Key Account Manager

Fortive•Irvine, CA

6h•Remote

About The Position

The Key Account Manager (KAM) is a customer-facing position responsible for developing and implementing commercial strategies aligned to the Group’s mission and goals within defined IDN Accounts to increase profitable sales growth and develop key opinion leader relationships within the marketplace. The role involves meeting and exceeding key performance indicators including sales revenue, business profitability, and new product introduction in defined IDNs. The KAM will develop strong working relationships with both corporate decision makers and target customers to deliver strategic wins within each assigned IDN, lead regular IDN business reviews, and monitor market, corporate activities, Customer trends, and the competitive landscape to inform potential client opportunities. Collaboration with Group Sales, Marketing, Service Management, Supply Chain, and other strategic partners is essential for developing and implementing key accounts strategies in line with Customer and Group priorities. The KAM will deliver on defined business goals through tactical execution and collaboration with field partners to pull through wins involving IDN-member Customers, including Sterile Processing, Endoscopy, administrative leaders, C-suite personnel, Infection Prevention, and OR leaders. The role also includes partnering with field teams to provide clinical product training and education to IDN decision makers and value analysis committees, and providing regular, effective communications to Sales and Field Service Teams and all relevant functional areas highlighting key components of strategic partnerships. Leveraging Salesforce.com for timely and current customer information, updating sales action plans and forecasts for Quarterly Business Reviews and Business Plans is crucial for facilitating the purchase of ASP, Censis, and Pegasys products and services. The KAM will also partner with key construction contacts within assigned IDNs, collaborate with other regional Key Account Managers to discuss trends and insights, and identify specific projects where key account experience could be provided.

Requirements

Bachelor’s degree required
Minimum 5-8 years of sales and/or business experience is required.
Minimum 5 years of experience in medical and capital equipment sales.
Experience calling on health care corporate decision makers.
Candidates must possess a valid driver's license issued in the United States.
The ability to travel at least 50% of the time based on the requirements of the role.
Demonstrated Success launching new products, increasing product utilization, and protecting business from competition.
Experience with prospecting for new business and cold calling.
Strong business acumen and data analytics.

Responsibilities

Meeting and exceeding key performance indicators including sales revenue, business profitability and new product introduction in defined IDNs.
Develop strong working relationships with both corporate decision makers and target customers to deliver strategic wins within each assigned IDN.
Lead regular IDN business reviews with Customers and internal collaborators.
Monitor market, corporate activities, Customer trends and competitive landscape to inform potential client opportunities.
Work with Group Sales, Marketing, Service Management, Supply Chain and other strategic partners to develop and implement key accounts strategies in line with Customer and Group priorities.
Deliver on defined business goals through tactical execution and collaboration with field partners to pull through wins involving IDN-member Customers including, but not limited to Sterile Processing, Endoscopy, administrative leaders, C- suite personnel, Infection Prevention, and OR leaders.
Partner with field teams to provide clinical product training and education to IDN decision makers and value analysis committees.
Provide regular and effective communications to the Sales and Field Service Teams and all relevant functional areas highlighting key components of strategic partnerships.
Leverage Salesforce.com to provide timely and current information on customers within assigned IDN’s; routinely update sales actions plans and forecasts for Quarterly Business Reviews and Business Plans to facilitate the purchase of ASP, Censis and Pegasys products and services.
Partner with key construction contacts within assigned IDNs.
Collaborate with other regional Key Account Managers to discuss trends and insights across key accounts to leverage best practices and accelerate growth.
In collaboration with leadership and other partners, identify specific projects where key account experience could be provided (i.e., new product launch, key promotion).