Client Relationship Executive

Fortive Careers

About The Position

The Client Relationship Executive is responsible for nurturing and expanding relationships with existing healthcare clients to drive long-term value and revenue growth. This role focuses exclusively on account management, with a strong emphasis on upselling and cross-selling within the current customer base. The ideal candidate will possess deep knowledge of healthcare operations and SaaS solutions, enabling them to act as a strategic advisor to clients. Success in this role requires strong communication skills, technical fluency, and a data-driven approach to identifying growth opportunities and ensuring customer satisfaction.

Requirements

Bachelor’s degree in business administration, healthcare administration, marketing, information systems, or related fields.
3+ years in healthcare technology or SaaS environments.
Proven track record of upselling and cross-selling within existing accounts.
Experience working with healthcare providers, payers, or health systems.
Familiarity with CRM tools (e.g., Salesforce, HubSpot) and data analytics platforms.

Nice To Haves

Ability to travel 15-20%

Responsibilities

Client Relationship Management & Customer Success Orientation
Build trust with clinical, operational, and executive stakeholders.
Align solutions with customer goals to drive satisfaction and renewal.
Partner with the client success team to serve as a strategic advisor throughout the customer lifecycle.
Participate in Anesthesia market and customer tradeshows, user groups, or education events
Account Expansion through Upselling & Cross-Selling
Partner with the client success team to identify unmet needs and propose relevant solutions.
Develop account plans focused on growth within existing relationships.
Collaborate cross-functionally to tailor offerings to client goals.
Technical & Product Knowledge
Understand product features in clinical and operational contexts.
Navigate integrations with EHRs, HIPAA compliance, and data security.
Partner with internal teams to resolve technical challenges.
Data-Driven Decision Making & Market Awareness
Use CRM and analytics tools to monitor engagement and forecast growth.
Meet productivity and prospecting goals
Accurately manage monthly/quarterly sales forecasts.
Interpret healthcare market trends and customer behavior.
Apply insights to refine account strategies and improve targeting.
Communication & Negotiation Skills
Tailor messaging to diverse stakeholders (clinical, IT, finance).
Navigate procurement cycles and budget constraints.
Maintain transparency and trust throughout the customer lifecycle.
Performance Metrics & KPIs for Success Measurement
Revenue Growth from Existing Accounts - Achieve or exceed quarterly and annual upsell/cross-sell quota.
Account Penetration- Increase product adoption across departments within existing accounts.
Forecast Accuracy - Maintain accurate monthly and quarterly forecasts.
New solution rollout – deliver quality demos for new features, products, and expansion opportunities to existing clients, with the goal of converting from demo to close upsell/expansion.
Maintain expansion pipeline by identifying qualified upsell opportunities in partnership with Customer Success.
Timely completion of account plans, CRM updates, and engagement touchpoints.