Regional Account Manager

This is a fully remote position, open to applicants in Connecticut, +2 more states.

📋 Description

• Surpass or meet sales targets by driving market share expansion and achieving other critical performance indicators.

• Execute brand strategies and tactics within the designated Northeast region.

• Reach out to healthcare facilities such as hospitals, IDN systems, ASCs, and other alternative healthcare locations.

• Persuade both clinical and non-clinical stakeholders to endorse the use of Censis’s subscription-based platform solutions, which include CensiTrac, ScopeTrac, LoanerLink, Analytics, and newly launched products.

• Approach each client with a comprehensive account management mindset, utilizing resources effectively and collaborating with business partners.

• Clearly communicate the value proposition to surgeons, clinical leaders, surgical business managers, central sterile managers and staff, IT management, Endoscopic managers, and supply chain personnel.

• Propel specialty product sales to both new and existing clients in the specified region.

• Generate new business opportunities through cold calling, marketing initiatives, grassroots efforts, National Account resources, and regional/national trade shows.

• Support National Account, Channel Management, and Client Services teams in enhancing unit sales volume.

• Cultivate customer relationships, foster brand loyalty, and drive customer growth through the introduction of new products.

• Strategically plan, prioritize, lead, and monitor sales-cycle activities.

• Present and showcase the patient safety and business advantages of Censis solutions through individual and committee discussions.

• Anticipate, track, and evaluate post-sales activities within the assigned region.

• Build and sustain expertise in clinical and technical knowledge.

⛳️ Requirements

• At least 5 years of relevant sales experience in selling healthcare technology applications and/or technical clinical solutions within a hospital setting.

• Proven experience engaging with multi-departmental hospital middle management executives at the account and IDN levels.

• Demonstrated ability to employ a disciplined approach with prior experience in team selling.

• Familiarity with call points in OR, Central Sterile, ENDO, and IT departments.

• Willingness to travel extensively, including overnight trips within the assigned geography.

• Expected travel commitment of 50% - 70%.

• Highly developed interpersonal and communication skills, with a proven history of influence.

• Exceptional verbal and written communication skills.

• Strong teamwork abilities, both in leadership roles and as a contributor.

• Capability to develop and implement a focused consultative sales process as an individual contributor and in a team selling context.

• Expertise in call points with OR, Central Sterile, ENDO, IT, and Materials Management departments.

• Ability to cultivate champions among multi-departmental hospital middle management executives at the account and IDN levels.

• Strong judgment and excellent skills in negotiation, influencing, business planning, sales strategy, problem-solving, decision-making, and time management.

• Must possess a strong execution-oriented mindset with a self-driven desire to acquire technical knowledge and create successful pathways to overcome challenges.

• Proficient in MS Office Suite, Salesforce.com CRM, WebEx, Microsoft Teams, Open Voice, and Vendor Credentialing Services.

🏝️ Benefits

• Fortive’s diverse and inclusive culture.

• Opportunities for learning and professional growth.

• Reasonable accommodations available for applicants with disabilities.