[Hiring] Sr. Regional Sales Executive @Fortive

Role Description

The Sr Regional Sales Executive is a strategic sales leader responsible for driving high-value growth across complex public and private healthcare organizations in Australia and New Zealand. This role demands deep industry expertise, a consultative approach, and the ability to navigate long sales cycles involving multiple stakeholders. The Sr Regional Sales Executive will own the full sales process—from strategic prospecting and solution alignment to executive-level negotiation and closing—while also contributing to account expansion and retention strategies.

Key Responsibilities:

• Enterprise Consultative Selling
  • Leads strategic sales cycles with multiple stakeholders and long decision timelines across both public and private healthcare sectors in ANZ.
  • Builds tailored business cases that align with healthcare organizations’ strategic goals with an initial focus on NSW health organizations.
  • Applies advanced sales methodologies (e.g., MEDDIC, Challenger, SPIN) to drive alignment and urgency.
  • Serves as the primary Provation contact for all opportunities in Australia and New Zealand until the regional team expands.
  • Conducts rigorous executive-level discovery to uncover clinical, operational, and financial pain points.
  • Leads and contributes to formal tender responses and RFP processes across public and private health procurement frameworks.
  • Designs and negotiates bespoke commercial constructs appropriate to deal complexity.
• Healthcare Industry Expertise
  • Deep understanding of healthcare delivery models, payer-provider relationships, and regulatory frameworks.
  • Ability to speak credibly about clinical workflows, digital health trends, and interoperability standards.
  • Anticipates industry-specific challenges and tailors solutions accordingly.
  • Tracks competitor activity, pricing, and positioning to proactively shape strategy and messaging.
• Strategic Account Management & Expansion
  • Develops and executes multi-year account growth strategies.
  • Identifies upsell and cross-sell opportunities based on client data and evolving needs.
  • Collaborates with Customer Success and Product teams to ensure long-term client satisfaction and retention.
• Executive-Level Communication & Influence
  • Communicates with clarity and confidence across clinical, technical, and financial audiences.
  • Leads executive briefings, strategic planning sessions, and QBRs.
  • Influences internal and external stakeholders to accelerate deal velocity and prioritize client outcomes.
• Commercial Acumen & Data-Driven Decision Making
  • Applies financial and operational insights to guide sales strategy and client conversations.
  • Understands key SaaS metrics and uses them to manage pipeline and forecast accurately.
  • Leverages CRM and analytics tools to identify trends, risks, and opportunities.
• Forecast Accuracy
  • Provides accurate monthly forecast that is aligned with corporate expectations and visibility to leadership.

Qualifications

• Bachelor’s degree in Business, Marketing, Healthcare Administration, or a related field.
• Advanced degree (MBA, MHA) is a plus, especially for roles involving strategic enterprise sales.
• 8+ years of experience in B2B healthcare sales, with at least 5 years focused on enterprise-level clients in Australia and/or New Zealand.
• Deep understanding of the public and private healthcare markets in ANZ, including procurement processes, regulatory frameworks, and reimbursement models.
• Demonstrated relationships at the clinical, technical, and executive levels within hospitals and day surgery centers, especially in ANZ.
• Proven track record of exceeding quota in complex sales environments with long sales cycles.
• Experience managing strategic accounts and navigating multi-stakeholder decision processes.
• Familiarity with healthcare IT systems, procurement processes, and compliance requirements.
• Demonstrated success in negotiating high-value contracts and renewals.
• Ability to travel is required.

Requirements

• Experience with GI/endoscopy solutions or with companies such as Olympus, C.R. Kennedy, Pentax, Alcidion, Orion, Intersystems, etc., is highly desirable.
• Located in Melbourne, with deep connections in the ANZ healthcare ecosystem.
• Technical certifications (e.g., Salesforce, AWS, Health IT) are a plus.
• Sales methodology certifications (e.g., Miller Heiman, Challenger, MEDDIC, SPIN) are advantageous.
• Business analytics or data literacy training is a strong differentiator.