[Hiring] Account Executive @Fortive

Role Description

The Apex Account Executive will be responsible for upselling Provation Apex solutions to existing Provation Apex customers.

• Achieve Sales Quota
• Develop and execute sales strategies to open, advance, and close Provation Apex upsell opportunities within existing Provation Apex customers
• Serve as the sales point of contact for all existing Provation Apex customer upsell opportunities
• Routinely and consistently prospect existing Provation Apex accounts for upsell opportunities
• Partner with Provation field sales team and Customer Success team to identify Provation Apex upsell optimization and improved efficiency opportunities
• Conduct sales calls to understand & assess Apex customer optimization and efficiency opportunities. Align Provation Apex upsell solutions to these needs.
• 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
• Achieve Provation Apex upsell targets and sales quota in assigned territory

• Strategically Manage Customer Relationships
• Identify key buying influencers within Apex accounts
• Develop, build, and strengthen long-term on-going relationships with executive and director 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 Apex upsell sales cycle from lead-to-close to drive growth within assigned accounts and territory
• Maintain a healthy pipeline of Apex upsell opportunities
• Accurately manage monthly/quarterly forecasts and rolling 12-month territory pipeline
• Accurately forecast sales stage transitions & close dates based on customer exit criteria evidence
• Maintain working product and market knowledge
• Acquire and maintain comprehensive Provation Apex solution knowledge
• Learn & understand major market trends & associated Apex upsell improvement opportunities

• Sales administration
• Make entry and document all account, prospecting, and opportunity activities in Salesforce CRM
• Complete and remain current with administrative reporting as assigned (e.g., expense reports)
• Assist current Provation Apex customers with existing invoice and contract questions and needs

Qualifications

• Bachelor of Science (BS) or Bachelor of Arts degree (BA) is required.
• 2+ years of sales experience with point-of-care solutions.
• Proven track record of sales in healthcare industry.
• Experience with Salesforce.com or a similar CRM solution.
• Experience with SaaS software.

Requirements

• 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

Benefits

• Customer Focused: We put our customers first and maintain effective customer relationships.
• Productive: We work smarter; We work to produce the most effective results.
• Innovative: We look to improve or create more effective processes, products or ideas to increase our business success.
• Accountable: We see it, we own it, we solve it and we do it.
• Teamwork: We practice collaboration and communication across the organization.