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Account Executive
Account ExecutiveFortive • Toledo, OH, US
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Account Executive

Account Executive

Fortive • Toledo, OH, US
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Regional Director

The Regional Director's primary responsibility is to sell Provation Clinical Documentation software solutions (Provation MD & Provation Apex) to healthcare facilities that perform Gastroenterology (GI) procedures.

Duties & Responsibilities :

Achieve Sales Quota

  • Develop and execute 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 leadership

Strategically Manage Customer Relationships

  • Identify 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

  • Successfully manage 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

  • Build and generate 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

  • Meet 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)

    • Job Requirements :

    Education & Experience

  • A Bachelor of Science (BS) or Bachelor of Arts degree (BA) is required.
  • Experience with Salesforce.com 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.

    • Other Knowledge, Skills, Abilities or Certifications :

  • 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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    Account Executive • Toledo, OH, US

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