[Hiring] Area Account Manager @Fortive

Role Description

We are looking for an experienced, driven and commercially strong Area Account Manager to lead and grow ASP's business across Vidarbha & Chhattisgarh. This is a high-ownership, individual contributor role responsible for delivering sustainable sales growth across ASP's portfolio of capital equipment, consumables, High-Level Disinfection (HLD) and sterilisation monitoring solutions.

• Own the territory end-to-end, from identifying opportunities to engaging key clinical and commercial stakeholders.
• Develop solutions, manage tenders, negotiate, close capital opportunities, and drive the recurring consumables business.
• Combine strong medical-device selling skills with excellent territory management, key account development, and relationship-building capabilities.

Qualifications

• Science graduate; MBA or postgraduate qualification in management preferred.
• Minimum 8+ years of sales experience in the healthcare industry, preferably within medical devices or capital medical equipment.
• Demonstrated ability to manage complex institutional/hospital sales.
• Experience in capital equipment sales, tender business, key account management, and consultative selling preferred.
• Strong commercial acumen with the ability to negotiate and close business effectively.
• Ability to independently manage a geographically diverse territory and customer base.

Requirements

• Own and deliver the sales objectives for the assigned territory across the complete ASP portfolio.
• Drive growth across capital equipment, recurring consumables, HLD and sterilisation monitoring solutions.
• Build and maintain a strong opportunity pipeline with clear account-level actions to achieve monthly, quarterly and annual objectives.
• Identify, develop, negotiate and close capital equipment opportunities.
• Develop the installed base while maximising recurring consumables and cross-selling opportunities.
• Prepare weekly and monthly sales action plans and maintain visibility of key opportunities, risks and required actions.
• Participate in relevant conferences, workshops, trade exhibitions and other professional forums to strengthen customer engagement and market presence.
• Develop and execute a comprehensive territory plan based on market potential, account segmentation, competitive landscape and growth opportunities.
• Identify untapped hospitals, accounts and customer segments to expand ASP's market presence.
• Develop a strong understanding of customer workflows, unmet needs and infection-prevention challenges to identify relevant solutions.
• Identify and manage tender and contract opportunities from early-stage specification and stakeholder engagement through commercial closure.
• Track competitor activities, pricing, product positioning and market developments and translate these insights into effective account strategies.
• Develop strategic account plans for priority hospitals and institutions with clearly identified growth opportunities.
• Map key stakeholders and decision makers across clinical, CSSD, infection control, biomedical, purchase/procurement and hospital administration functions.
• Build strong, sustainable relationships across multiple levels within key accounts.
• Identify and develop opportunities for portfolio penetration and cross-selling.
• Position ASP as a trusted partner in sterilisation, high-level disinfection and infection-prevention solutions.
• Ensure appropriate customer support related to product utilisation and inventory within company guidelines.
• Understand customer practices and identify opportunities to improve infection-prevention and sterilisation processes through appropriate ASP solutions.
• Engage relevant clinicians and healthcare professionals through focused one-to-one discussions, educational programmes and group sessions.
• Identify customer education and in-service requirements in collaboration with internal stakeholders.
• Coordinate and deliver customer education programmes supporting the safe, effective and appropriate use of ASP solutions.
• Develop strong relationships with hospital stakeholders to drive adoption, confidence and long-term customer loyalty.
• Develop and maintain strong technical and clinical knowledge of the ASP portfolio, including product features, applications, benefits and value propositions.
• Confidently demonstrate product applications and articulate meaningful differentiation against competing solutions.
• Maintain strong awareness of competitive products, their positioning, features, advantages and limitations.
• Gather relevant market intelligence regarding evolving customer practices, purchasing behaviours and competitive activity.
• Continuously strengthen product and market knowledge through field experience, training programmes and engagement with customers and key users.
• Maintain appropriate focus on receivables and collection, ensuring commercial commitments are followed through.
• Manage operating expenses, travel, promotional expenditure, equipment and samples responsibly and within approved budgets and company guidelines.
• Plan resources effectively to maximise territory productivity and return on investment.
• Maintain disciplined forecasting and visibility of business opportunities and potential risks.
• Seek appropriate approvals for deviations from agreed commercial or expense guidelines.
• Conduct all business activities with the highest standards of integrity, ethics and professionalism.
• Ensure all customer interactions and commercial activities comply with ASP policies and applicable requirements.
• Build customer relationships based on transparency, credibility and long-term value.
• Balance strong commercial execution with responsible and ethical business practices.

Benefits

• Consistently deliver against territory sales objectives.
• Build a healthy and sustainable pipeline of capital equipment opportunities.
• Expand the ASP installed base while growing recurring consumables.
• Increase penetration within strategic and key accounts.
• Develop strong multi-level relationships with hospital stakeholders and decision makers.
• Demonstrate strong ownership of sales forecasting, receivables, account development and competitive strategy.
• Establish ASP as a credible and preferred long-term partner within the assigned territory.