Job Summary:
The Regional Director's primary responsibility is to sell Provation Clinical Documentation software solutions (Provation MD & Provation Apex) to healthcare facilities that perform Gastroenterology (GI) procedures.
Duties & Responsibilities:
Achieve Sales Quota
Develop and execute sales strategies to open, advance, and close Provation Apex customer migration and new sales opportunities in customer and prospect accounts
Perform value-based selling of Provation Apex solution in a consultative, professional manner
Meet target Sales Productivity Key Performance Indicators (KPI's) for assigned sales activities
Lead & manage customer proposal & negotiations process consulting with sales leadership
Strategically Manage Customer Relationships
Identify key buying influencers within accounts to determine processes, budgets, and timelines
Develop, build, and strengthen relationships with executive level stakeholders
Actively facilitate customer engagements to understand each customer's unique organizational strategies, initiatives, and challenges
Establish a scheduled, routine, and predictable customer communication cadence
Listen and use critical thinking to evaluate each customer's current state of Provation. Provide recommendations to optimize and advance the use of Provation
Communicate customer feedback on existing and new products to internal stakeholders including internal Product, Technology, and Commercial stakeholders
Participate in GI market and customer trade shows, user groups, and education events
Actively Manage a Sales Funnel
Successfully manage the sales cycle from lead-to-close to drive growth within assigned territory
Maintain a healthy pipeline of customers and prospects focusing on size, speed, shape, success
Accurately manage monthly/quarterly forecasts and rolling 12-month territory pipeline using Provation Sales Milestone Process and Customer evidence.
Engage and Educate an Assigned Market
Build and generate market demand for the Provation Apex solution
Opportunistically identify and cultivate new business opportunities
Partner with clinical/technical solutions consultants to provide consultation and demonstrations
Utilize sales enablement tools and collateral to support funnel management & territory needs
Collaborate with Provation implementation team to ensure existing customer challenges and current state vs. desired future state workflow is understood & achieved with Provation Apex
Maintain working product and market knowledge
Acquire and maintain comprehensive product solution knowledge
Stay current regarding competitive intelligence and solutions in relation to Apex
Learn & understand major market trends & associated Apex improvement opportunities
Sales administration
Meet Salesforce usage and reporting expectations as defined by Sales Leadership
Assist current customers with existing invoice and contract questions and needs
Follow up on marketing qualified leads and conduct research to identify potential opportunities
Complete and remain current with administrative reporting as assigned (e.g., expense reports)
Job Requirements:
Education & Experience
A Bachelor of Science (BS) or Bachelor of Arts degree (BA) is required.
Experience with Salesforce.com or a similar CRM solution.
Experience with SaaS software.
5+ years of sales experience with point-of-care solutions.
Proven track record of sales in healthcare industry.
Other Knowledge, Skills, Abilities or Certifications:
Ability to travel 50-75%
Self-starter and strategic thinker with the aptitude to work both autonomously and with a team
Strong business/financial acumen
Curious professional with growth mindset; coachable and highly adaptable
Courageous; loves to compete and handle objections
Highly accountable; has a bias for action and driving results
Customer obsessed; strong communication and presentation skills
Organized with high attention to detail; ability to manage multiple priorities simultaneously
Proficient with Microsoft Office applications
Fortive Corporation Overview
Fortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare.
We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. 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 advanced technologies that help providers focus on exceptional patient care.
We are a diverse team 10,000 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 Provation
Provation is a leading provider of healthcare software and SaaS solutions for clinical productivity, care coordination, quality reporting, and billing. Our purpose is to empower providers to deliver quality healthcare for all. Provation's comprehensive portfolio spans the entire patient encounter, from pre-procedure through post-procedure, with solutions for physician and nursing documentation (Provation® MD, Provation® Apex, MD-Reports, Provation® endoPRO®, and Provation® MultiCaregiver), anesthesia documentation (#1 Best in KLAS Provation® iPro), patient engagement, surgical care coordination, quality reporting, and billing capture (Provation® SurgicalValet), order set and care plan management (Provation® Order Set Advisor and Provation® Care Plans), and EHR embedded clinical documentation (Provation® Clinic Note). Provation has a loyal customer base, serving more than 5,000 hospitals, surgery centers, and medical offices, and 700 physician groups globally, including 19 of the top 20 U.S. hospitals. In 2021, Provation was acquired by Fortive Corporation, a Fortune 1000 company that builds essential technology and accelerates transformation in high-impact fields like workplace safety, engineering, and healthcare. For more information about our solutions, visit provationmedical.com and follow us on Twitter, Facebook, and LinkedIn. Our purpose at Provation is to empower providers to deliver quality healthcare for all. To deliver on this commitment, we're guided by our core values - Provation has a culture of CARES:Community - We have a shared sense of improving healthcare, enriching the broader world we live in and serve. Accountability - We own it and get it done with integrity. Respect - We build diverse teams that collaborate and communicate with positive intent and trust. Excellence - We welcome new ideas as we innovate quality solutions. Service - We are passionate about putting customers first.
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 129500 - 240500
The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 129500 - 240500
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.
