Apex Account Executive

Fortive•Minneapolis, MN

18h

About The Position

Job Summary: The Apex Account Executive will be responsible for upselling Provation Apex solutions to existing Provation Apex customers. Duties & Responsibilities: Achieve Sales Quota Develop and execute sales strategies to open, advance, and close Provation Apex upsell opportunities within existing Provation Apex customers Serve as the sales point of contact for all existing Provation Apex customer upsell opportunities Routinely and consistently prospect existing Provation Apex accounts for upsell opportunities Partner with Provation field sales team and Customer Success team to identify Provation Apex upsell optimization and improved efficiency opportunities Conduct sales calls to understand & assess Apex customer optimization and efficiency opportunities. Align Provation Apex upsell solutions to these needs. Perform value-based selling of Provation Apex solution in a consultative, professional manner Meet target Sales Productivity Key Performance Indicators (KPI's) for assigned sales activities Lead & manage customer proposal & negotiations process consulting with sales leadership Achieve Provation Apex upsell targets and sales quota in assigned territory Strategically Manage Customer Relationships Identify key buying influencers within Apex accounts Develop, build, and strengthen long-term on-going relationships with executive and director level stakeholders Actively facilitate customer engagements to understand each customer’s unique organizational strategies, initiatives, and challenges Establish a scheduled, routine, and predictable customer communication cadence Listen and use critical thinking to evaluate each customer’s current state of Provation. Provide recommendations to optimize and advance the use of Provation. Communicate customer feedback on existing and new products to internal stakeholders including internal Product, Technology, and Commercial stakeholders Participate in GI market and customer trade shows, user groups, and education events Actively Manage a Sales Funnel Successfully manage the Apex upsell sales cycle from lead-to-close to drive growth within assigned accounts and territory Maintain a healthy pipeline of Apex upsell opportunities Accurately manage monthly/quarterly forecasts and rolling 12-month territory pipeline Accurately forecast sales stage transitions & close dates based on customer exit criteria evidence Maintain working product and market knowledge Acquire and maintain comprehensive Provation Apex solution knowledge Learn & understand major market trends & associated Apex upsell improvement opportunities Sales administration Make entry and document all account, prospecting, and opportunity activities in Salesforce CRM Complete and remain current with administrative reporting as assigned (e.g., expense reports) Assist current Provation Apex customers with existing invoice and contract questions and needs

Requirements

Bachelor of Science (BS) or Bachelor of Arts degree (BA) is required.
2+ years of sales experience with point-of-care solutions.
Proven track record of sales in healthcare industry.
Experience with Salesforce.com or a similar CRM solution.
Experience with SaaS software.
Self-starter and strategic thinker with the aptitude to work both autonomously and with a team
Strong business/financial acumen
Curious professional with growth mindset; coachable and highly adaptable
Courageous; loves to compete and handle objections
Highly accountable; has a bias for action and driving results
Customer obsessed; strong communication and presentation skills
Organized with high attention to detail; ability to manage multiple priorities simultaneously
Proficient with Microsoft Office applications

Responsibilities

Achieve Sales Quota
Develop and execute sales strategies to open, advance, and close Provation Apex upsell opportunities within existing Provation Apex customers
Serve as the sales point of contact for all existing Provation Apex customer upsell opportunities
Routinely and consistently prospect existing Provation Apex accounts for upsell opportunities
Partner with Provation field sales team and Customer Success team to identify Provation Apex upsell optimization and improved efficiency opportunities
Conduct sales calls to understand & assess Apex customer optimization and efficiency opportunities.
Align Provation Apex upsell solutions to these needs.
Perform value-based selling of Provation Apex solution in a consultative, professional manner
Meet target Sales Productivity Key Performance Indicators (KPI's) for assigned sales activities
Lead & manage customer proposal & negotiations process consulting with sales leadership
Achieve Provation Apex upsell targets and sales quota in assigned territory
Strategically Manage Customer Relationships
Identify key buying influencers within Apex accounts
Develop, build, and strengthen long-term on-going relationships with executive and director level stakeholders
Actively facilitate customer engagements to understand each customer’s unique organizational strategies, initiatives, and challenges
Establish a scheduled, routine, and predictable customer communication cadence
Listen and use critical thinking to evaluate each customer’s current state of Provation.
Provide recommendations to optimize and advance the use of Provation.
Communicate customer feedback on existing and new products to internal stakeholders including internal Product, Technology, and Commercial stakeholders
Participate in GI market and customer trade shows, user groups, and education events
Actively Manage a Sales Funnel
Successfully manage the Apex upsell sales cycle from lead-to-close to drive growth within assigned accounts and territory
Maintain a healthy pipeline of Apex upsell opportunities
Accurately manage monthly/quarterly forecasts and rolling 12-month territory pipeline
Accurately forecast sales stage transitions & close dates based on customer exit criteria evidence
Maintain working product and market knowledge
Acquire and maintain comprehensive Provation Apex solution knowledge
Learn & understand major market trends & associated Apex upsell improvement opportunities
Sales administration
Make entry and document all account, prospecting, and opportunity activities in Salesforce CRM
Complete and remain current with administrative reporting as assigned (e.g., expense reports)
Assist current Provation Apex customers with existing invoice and contract questions and needs