Account Executive - Northwest

Fortive

3d•$129,500 - $240,500

About The Position

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)

Requirements

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.
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

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)