Account Manager - Atlanta, GA

Fortive•Irvine, CA

1d•$140,800 - $235,100

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, partnering with Sterile Processing Department staff as a clinical partner and trusted advisor to identify solutions to customer challenges. The position is responsible for customer relationships and territory financial performance through consultative, clinical value-based selling and positive customer experiences. The Account Manager develops territory sales strategies and plans, grows product utilization and market share, pursues new footprint expansion, and supports local execution of corporate account strategies. The role involves engaging hospital and Integrated Delivery Network stakeholders, assessing customer needs and workflows, presenting and demonstrating products, maintaining forecasts and sales plans, and collaborating with internal teams. The position also requires ongoing product and market knowledge development, use of sales tools and dashboards, and participation in relevant local professional organizations. ASP provides sterilization and disinfection solutions, including STERRAD systems for instrument sterilization and EVOTECH and ENDOCLENS systems for endoscope reprocessing and cleaning. The role is based in the Atlanta, Georgia territory; candidates must live in or be willing to relocate within the defined territory and be able to travel as required. The stated salary range, inclusive of sales incentives and commissions, is 140800–235100 in local currency.

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 role requirements.
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 overall financial performance within the assigned territory through consultative, clinical value-based selling and positive customer experiences.
Drive market share through customer utilization assessments, new footprint expansion, and development of customer champions for ASP technologies.
Establish relationships with hospital customers where surgical procedures are performed or influenced; anticipate customer needs and develop solutions that streamline workflows and identify revenue opportunities.
Identify key business levers, build value propositions, identify decision makers, and position solutions for 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-servicing based on customer needs.
Establish and maintain appropriate account call frequencies to strengthen customer relationships, understand customer needs, and achieve sales quota.
Develop and implement territory sales strategies and plans for local hospitals and IDN accounts not covered by Corporate Accounts teams.
Execute local pull-through 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 proactively on business initiatives with internal partners such as Service, Marketing, and Commercial Operations.
Foster collaboration, teamwork, and partnership through effective communication.
Use tools, systems, and dashboards to manage the business and proactively address leading and lagging performance metrics to maintain a robust one-year funnel.
Continually acquire and maintain knowledge of product features, benefits, applications, and market conditions to understand needs for current and future products.
Participate in local chapters of AORN, IAHCSMM, SGNA, and/or other relevant organizations, including regional buying groups.