Position
Director, National Accounts (DNA)
Reports to
Chief Commercial Officer (CCO)
Position Summary
You will lead the company’s efforts to maintain and expand relationships with large, multi-location integrated delivery networks (IDNs) and group purchasing organizations (GPOs) within the healthcare segment. You will be responsible for achieving sales quota and assigned strategic account objectives. You will represent the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company. You will focus on the headquarters and key buying locations of assigned accounts, while coordinating closely with field associates assigned to these customers’ other locations.
Specific Responsibilities
The Director, National Accounts will be responsible for meeting and exceeding key performance indicators including sales revenue quotas and new product introduction in a defined group of GPOs and national IDNs. Develop & execute strategic account plans to expand book-of-business with current customers and penetrate competitive strongholds by intimately understanding their positioning & unique value. Develop & nurture executive-level healthcare partnerships with key IDN & GPO contacts as the company's brand ambassador, along with leading regular business reviews with assigned accounts. Coordinate & deliver persuasive executive-level presentations linking clinical value to workflow and technology solutions. Manage complex sales opportunities to a successful close, leveraging the proper internal resources [net new, too big to fail (TBTF), Tier 1]. Coach Business Development Managers (BDM), & Customer Success Managers (CSM) through strategic selling to smaller, regional IDNs [driving annual recurring revenue (ARR) and net new regional IDNs]. Navigate complex customer hierarchies (user buyer, IT, C-suite, financial buyer, service line leader) to uncover the true decision makers, their specific needs & pain points. Engage cross-functional, internal teams to deliver on key value-generating actions for clients. Consistently engage and collaborate with National Sales Director, Director, Customer Success, BDMs, & CSMs to drive IDN strategy and execution. Effectively "play" at all levels of the clinical organization, from Sterile Processing Department (SPD) Technician to C-suite. Successfully position the benefits & value of a SaaS solution. Build & maintain knowledge of market dynamics, technology & regulatory trends that influence our segment & customer base. Champion continuous improvement, using the Fortive Business System (FBS) toolbox to generate new ideas to improve processes and performance to include Strat Planning, Policy Deployment, & Kaizen(s). Build & cultivate relationships with key partners across the SPD space. Lead and/or collaborate on GPO & IDN RFIs/RFPs as necessary. Develop & execute contracting strategies and solutions that align with customer and company goals and objectives. Build and maintain a clinical and technical knowledge expertise.
Qualifications
Minimum of 8 years related sales experience selling healthcare technology applications and/or technical clinical solutions in a hospital environment. Experience calling on multi-departmental hospital C-suite and middle management executives at the account and IDN level. Experience using disciplined approach and previous experience with team selling. Call point experience with OR, Central Sterile, ENDO, and IT. Bachelor’s degree required, preferably in Marketing, Communication, Finance or Management; MBA preferred. Candidates must possess a valid driver's license issued in the United States. Ability to travel extensively including overnights within the designated geography. Travel expectation 50% - 70%.Skills
Highly developed interpersonal/communication skills with the demonstrated record of influence. Understanding of the hospital buying process including the role of National Accounts, GPO, IDN and distributors. Excellent verbal and written communication technique. Strong Team skills in both leading and contributing. Develop and drive a focused consultative sales process as an individual contributor and within a team selling environment. Call point expertise with healthcare C-suite, OR, Central Sterile, ENDO, IT and Materials Management departments. Ability to develop multi-departmental hospital middle management executive champions at the account and IDN level. Strong discernment and excellent negotiation, influencing, business planning, sales strategy, problem solving, decision making and time management skills. 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. Proficient with MS Office Suite, Salesforce.com CRM, Microsoft Teams and Vendor Credentialing Services.Travel
50-70% travel within North America.
Fortive Corporation Overview
Fortive’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.