Account Manager

Fortive•Irvine, NY

About The Position

An Account Manager is responsible for identifying and closing new business opportunities within established and new accounts in a geographically dispersed territory. Account Managers will focus their call activities on multi-specialty ambulatory surgery centers (ASCs) and hospitals within their assigned accounts. They serve as a true clinical partners and trusted advisors to customers, partnering with Sterile Processing Departments staff to determine solutions to their challenges. Key Responsibilities Responsible for establishing and maintaining customer relationships, and overall financial performance within assigned territory through consultative and clinical value-based selling and ensuring positive Customer experiences. Drive market share through existing customer utilization assessments and contending for new footprint expansion while developing customer champions for ASP technologies. Establish relationships with hospital customers where surgical procedures are performed or influenced. Anticipate customer needs, develop innovative solutions to streamline customer workflows and think creatively to identify new revenue streams. Leverage business sense to identify key business levers, build value propositions, identify accurate decision makers and appropriately position solution to various customer types and call points within hospitals and local Integrated Delivery Networks (IDN), including the following: Supply Chain, Nurse Managers, Risk Management, and Sterile Processing, Materials Management, Bio-Medical/Clinical Engineering, and Infection Prevention Provide product demonstration, training presentations and in-servicing based upon Customer’s needs. Establish and maintain optimum account call frequencies which lead to better relationships with the customer, better understanding of the customer’s business and needs, and the accomplishment of the sales quota. Develop and implement territory sales strategy and plan for local hospitals and IDN accounts not covered by the Corporate Accounts teams. Responsible for local pull-through of strategic plans developed by corporate account teams. Routinely update sales actions plans and forecasts for Territory Quarterly Reviews and Business Plans to facilitate the purchase of ASP products and services. Proactively collaborates on business initiatives with internal partners such as Service, Marketing, Commercial Operations etc. Fosters collaboration, teamwork and partnership using effective communication. Leverage tools, systems, and dashboards daily as part of running a business and proactively problem solve on critical leading and lagging performance metrics to maintain a robust one-year funnel. Continually acquire, maintain, and expand personal understanding of features, benefits, applications and market conditions, enhancing the needs for our current and future products. Participate in local Chapters AORN, IAHCSMM, SGNA, and/or other relevant organizations including regional level buying groups.

Requirements

Bachelor’s degree or equivalent required.
Minimum of 3 years of sales experience, or 2 years of medical sales experience, or 1 year of sales experience plus 1 year of infection prevention industry experience.
Proven/documented success launching new products, growing product utilization, and/or protecting business from competition.
Experience prospecting for new business and cold calling.
Candidates must possess a valid driver's license issued in the United States.
The ability to travel based on the requirements of the role.
Must live in or be willing to relocate within defined territory.

Nice To Haves

Preferred experience selling to hospitals, ASC’s, and Inpatient/Outpatient Endoscopy Suites.

Responsibilities

Responsible for establishing and maintaining customer relationships, and overall financial performance within assigned territory through consultative and clinical value-based selling and ensuring positive Customer experiences.
Drive market share through existing customer utilization assessments and contending for new footprint expansion while developing customer champions for ASP technologies.
Establish relationships with hospital customers where surgical procedures are performed or influenced.
Anticipate customer needs, develop innovative solutions to streamline customer workflows and think creatively to identify new revenue streams.
Leverage business sense to identify key business levers, build value propositions, identify accurate decision makers and appropriately position solution to various customer types and call points within hospitals and local Integrated Delivery Networks (IDN), including the following: Supply Chain, Nurse Managers, Risk Management, and Sterile Processing, Materials Management, Bio-Medical/Clinical Engineering, and Infection Prevention
Provide product demonstration, training presentations and in-servicing based upon Customer’s needs.
Establish and maintain optimum account call frequencies which lead to better relationships with the customer, better understanding of the customer’s business and needs, and the accomplishment of the sales quota.
Develop and implement territory sales strategy and plan for local hospitals and IDN accounts not covered by the Corporate Accounts teams.
Responsible for local pull-through of strategic plans developed by corporate account teams.
Routinely update sales actions plans and forecasts for Territory Quarterly Reviews and Business Plans to facilitate the purchase of ASP products and services.
Proactively collaborates on business initiatives with internal partners such as Service, Marketing, Commercial Operations etc.
Fosters collaboration, teamwork and partnership using effective communication.
Leverage tools, systems, and dashboards daily as part of running a business and proactively problem solve on critical leading and lagging performance metrics to maintain a robust one-year funnel.
Continually acquire, maintain, and expand personal understanding of features, benefits, applications and market conditions, enhancing the needs for our current and future products.
Participate in local Chapters AORN, IAHCSMM, SGNA, and/or other relevant organizations including regional level buying groups.