The Regional Account Manager position for the West Region is responsibility for California, Oregon, Washington, Hawaii and Alaska. The Regional Account Manager will exceed or achieve sales quota by delivering market share growth as well as other key performance metrics. The BDM implements the brand strategy and tactics within the assigned region and also works to accomplish call points at Hospitals, IDN systems, ASC's, and alternate healthcare facilities. The BDM influences clinical and non-clinical collaborators to support the use of the company's annual subscription-based platform solutions to include CensiTrac, ScopeTrac, LoanerLink, Analytics, and any new commercially released products by applying effective selling skills, in-depth clinical and business expertise, CRM tool, and Assessment/return on investment tools as needed.
The Regional Account Manager approaches each customer from a total account management perspective by using resources appropriately and collaborating with business partners. In addition, the Regional Account Manager accurately articulates the value proposition for the customer, including collaborators such as surgeons, clinical leaders, surgical business managers, central sterile managers and staff, IT management, Endoscopic managers, and supply chain.
Specific Responsibilities
Driving specialty product sales into assigned region including new and existing customers.
Develop new opportunities through cold calling, marketing campaigns, ground swell activities, National Account resources, and participation in regional/national shows.
Assisting the National Account, Channel Management, and Client Services Teams in driving unit sales volume.
Developing and encouraging strong customer relationships, building brand loyalty, and driving current customer expansion through new product sales.
Ability to plan, prioritize, lead, and track all sales cycle events.
Present and demo the patient safety and business benefits of the Censis solutions through individual and committee meeting channels.
Responsible for forecasting, monitoring, and posting sales activities within the assigned region.
Build and maintain a clinical and technical knowledge expertise.
Qualifications
Minimum of 5 years related sales experience selling healthcare technology applications and/or technical clinical solutions in a hospital environment.
Experience calling on multi-departmental hospital middle management executives at the account and IDN level.
Experience using disciplined approach and previous experience with team selling.
Call point experience with OR, Central Sterile, ENDO, and IT.
Ability to travel extensively including overnights within the designated geography. Travel expectation 50% - 70%.
Skills
Highly developed interpersonal/communication skills with the demonstrated record of influence.
Excellent verbal and written communication technique.
Strong Team skills in both leading and contributing.
Develop and drive a focused consultative sales process as an individual contributor and within a team selling environment.
Call point expertise with OR, Central Sterile, ENDO, IT and Materials Management departments.
Ability to develop multi-departmental hospital middle management executive champions at the account and IDN level.
Strong discernment and excellent negotiation, influencing, business planning, sales strategy, problem solving, decision making and time management skills.
Must have an execution core mentality with the support of a self-motivated desire to accept technical knowledge and build success pathways to overcome obstacles.
Proficient with MS Office Suite, Salesforce.com CRM, WebEx, Microsoft Teams, Open Voice, and Vendor Credentialing Services.
Fortive Corporation Overview
Fortive's essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.
We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions.
We are a diverse team 17,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.
At Fortive, we believe in you. We believe in your potential-your ability to learn, grow, and make a difference.
At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.
At Fortive, we believe in growth. We're honest about what's working and what isn't, and we never stop improving and innovating.
Fortive: For you, for us, for growth.
About Censis
Censis, the first company to engineer a surgical asset management system that tracks down to the instrument and patient levels, has continually set the standards for the sterile processing industry.From the beginning, Censis has recognized the vital connection between perioperative innovation and efficiency, unparalleled customer care and improved operational performance. By continuing to invest in technology, ease of integration, education and support, Censis provides solutions that empower hospitals and healthcare providers to stay compliant and ahead of healthcare's rapidly changing environment. With Censis, you're positioned to start ahead and stay ahead, no matter what the future holds.
We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at applyassistance@fortive.com.
Pay Range
The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 131600 - 244400
The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 131600 - 244400
We are an Equal Opportunity Employer
Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at applyassistance@fortive.com.
