Director of Sales

Company Background

SteriMax Inc. is a proud Canadian success story, driven by a deep-rooted spirit of entrepreneurship at the core of its corporate culture.

Headquartered in Oakville, SteriMax was established in the 1990s to address a market need for a company focused on niche, small-volume parenteral products and strongly committed to customer service.

The company began by marketing and distributing a range of injectable products and a limited line of oral dosage forms. In 2004, SteriMax strengthened its market position through the acquisition of five products from Novartis.

Today, SteriMax is well-positioned for continued growth, backed by a diverse and expanding product pipeline. Its experienced management team brings deep expertise across product research, manufacturing, business development, sales, strategic partnerships, scientific affairs, and distribution.

Role Overview

As SteriMax continues to evolve its sales strategy, this role is shifting toward a stronger emphasis on non-hospital markets, with a primary focus on home IV and specialty accounts in Ontario. (Accounts in Western Canada will represent a smaller share of the customer portfolio). While the main priority will be on these segments, the Director of Sales will also play a supporting role in enhancing engagement with hospital markets and contributing to GPO channel initiatives.

Reporting to the Head of Sales, the Director will bring a service-driven approach, consistently delivering value through innovative, customer-focused solutions that move beyond “basic standard” sales practices.

Hence, emphasis will be placed on developing value-added solutions and long-term relationship-building with clients.

They will demonstrate strong leadership, sales management, and operational strategy capabilities. This individual will excel at navigating between strategic vision and hands-on execution.

At its core, this role calls for a dynamic business builder. Success will require a proactive, entrepreneurial approach to territory development and client engagement, especially with the company preparing for 30 to 50 upcoming product launches. Moreover, the ideal candidate will bring a good understanding of retail pharmacy operations, pricing dynamics, and supply chains.

This role values flexibility and self-direction, with performance driven by entrepreneurial initiative rather than over-emphasis on rigid activity metrics and/or predefined KPIs. The ideal candidate will thrive in an environment that encourages proactive decision-making, autonomy, innovation, and ownership of their work in order to achieve success.

A few “early wins” will be a means to demonstrate value quickly, while long-term strategic and entrepreneurial attitude, transparency, and strong judgment are prioritized in leadership.

Key Responsibilities `

SALES STRATEGY & PLANNING

This role is central to maximizing sales and profitability for SteriMax by developing and executing comprehensive business plans that support long-term growth. The successful candidate will be responsible for crafting and implementing strategic initiatives to solidify the company’s position as a key competitor in the non-hospital space. Key responsibilities include analyzing national sales performance, identifying variances to forecasts, crafting product launches, and contributing to budget development and business planning.

Through the development of strategic customer account plans, ongoing assessment of client needs, and continuous engagement with senior decision-makers, the individual will ensure alignment between SteriMax’s capabilities and the evolving priorities of its partners.

Acting as the voice of the customer, they will provide critical insights to the senior leadership team, helping to shape responsive, forward-looking sales strategies.

BUSINESS DEVELOPMENT AND ACCOUNT MANAGEMENT

The role is accountable for achieving sales and profitability targets across strategic accounts via a strong focus on account management and business development. This includes maintaining accurate, up-to-date account information and activity tracking in Salesforce to ensure visibility and alignment across the organization.

The Director will play a key leadership role in driving strategic contract negotiations with key customer stakeholders, working in close collaboration with cross-functional teams including Finance, Marketing, Commercial Operations, and Product. This position requires the ability to align internal priorities with customer needs, ensuring agreements support both business objectives and customer partnerships.

Most importantly, this role emphasizes the importance of a service-oriented approach over pure transactional sales, focusing on building long-term relationships across all levels with key accounts.

Success will be driven by regular, proactive client engagement and personalized relationship-building, including regular touchpoints and traditional methods that strengthen partnerships and foster loyalty.

A few “rapid wins” are valued as a means to demonstrate value quickly, while long-term strategic and entrepreneurial attitude, transparency, and strong judgment are prioritized in leadership.

Professional Experience and Qualifications

The ideal candidate will hold a minimum of a Bachelor's degree in a Science or Business-related discipline. Strong financial and business acumen is essential, including the ability to develop and defend detailed business cases.

They will bring 7-10 years of experience managing key strategic accounts within the pharmaceutical industry (or an adjacent one), with a background in the Canadian generic pharmaceutical market.

Furthermore, the candidate should possess a deep understanding of healthcare systems, including provincial and federal regulations, government formularies, and political factors that influence the hospital sector.

Familiarity with trends in medical treatment and competitor products is also critical to support strategic pipeline planning and ensure effective marketing.

Proficiency in both English and French is advantageous for this position.

Personal Qualities

• Autonomy; the ability to manage tasks independently and demonstrate the ability to problem-solve without needing constant supervision.
• Entrepreneurial spirit; actively seeks out opportunities to deliver innovative solutions
• Strong desire to make an impact, contributing to the Company’s growth, and passionate about personal and professional development
• Leadership; ability to coach, advise, and motivate sales representatives while building and maintaining a high-performance team
• Tenacious self-starter who exudes an optimistic and enthusiastic attitude coupled with a “can do” approach to working
• Capable of remaining flexible and adaptive in the face of changing information and situations
• Proactive; able to identify priorities and tackle numerous deliverables, both routine and ad hoc, in a disciplined and focused manner
• Strong oral/written communication skills; speaks, actively listens, and writes in a clear, concise, and logical manner
• Readily engenders trust; demonstrates a consultative approach to working with others and willingness to be hands-on
• Naturally inquisitive with the ability to think independently, logically form conclusions, and make sensible decisions
• Professionalism; demonstrates ethical behavior and business practices, and ensures all actions align with the values of the business
• Demonstrates strong negotiation skills by effectively engaging in productive client interactions and striving to reach mutually beneficial solutions.
• Exhibits humility and self-awareness in all interactions, both personal and professional