Account Manager - Atlanta, GA

Fortive•Irvine, GA

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 geographic territory. The role focuses on multi-specialty ambulatory surgery centers (ASCs) and hospitals, serving as a clinical partner and trusted advisor to customers, particularly Sterile Processing Department staff, to understand challenges and recommend solutions. The Account Manager is accountable for customer relationships and overall territory financial performance through consultative, clinical value-based selling and positive customer experiences. The position develops territory sales strategies, grows product utilization and market share, supports corporate account plans locally, and collaborates with internal partners. The role also requires ongoing product and market knowledge, participation in relevant professional organizations, and travel as required.

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.
Proven or 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 achieve overall financial performance within the assigned territory through consultative, clinical value-based selling and positive customer experiences.
Assess utilization at existing customers, pursue new footprint expansion, and develop customer champions for ASP technologies to drive market share.
Build relationships with hospital customers where surgical procedures are performed or influenced.
Anticipate customer needs and develop solutions that streamline workflows and identify new revenue streams.
Identify business levers, develop value propositions, identify decision makers, and position solutions appropriately across hospitals and local Integrated Delivery Networks (IDNs), 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 effective account call frequencies to strengthen customer relationships, understand customer needs, and meet sales quotas.
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 on business initiatives with internal partners, including Service, Marketing, and Commercial Operations, and foster teamwork through effective communication.
Use tools, systems, and dashboards to manage the business, address performance metrics, and maintain a robust one-year funnel.
Maintain and expand knowledge of product features, benefits, applications, and market conditions, including needs for current and future products.
Participate in local chapters of AORN, IAHCSMM, SGNA, and/or other relevant organizations, including regional-level buying groups.