Account Manager

📋 Description

• Accountable for building and nurturing customer relationships while ensuring strong financial performance within the designated territory through consultative and clinical value-based selling, aiming for positive customer experiences.

• Enhance market share by assessing current customer utilization and pursuing new expansion opportunities while cultivating customer advocates for ASP technologies.

• Develop connections with hospital clients where surgical procedures take place or are influenced. Anticipate customer needs, create innovative solutions to optimize workflows, and think outside the box to discover new revenue opportunities.

• Utilize business acumen to recognize essential business drivers, create compelling value propositions, identify key decision-makers, and effectively position solutions across various customer categories and touchpoints within hospitals and local Integrated Delivery Networks (IDN), including areas such as Supply Chain, Nurse Management, Risk Management, Sterile Processing, Materials Management, Bio-Medical/Clinical Engineering, and Infection Prevention.

• Deliver product demonstrations, training presentations, and in-service sessions tailored to customer requirements.

• Establish and uphold optimal account call frequencies to foster stronger customer relationships, gain a deeper understanding of customer needs, and achieve sales targets.

• Formulate and execute a sales strategy and plan for local hospitals and IDN accounts not served by Corporate Accounts teams.

• Take responsibility for the local execution of strategic plans devised by corporate account teams.

• Regularly update sales action plans and forecasts for Territory Quarterly Reviews and Business Plans to facilitate the acquisition of ASP products and services.

• Collaborate proactively on business initiatives with internal teams such as Service, Marketing, Commercial Operations, etc.

• Promote collaboration, teamwork, and partnership through effective communication.

• Utilize tools, systems, and dashboards daily as part of business operations and proactively address challenges regarding key performance metrics to maintain a robust one-year sales funnel.

• Continuously acquire, maintain, and expand personal knowledge of product features, benefits, applications, and market conditions to enhance future product needs.

• Engage with local Chapters AORN, IAHCSMM, SGNA, and other relevant organizations, including regional buying groups.

⛳️ Requirements

• A Bachelor’s degree or equivalent experience is required.

• At least 3 years of sales experience, or 2 years of medical sales experience, or 1 year of sales experience combined with 1 year in the infection prevention industry is necessary.

• Demonstrated success in launching new products, increasing product utilization, and/or defending business against competition.

• Experience in prospecting for new business and conducting cold calls is essential.

• Preferred experience in selling to hospitals, Ambulatory Surgical Centers (ASC), and Inpatient/Outpatient Endoscopy Suites.

• Candidates must hold a valid driver’s license issued in the United States.

• Willingness to travel as required by the role, with up to 80% travel expected (supporting the Raleigh, NC territory).

• Must reside in or be open to relocating within the specified territory.

🏝️ Benefits

• We Are an Equal Opportunity Employer

• Fortive Corporation and all Fortive Companies proudly uphold equal opportunity employment practices. We value and promote diversity and invite applications from all qualified candidates without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other legally protected characteristics. Fortive and all Fortive Companies are also dedicated to providing reasonable accommodations for applicants with disabilities. Individuals requiring a reasonable accommodation due to a disability for any part of the employment application process should contact us at applyassistance@fortive.com.