Account Manager - Long Island, NY

Fortive•Irvine, CA

About The Position

The Account Manager identifies and closes new business opportunities within established and new accounts across a geographically dispersed territory. The role focuses on multi-specialty ambulatory surgery centers (ASCs) and hospitals, serving as a clinical partner and trusted advisor to customers and working with Sterile Processing Department staff to address their challenges. The Account Manager is accountable for customer relationships and territory financial performance through consultative, clinical value-based selling and positive customer experiences. The position develops and executes territory plans, drives utilization and market share, supports corporate account strategies, and collaborates with internal partners. It also involves presenting and demonstrating products, training customers, tracking sales activity and forecasts, and maintaining knowledge of products and market conditions. The territory is Long Island, New York; the role requires travel and residence in, or willingness to relocate within, the defined territory.

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 manage overall financial performance within the assigned territory through consultative, clinical value-based selling and positive customer experiences.
Drive market share by assessing utilization among 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 and develop solutions to streamline workflows and identify new revenue streams.
Identify business levers, build value propositions, identify decision makers, and position solutions for customer groups and hospital or IDN call points, 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 account call frequencies that support customer relationships, understanding of customer needs, and achievement of 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, including Service, Marketing, and Commercial Operations.
Foster collaboration, teamwork, and partnership through effective communication.
Use tools, systems, and dashboards daily to manage the business; proactively address leading and lagging performance metrics and maintain a robust one-year funnel.
Maintain and expand knowledge of product features, benefits, applications, and market conditions, including needs related to current and future products.
Participate in local chapters of AORN, IAHCSMM, SGNA, and/or other relevant organizations, including regional-level buying groups.