Business Development Manager (Southwest Region)

Company: Fortive Corporation
Location: Las Vegas
Posted on: May 27, 2023

Job Description:

The BDM position for the Southwest Region is based preferably in Phoenix, Denver, Las Vegas, Boise, or Salt Lake. The BDM will exceed or achieve sales quota by delivering market share growth as well as other key performance metrics. The BDM implements the brand strategy and tactics within the assigned region. And also works to accomplish call points at Hospitals, IDN systems, ASC's, and alternate healthcare facilities. The BDM influences clinical and non-clinical collaborators to support the use of the company's annual subscription-based platform solutions to include CensiTrac, ScopeTrac, LoanerLink, Analytics, and any new commercially released products by applying effective selling skills, in-depth clinical and business expertise, CRM tool, and Assessment/return on investment tools as needed. The BDM approaches each customer from a total account management perspective by using resources appropriately, collaborating with business partners. In addition, the BDM accurately articulates the value proposition for the customer, including collaborators such as surgeons, clinical leaders, surgical business managers, central sterile managers and staff, IT management, Endoscopic managers, and supply chain.
Specific Responsibilities

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  Driving specialty product sales into assigned region including new and existing customers.
  
  
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  Develop new opportunities through cold calling, marketing campaigns, ground swell activities, National Account resources, and participation in regional/national shows.
  
  
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  Assisting the National Account, Channel Management, and Client Services Teams in driving unit sales volume.
  
  
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  Developing and encouraging strong customer relationships, building brand loyalty, and driving current customer expansion through new product sales.
  
  
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  Ability to plan, prioritize, lead, and track all sales cycle events.
  
  
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  Present and demo the patient safety and business benefits of the Censis solutions through individual and committee meeting channels.
  
  
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  Responsible for forecasting, monitoring, and posting sales activities within the assigned region.
  
  
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  Build and maintain a clinical and technical knowledge expertise.
  
  
  Qualifications
  
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    Minimum of 5 years related sales experience selling healthcare technology applications and/or technical clinical solutions in a hospital environment.
    
    
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    Experience calling on multi-departmental hospital middle management executives at the account and IDN level.
    
    
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    Experience using disciplined approach and previous experience with team selling.
    
    
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    Call point experience with OR, Central Sterile, ENDO, and IT.
    
    
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    Ability to travel extensively including overnights within the designated geography, Travel expectation 70% - 90%.
    
    
    Skills
    
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      Highly developed interpersonal/communication skills with the demonstrated record of influence.
      
      
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      Excellent verbal and written communication technique.
      
      
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      Strong Team skills in both leading and contributing.
      
      
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      Develop and drive a focused consultative sales process as an individual contributor and within a team selling environment.
      
      
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      Call point expertise with OR, Central Sterile, ENDO, IT and Materials Management departments.
      
      
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      Ability to develop multi-departmental hospital middle management executive champions at the account and IDN level.
      
      
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      Strong discernment and excellent negotiation, influencing, business planning, sales strategy, problem solving, decision making and time management skills.
      
      
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      Must have an execution core mentality with the support of a self-motivated desire to accept technical knowledge and build success pathways to overcome obstacles.
      
      
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      Proficient with MS Office Suite, Salesforce.com CRM, WebEx, Microsoft Teams, Open Voice, and Vendor Credentialing Services.
      
      
      Fortive is a diversified industrial growth company comprised of global businesses that are recognized leaders in attractive markets. With more than $6 billion in annual revenues, Fortive's well-known brands hold leading positions in field instrumentation, healthcare, transportation, sensing, product realization, automation and specialty, and franchise distribution.
      Fortive is headquartered in Everett, Washington and employs a team of more than 24,000 research and development, manufacturing, sales, distribution, service and administrative employees in more than 40 countries around the world. Our team grows by tackling challenges that accelerate progress and further their careers. With a culture rooted in continuous improvement, the core of our company's operating model is the Fortive Business System. For more information please visit: www.fortive.com (https://fortive.taleo.net/enterprise/enterprise/) .
      Censis Technologies based in Franklin, Tenn., is the industry leader in surgical instrument and asset management software. Censis offers multiple solutions, including CensiTrac, which is a highly advanced, web-based software system focused on maximizing OR throughput and regulatory compliance. Censis Technologies' software is deployed in hundreds of hospitals in the United States, Canada, and Australia.
      "The company in which you have expressed employment interest is a subsidiary or affiliate of Fortive Corporation. The subsidiary or affiliate is referred to as a Fortive Company. Fortive Corporation and all Fortive Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, ancestry, sex (including pregnancy, childbirth and related medical conditions), age, marital status, disability, veteran status, citizenship status, sexual orientation, gender identity or expression, and other characteristics protected by law. The "EEO is the Law" poster is available at: http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf. Individuals who need a reasonable accommodation because of a disability for any part of the employment process should call 1-866-272-5573 or e-mail applyassistance@fortive.com to request accommodation."
      National: The salary range for this position (inclusive of sales incentives/commission) is $122,500- $227,500
      Base pay offered may vary depending on various factors, including, but not limited to: job-related knowledge; skills; experience; and other eligibility factors such as geographic location. The Total Rewards package includes competitive base pay and an opportunity to enroll in a variety of benefit programs, generally including health insurance, flexible spending accounts, health savings accounts, retirement savings plans, life and disability insurance programs, and several programs that provide for both paid and unpaid time away from work.

Keywords: Fortive Corporation, Las Vegas , Business Development Manager (Southwest Region), Executive , Las Vegas, Nevada