Senior Enterprise Accounts Director

As the Senior Enterprise Accounts Director at STERIS, you are a senior commercial leader responsible for driving enterprise-wide growth, contractual performance, and long-term strategic partnerships across assigned healthcare Integrated Delivery Networks (IDNs) and Group Purchasing Organizations (GPOs). You own the overall enterprise account strategy and commercial outcomes for a portfolio exceeding $85 million in annual revenue, ensuring sustained contracted growth, increased wallet share, and systematic reliance on the full STERIS Healthcare portfolio.

Serving as the primary executive interface for enterprise Customers, you will lead all Customer engagement, contracting, and negotiation activities while aligning internal stakeholders to deliver a cohesive and differentiated value proposition. You will translate STERIS Healthcare strategic priorities into executable enterprise account plans, coordinating closely with business unit leadership, sales, marketing, service, installation, and Customer operations teams.

You will be accountable for enterprise sales performance, contract governance, and operational execution, supported by rigorous performance measurement, financial oversight, and comprehensive reporting on revenue, market share, and Customer insights. Through strong executive presence, analytical rigor, and cross-functional leadership, you will drive sustainable growth, strengthen long-term Customer partnerships, and represent STERIS as a trusted strategic partner within the healthcare industry.

This is a nationwide position.

• 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.

• Required:
  
  
  
  • 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
  
  
  
  

• Preferred:
  
  
  
  • Master's degree in Business
  • SAP product knowledge and experience
  
  
  
  

• Other:
  
  
  
  • Proven negotiating skill sets and comfortable with negotiations at high levels of public and private companies
  • Strong motivator with the ability gain consensus of Customers and peers
  • Strong analytical and problem-solving capabilities
  
  
  
  

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:

• 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