Account Manager, Rochester - Albany, NY

About the JobAn Account Manager is responsible for identifying and closing new business opportunities within established and new accounts in a geographically dispersed territory. Account Managers will 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 Department staff to determine solutions to their challenges.Key ResponsibilitiesResponsible for establishing and maintaining customer relationships, and overall financial performance within the assigned territory through consultative and clinical value‑based selling and ensuring positive customer experiences.Drive market share through existing customer utilization assessments and contention 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 solutions 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 demonstration, training presentations and in‑servicing based upon customer needs.Establish and maintain optimum account call frequencies to deepen relationships, better understand customer business and needs, and achieve sales quotas.Develop and implement a territory sales strategy and plan for local hospitals and IDN accounts not covered by Corporate Accounts teams.Responsible for 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 through effective communication.Leverage tools, systems, and dashboards daily as part of running a business and proactively solve 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, enhancing the value of current and future products.Participate in local chapters AORN, IAHCSMM, SGNA, and/or other relevant organizations including regional level buying groups.QualificationsBachelor'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.Candidates must possess a valid driver's license issued in the United States.The ability to travel based on the requirements of the role.Must live in or be willing to relocate within the defined territory.CompensationThe salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 140,800 – 235,100.Equal Opportunity Employer StatementWe 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.#J-18808-Ljbffr