Account Manager - Long Island, NY

Fortive•Irvine, NY

23h

About The Position

The Account Manager identifies and closes new business opportunities within established and new accounts across an assigned, geographically dispersed territory. The role focuses on multi-specialty ambulatory surgery centers (ASCs) and hospitals, acting as a clinical partner and trusted advisor to customers and working with Sterile Processing Department staff to identify solutions to their challenges. The Account Manager is responsible for customer relationships and territory financial performance through consultative, clinical value-based selling and positive customer experiences. The position develops and implements territory sales plans, grows product utilization and market share, pursues new business and footprint expansion, and supports strategic plans developed by corporate account teams. The role also provides demonstrations, training, and in-services; maintains customer call plans, sales forecasts, and action plans; works with internal partners; and uses business tools and performance metrics to manage a sales funnel.

Requirements

Bachelor’s degree or equivalent.
At least 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.
Documented success launching new products, growing product utilization, and/or protecting business from competition.
Experience prospecting for new business and cold calling.
Valid driver’s license issued in the United States.
Ability to travel based on the requirements of the role.
Must live in or be willing to relocate within the defined territory.

Nice To Haves

Experience selling to hospitals, ASCs, and inpatient/outpatient endoscopy suites.

Responsibilities

Establish and maintain customer relationships and oversee financial performance within the assigned territory through consultative, clinical value-based selling and positive customer experiences.
Drive market share by assessing utilization at existing customers, pursuing new footprint expansion, and developing customer champions for ASP technologies.
Build relationships with hospital customers where surgical procedures are performed or influenced.
Anticipate customer needs, develop solutions to streamline workflows, and identify potential new revenue streams.
Identify business levers, develop value propositions, determine decision makers, and position solutions appropriately with hospital and local IDN stakeholders, including Supply Chain, Nurse Managers, Risk Management, Sterile Processing, Materials Management, Bio-Medical/Clinical Engineering, and Infection Prevention.
Provide product demonstrations, training presentations, and in-services based on customer needs.
Establish and maintain account call frequencies that support customer relationships, understanding of customer needs, and achievement of sales quotas.
Develop and implement territory sales strategies and plans for local hospitals and IDN accounts not covered by Corporate Accounts teams.
Drive local implementation of strategic plans developed by corporate account teams.
Update sales action plans and forecasts for Territory Quarterly Reviews and Business Plans to facilitate purchases of ASP products and services.
Collaborate on business initiatives with internal partners, including Service, Marketing, and Commercial Operations.
Promote collaboration, teamwork, and partnership through effective communication.
Use tools, systems, and dashboards to manage the business and proactively address leading and lagging performance metrics while maintaining a robust one-year funnel.
Continually develop and maintain knowledge of product features, benefits, applications, and market conditions.
Participate in local chapters of AORN, IAHCSMM, SGNA, and/or other relevant organizations, including regional-level buying groups.