Account Manager (Colorado and Northern New Mexico)

About the role

An Account Manager is responsible for identifying and closing new business opportunities within established and new accounts in a geographically dispersed territory (Colorado and Northern New Mexico). Account Managers will focus their call activities on multi-specialty ambulatory surgery centers (ASCs) and hospitals within their assigned accounts. They serve as true clinical partners and trusted advisors to customers, partnering with Sterile Processing Departments staff to determine solutions to their challenges.

Responsibilities

• Establish and maintain customer relationships, and overall financial performance within assigned territory through consultative and clinical value-based selling and ensuring positive customer experiences.
• Drive market share through existing customer utilization assessments and contending for new footprint expansion while developing customer champions for ASP technologies.
• Establish relationships with hospital customers where surgical procedures are performed or influenced. Anticipate customer needs, develop innovative solutions to streamline customer workflows, and think creatively to identify new revenue streams.
• Leverage business sense to identify key business levers, build value propositions, identify accurate decision makers, and appropriately position solutions to various customer types and call points within hospitals and local Integrated Delivery Networks (IDN), including: Supply Chain, Nurse Managers, Risk Management, Sterile Processing, Materials Management, Bio-Medical/Clinical Engineering, and Infection Prevention.
• Provide product demonstration, training presentations, and in-servicing based upon customer needs.
• Establish and maintain optimum account call frequencies which lead to better relationships with the customer, better understanding of the customer’s business and needs, and the accomplishment of the sales quota.
• Develop and implement territory sales strategy and plan for local hospitals and IDN accounts not covered by the Corporate Accounts teams.
• Responsible for local pull-through of strategic plans developed by corporate account teams.
• Routinely update sales action plans and forecasts for Territory Quarterly Reviews and Business Plans to facilitate the purchase of ASP products and services.
• Proactively collaborate on business initiatives with internal partners such as Service, Marketing, and Commercial Operations.
• Foster collaboration, teamwork, and partnership using effective communication.
• Leverage tools, systems, and dashboards daily as part of running a business and proactively problem-solve on critical leading and lagging performance metrics to maintain a robust one-year funnel.
• Continually acquire, maintain, and expand personal understanding of features, benefits, applications, and market conditions, enhancing the need for current and future products.
• Participate in local chapters of AORN, IAHCSMM, SGNA, and/or other relevant organizations including regional-level buying groups.

Qualifications

• Bachelor’s degree or equivalent required.
• Minimum of 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/documented success launching new products, growing product utilization, and/or protecting business from competition.
• Experience prospecting for new business and cold calling.
• Preferred experience selling to hospitals, ASCs, and Inpatient/Outpatient Endoscopy Suites.
• Candidates must possess a valid driver's license issued in the United States.
• The ability to travel based on the requirements of the role.
• Must live in or be willing to relocate within the defined territory (Colorado and Northern New Mexico).

About the company

Fortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare. We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to advanced technologies that help providers focus on exceptional patient care.

ASP is a leading global provider of innovative sterilization and disinfection solutions, and a pioneer of low-temperature hydrogen peroxide sterilization technology. ASP’s mission is to protect patients during their most critical moments. We support healthcare facilities in the fight to protect patients against hospital-acquired infections, which are a leading cause of morbidity and mortality. ASP’s products, which are sold globally, include the STERRAD system for sterilizing instruments and the EVOTECH and ENDOCLENS systems for endoscope reprocessing and cleaning.

Pay

The compensation range for this sales position (inclusive of sales incentives/commissions in local currency) is $140,800 - $235,100.

Benefits

This position is eligible for bonus as part of the total compensation package.