Account Manager - Sacramento, CA

About the Job An Account Manager is responsible for identifying and closing new business opportunities within established and new accounts in a geographically dispersed territory. Account Managers 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. Key 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 contest 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 solution 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 demonstrations, training presentations and in‑servicing based upon customer needs. Maintain optimum account call frequencies to build better relationships, better understanding of customer’s business and needs, and account for sales quota accomplishment. Develop and implement territory sales strategy and plan for local hospitals and IDN accounts not covered by the Corporate Accounts teams. Execute 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, Commercial Operations, etc. 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. Continuously acquire, maintain, and expand personal understanding of features, benefits, applications and market conditions to enhance the needs for current and future products. Participate in local Chapters 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, ASC’s, and Inpatient/Outpatient Endoscopy Suites. Candidate must possess a valid driver’s license issued in the United States. Ability to travel based on role requirements. Must live in or be willing to relocate within defined territory (Sacramento, CA). Pay Range Salary range: 140,800 - 235,100 (inclusive of sales incentives/commissions). Equal Opportunity Employer Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers and are committed to providing reasonable accommodations for applicants with disabilities. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. #J-18808-Ljbffr