Manage strategic healthcare IDN accounts by developing commercial strategies, growing profitable sales, launching products, and building relationships with corporate decision-makers and clinical leaders. Lead business reviews, monitor market and competitive trends, coordinate with sales, marketing, service, and supply chain teams, provide clinical product education, maintain Salesforce account plans and forecasts, and support key projects. The role requires extensive medical and capital equipment sales experience and at least 50% travel.
The Key Account Manager (KAM) is a customer-facing position responsible for developing and implementing commercial strategies aligned to the Group’s mission and goals within defined IDN Accounts to increase profitable sales growth and develop key opinion leader relationships within the marketplace.
- Responsible for meeting and exceeding key performance indicators including sales revenue, business profitability and new product introduction in defined IDNs.
- Develop strong working relationships with both corporate decision makers and target customers to deliver strategic wins within each assigned IDN.
- Lead regular IDN business reviews with Customers and internal collaborators.
- Monitor market, corporate activities, Customer trends and competitive landscape to inform potential client opportunities.
- Work with Group Sales, Marketing, Service Management, Supply Chain and other strategic partners to develop and implement key accounts strategies in line with Customer and Group priorities.
- Deliver on defined business goals through tactical execution and collaboration with field partners to pull through wins involving IDN-member Customers including, but not limited to Sterile Processing, Endoscopy, administrative leaders, C- suite personnel, Infection Prevention, and OR leaders.
- Partner with field teams to provide clinical product training and education to IDN decision makers and value analysis committees.
- Provide regular and effective communications to the Sales and Field Service Teams and all relevant functional areas highlighting key components of strategic partnerships
- Leverage Salesforce.com to provide timely and current information on customers within assigned IDN’s; routinely update sales actions plans and forecasts for Quarterly Business Reviews and Business Plans to facilitate the purchase of ASP, Censis and Pegasys products and services.
- Partner with key construction contacts within assigned IDNs.
- Collaborate with other regional Key Account Managers to discuss trends and insights across key accounts to leverage best practices and accelerate growth.
- In collaboration with leadership and other partners, identify specific projects where key account experience could be provided (i.e., new product launch, key promotion).
Qualifications:
- Bachelor’s degree required; minimum 5-8 years of sales and/or business experience is required.
- Minimum 5 years of experience in medical and capital equipment sales.
- Experience calling on health care corporate decision makers.
- Candidates must possess a valid driver's license issued in the United States.
- The ability to travel at least 50% of the time based on the requirements of the role.
- Demonstrated Success launching new products, increasing product utilization, and protecting business from competition.
- Experience with prospecting for new business and cold calling.
- Strong business acumen and data analytics.
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 the Team About ASP
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.
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 [email protected].
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