• Four (4) years' experience in business, customer service or sales, preferably working with contracts, including terms and conditions.
• High School Diploma or GED
• At least 1 year experience in sales
• Demonstrated ability to stay ahead of the current assigned renewal and warranty pipeline, including on-time quote submission and follow-ups
• History of consistently exceeding current ICP metrics
• Strong demonstrated success of making outbound calls, clearly promoting our value propositions, overcoming objections, and converting Customers on new business opportunities
• Demonstrated ability to be a trusted business partner
• Demonstrates ability to use sales tactics and overcoming objections
• Demonstrated strong business acumen
• Demonstrated effective analytical, documentation, organizational, and written and oral communication skills.
  

Preferred:

• Associate's degree preferred.
• Bachelor's degree strongly preferred.
• Experience with service contract software and CRM systems and Oracle/Siebel strongly preferred.

We value our employees and are committed to providing a comprehensive benefits package that supports your health, well-being, and financial future.

Here is just a brief overview of what we offer:

• Market Competitive Pay
• Extensive Paid Time Off and (9) added Holidays
• Excellent Healthcare, Dental, and Vision benefits
• Long/Short Term Disability Coverage
• 401(k) with a company match
• Maternity & Parental Leave
• Additional add-on benefits/discounts for programs such as Pet Insurance
• Tuition Reimbursement and continued education programs
• Excellent opportunities for advancement in a stable long-term career

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