Note: The job is a remote job and is open to candidates in USA. STERIS is a leading global provider of products and services that support patient care with an emphasis on infection prevention. As the Senior Enterprise Accounts Director, you are responsible for driving enterprise-wide growth and managing strategic partnerships across healthcare networks, ensuring sustained revenue growth and effective customer engagement.
Responsibilities
- Owns full strategic and commercial responsibility for assigned enterprise Integrated Delivery Networks (IDNs) and Group Purchasing Organizations (GPOs), managing a portfolio exceeding $85M in annual revenue
- Develops and executes multi-year enterprise account strategies that drive sustained revenue growth, contracted penetration, and increased wallet share across the full STERIS Healthcare portfolio
- Serves as the executive-level relationship leader for assigned enterprise customers, building and maintaining trusted partnerships with C-suite, supply chain, clinical, and operational stakeholders
- Acts as the primary escalation point for enterprise customer issues, ensuring rapid resolution and preservation of long-term Customer trust and contractual integrity
- Leads all contracting, renewal, and renegotiation activities for enterprise agreements, ensuring alignment with corporate pricing strategies, margin objectives, compliance requirements, and long-term strategic goals
- Negotiates complex, high-value agreements with senior executives at public and private healthcare organizations, balancing Customer value, risk mitigation, and profitability
- Drives systematic reliance by coordinating and integrating all STERIS Healthcare business units, products, and services into a unified enterprise value proposition
- Ensures consistent enterprise account execution across sales, service, installation, marketing, and Customer operations functions
- Leads the development of annual and long-range enterprise account plans in partnership with Business Unit leaders, Sales Leadership, Marketing, and Operations
- Defines specific tactics, performance metrics, milestones, and accountable owners to support revenue growth, retention, and expansion objectives
- Orchestrates enterprise initiatives through corporate headquarters, regional leadership teams, and field sales organizations
- Clearly communicates priorities, action plans, and expectations to field teams to ensure disciplined execution and alignment with enterprise account strategies
- Develops, presents, and manages annual enterprise account expense budgets in collaboration with Sales Leadership, ensuring disciplined financial stewardship
- Monitors and reports on revenue performance, contract compliance, market share trends, and investment ROI, leveraging data to drive informed decision-making
- Analyzes industry trends, competitive dynamics, and market changes affecting enterprise Customers; proactively translates insights into strategic recommendations
- Captures and communicates Voice-of-Customer insights to inform product development, portfolio strategy, and go-to-market initiatives
- Identifies and develops creative, scalable solutions to complex enterprise-level business challenges involving multiple stakeholders and competing priorities
- Leads cross-functional problem-solving efforts that result in improved Customer outcomes and commercial results
- Influences without direct authority across multiple internal teams, fostering collaboration, alignment, and accountability
- Acts as a role model for enterprise account leadership, professionalism, and strategic thinking
- Actively represents STERIS within key healthcare industry organizations, conferences, trade shows, and Customer forums
- Strengthens STERIS’s industry reputation by presenting, hosting, and participating in enterprise-level Customer and industry events
- Ensures all enterprise activities comply with corporate policies, contractual obligations, and regulatory requirements
- Partners with Legal, Finance, and Compliance teams to mitigate risk and uphold governance standards
- Continuously assesses enterprise account performance and refine strategies, processes, and engagement models to improve efficiency and effectiveness
- Supports broader commercial excellence initiatives by sharing best practices and lessons learned across the organization
Skills
- Bachelor's degree
- 15 years of progressive healthcare commercial experience including sales, business development and/or marketing
- 10 years leading corporate accounts positions and teams in large multi-division healthcare businesses
- Ability to travel overnight up to 75%
- Must be able to be compliant with hospital/customer credentialing requirements
- Master's degree in Business
- SAP product knowledge and experience
Benefits
- Base Salary + Incentive Compensation Program
- Vehicle Reimbursement Plan (includes monthly stipend + mileage reimbursement)
- Cell Phone Stipend
- Robust Sales Training Program
- Flexible Time Off +9 Corporate Holidays Per Year
- Excellent Healthcare, Dental, and Vision Benefits
- Healthcare and Dependent Flexible Spending Accounts
- Long/Short Term Disability Coverage
- 401(k) with a Company Match
- Parental Leave
- Tuition Reimbursement Program
- Additional Add-On Benefits/Discounts
Company Overview