Regional Account Director
4 weeks ago
The Regional Account Executive at Fortive Corporation will be responsible for selling Provation Clinical Documentation software solutions to healthcare facilities that perform Gastroenterology procedures.
This is a remote position and the ideal candidate must reside in IN, KY, IL, IA, MO, or AR.
Key Responsibilities- Achieve Sales Quota by developing and executing sales strategies to open, advance, and close Provation Apex customer migration and new sales opportunities in customer and prospect accounts.
- 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 leaders.
- Strategically Manage Customer Relationships by identifying key buying influencers within accounts to determine processes, budgets, and timelines.
- Develop, build, and strengthen relationships with executive 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 by successfully managing the sales cycle from lead-to-close to drive growth within assigned territory.
- Maintain a healthy pipeline of customers and prospects focusing on size, speed, shape, success.
- Accurately manage monthly/quarterly forecasts and rolling 12-month territory pipeline using Provation Sales Milestone Process and Customer evidence.
- Engage and Educate an Assigned Market by building and generating market demand for the Provation Apex solution.
- Opportunistically identify and cultivate new business opportunities.
- Partner with clinical/technical solutions consultants to provide consultation and demonstrations.
- Utilize sales enablement tools and collateral to support funnel management & territory needs.
- Collaborate with Provation implementation team to ensure existing customer challenges and current state vs. desired future state workflow is understood & achieved with Provation Apex.
- Maintain working product and market knowledge.
- Acquire and maintain comprehensive product solution knowledge.
- Stay current regarding competitive intelligence and solutions in relation to Apex.
- Learn & understand major market trends & associated Apex improvement opportunities.
- Sales administration by meeting Salesforce usage and reporting expectations as defined by Sales Leadership.
- Assist current customers with existing invoice and contract questions and needs.
- Follow up on marketing qualified leads and conduct research to identify potential opportunities.
- Complete and remain current with administrative reporting as assigned (e.g., expense reports).
- A Bachelor of Science (BS) or Bachelor of Arts degree (BA) is required.
- Experience with or a similar CRM solution.
- Experience with SaaS software.
- 5+ years of sales experience with point-of-care solutions.
- Proven track record of sales in healthcare industry.
- Ability to travel 50-75%.
- 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.
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