The Regional Account Manager is responsible for achieving and exceeding annual sales quotas by driving market share growth and executing the company's commercial strategy across the assigned territory. This role calls for a results-driven sales professional who implements brand strategies and tactics across Hospitals, Integrated Delivery Networks (IDNs), Ambulatory Surgery Centers (ASCs), and alternative healthcare facilities.
The RAM leverages strong clinical and business acumen to influence both clinical and non-clinical stakeholders, promoting adoption of the company's subscription-based platform solutions. Success in this role requires effective territory planning, collaboration across departments and divisions, and consistent execution of consultative selling skills.
Ultimately, success in the role is reflected through consistent performance, strong customer partnerships, and a disciplined approach to achieving business objectives and delivering meaningful results year over year.
Specific Responsibilities
Drive specialty product sales within the assigned region, targeting both new and existing customers.
Generate new opportunities through cold calling, marketing initiatives, local market engagement, and participation in regional and national industry events.
Partner closely with National Accounts, Channel Management, Client Services, and Associate/Inside Sales to increase unit sales volume and expand customer utilization.
Build and maintain strong customer relationships to enhance brand loyalty and expand existing customer footprint through additional solution adoption.
Plan, prioritize, lead, and track all sales cycle activities to ensure alignment with regional goals.
Deliver compelling presentations and demonstrations highlighting the clinical, operational, and financial value of the company's solutions to individual stakeholders and decision-making committees.
Accurately forecast, monitor, and document all sales activities within the assigned region.
Maintain and continuously strengthen clinical, technical, and industry knowledge to effectively position solutions and support customer success.
Qualifications
Minimum of 3 years of successful sales experience within the hospital or healthcare environment.
Proven ability to engage and influence multi-departmental hospital management and IDN-level executives.
Demonstrated success using a disciplined, structured approach to territory and account management, ideally within a team-selling environment.
Experience with key call points, including the Operating Room and the Central Sterile Processing departments.
Ability to travel extensively within the designated geography (up to 75%, including overnights).
Skills & Attributes
Highly developed interpersonal and communication skills with a proven ability to influence across multiple levels of an organization.
Excellent verbal, written, and presentation skills.
Strong collaboration mindset with the ability to both lead and contribute within team environments.
Expertise in consultative and solution-based selling, with the ability to develop multi-stakeholder champions at the account and IDN level.
Strong discernment and demonstrated capability in negotiation, strategic planning, problem-solving, and time management.
Self-motivated and execution-focused, with a drive to continuously learn and overcome obstacles.
Proficiency with MS Office Suite, Microsoft Teams, WebEx, and Vendor Credentialing platforms; familiarity with Salesforce.com or other CRM systems preferred.
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 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.
