REGIONAL ACCOUNT DIRECTOR
Company: Fortive Corporation
Location: Louisville
Posted on: October 12, 2024
Job Description:
Provation is a leading provider of healthcare software and SaaS
solutions for clinical productivity, care coordination, quality
reporting, and billing. Our purpose is to empower providers to
deliver quality healthcare for all. Provation's comprehensive
portfolio spans the entire patient encounter, from pre-procedure
through post-procedure, with solutions for physician and nursing
documentation (Provation - MD, Provation - Apex, MD-Reports,
Provation - endoPRO - , and Provation - MultiCaregiver), anesthesia
documentation ( #1 Best in KLAS Provation - iPro), patient
engagement, surgical care coordination, quality reporting, and
billing capture (Provation - SurgicalValet---), order set and care
plan management (Provation - Order Set Advisor--- and Provation -
Care Plans), and EHR embedded clinical documentation (Provation -
Clinic Note). Provation has a loyal customer base, serving more
than 5,000 hospitals, surgery centers, and medical offices, and 700
physician groups globally, including 19 of the top 20 U.S.
hospitals. In 2021, Provation was acquired by Fortive Corporation,
a Fortune 1000 company that builds essential technology and
accelerates transformation in high-impact fields like workplace
safety, engineering, and healthcare. For more information about our
solutions, visit provationmedical.com and follow us on Twitter
(https://twitter.com/ProVationMed) , Facebook
(https://www.facebook.com/provationmed/) , and LinkedIn
(https://www.linkedin.com/company/provation-medical/) .Job
Summary:The Regional Account Executive's primary responsibility is
to sell Provation Clinical Documentation software solutions
(Provation MD & Provation Apex) to healthcare facilities that
perform Gastroenterology (GI) procedures.This position is a remote
position and must reside in IN, KY, IL, IA, MO, or AR.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 leadershStrategically 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 eventActively 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 ApexMaintain
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 opportunitiesSales 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 applicationsFortive
Corporation OverviewFortive'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.Fortive: For you, for
us, for growth.We are an Equal Opportunity EmployerFortive
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.
Keywords: Fortive Corporation, Louisville , REGIONAL ACCOUNT DIRECTOR, Executive , Louisville, Kentucky
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