Regional Account Manager - Northeast

• The Regional Account Manager position for the Northeast Region is responsibility
• for New York and surrounding states. The Regional Account Manager will exceed or
• achieve sales quota by delivering market share growth as well as other key
• performance metrics. The BDM implements the brand strategy and tactics within
• the assigned region and also works to accomplish call points at Hospitals, IDN
• systems, ASC’s, and alternate healthcare facilities. The BDM influences clinical
• and non-clinical collaborators to support the use of the company’s annual
• subscription-based platform solutions to include CensiTrac, ScopeTrac,
• LoanerLink, Analytics, and any new commercially released products by applying
• effective selling skills, in-depth clinical and business expertise, CRM tool,
• and Assessment/return on investment tools as needed.

• The Regional Account Manager approaches each customer from a total account
• management perspective by using resources appropriately and collaborating with
• business partners. In addition, the Regional Account Manager accurately
• articulates the value proposition for the customer, including collaborators such
• as surgeons, clinical leaders, surgical business managers, central sterile
• managers and staff, IT management, Endoscopic managers, and supply chain.

Specific Responsibilities

• Driving specialty product sales into assigned region including new and

existing customers.

• Develop new opportunities through cold calling, marketing campaigns, ground

• swell activities, National Account resources, and participation in
• regional/national shows.

• Assisting the National Account, Channel Management, and Client Services Teams

in driving unit sales volume.

• Developing and encouraging strong customer relationships, building brand

loyalty, and driving current customer expansion through new product sales.

• Ability to plan, prioritize, lead, and track all sales cycle events.
• Present and demo the patient safety and business benefits of the Censis

solutions through individual and committee meeting channels.

• Responsible for forecasting, monitoring, and posting sales activities within

the assigned region.

• Build and maintain a clinical and technical knowledge expertise.

Qualifications

• Minimum of 5 years related sales experience selling healthcare technology

applications and/or technical clinical solutions in a hospital environment.

• Experience calling on multi-departmental hospital middle management

executives at the account and IDN level.

• Experience using disciplined approach and previous experience with team

selling.

• Call point experience with OR, Central Sterile, ENDO, and IT.
• Ability to travel extensively including overnights within the designated

geography. Travel expectation 50% - 70%.

Skills

• Highly developed interpersonal/communication skills with the demonstrated

record of influence.

• Excellent verbal and written communication technique.
• Strong Team skills in both leading and contributing.
• Develop and drive a focused consultative sales process as an individual

contributor and within a team selling environment.

• Call point expertise with OR, Central Sterile, ENDO, IT and Materials

Management departments.

• Ability to develop multi-departmental hospital middle management executive

champions at the account and IDN level.

• Strong discernment and excellent negotiation, influencing, business planning,

sales strategy, problem solving, decision making and time management skills.

• Must have an execution core mentality with the support of a self-motivated

• desire to accept technical knowledge and build success pathways to overcome
• obstacles.

• Proficient with MS Office Suite, Salesforce.com CRM, WebEx, Microsoft Teams,

Open Voice, and Vendor Credentialing Services.

Fortive Corporation Overview

• Fortive’s essential technology makes the world stronger, safer, and smarter. We
• accelerate transformation across a broad range of applications including
• environmental, health and safety compliance, industrial condition monitoring,
• next-generation product design, and healthcare safety solutions.

• We are a global industrial technology innovator with a startup spirit. Our
• forward-looking companies lead the way in software-powered workflow solutions,
• data-driven intelligence, AI-powered automation, and other disruptive
• technologies. 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 groundbreaking sustainability solutions.

• We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and
• energized by limitless learning and growth. We use the proven Fortive Business
• System (FBS) to accelerate our positive impact.

• At Fortive, we believe in you. We believe in your potential—your ability to
• learn, grow, and make a difference.

• At Fortive, we believe in us. We believe in the power of people working together
• to solve problems no one could solve alone.

• At Fortive, we believe in growth. We’re honest about what’s working and what
• isn’t, and we never stop improving and innovating.

Fortive: For you, for us, for growth.

About Censis

• Censis, the first company to engineer a surgical asset management system that
• tracks down to the instrument and patient levels, has continually set the
• standards for the sterile processing industry.

• From the beginning, Censis has recognized the vital connection between
• perioperative innovation and efficiency, unparalleled customer care and improved
• operational performance. By continuing to invest in technology, ease of
• integration, education and support, Censis provides solutions that empower
• hospitals and healthcare providers to stay compliant and ahead of healthcare’s
• rapidly changing environment. With Censis, you’re positioned to start ahead and
• stay ahead, no matter what the future holds.

We Are an Equal Opportunity Employer

• Fortive Corporation and all Fortive Companies are proud to be equal opportunity
• employers. 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. Fortive and
• all Fortive Companies are also committed to providing reasonable accommodations
• for applicants with disabilities. Individuals who need a reasonable
• accommodation because of a disability for any part of the employment application
• process, please contact us at applyassistance@fortive.com.