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 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 applyassistance@fortive.com.