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Fortive Corporation Healthcare Facilities Regional Account Executive, Northeast in Boston, Massachusetts

Gordian (www.gordian.com) is the leader in facility and construction cost data, software and services for all phases of the building lifecycle. A pioneer of Job Order Contracting, Gordian’s solutions also include proprietary RSMeans data and Facility Intelligence Solutions. From planning to design, procurement, construction and operations, Gordian’s solutions help clients maximize efficiency, optimize cost savings and increase building quality.

Healthcare Regional Account Executive will focus on client acquisition and revenue growth within the Healthcare Industry. Focus will be on larger Public, Private, For Profit and Not for Profit Hospitals, with a staffed bed count great than 200.

Working with Sales Development Reps and other internal resources, they are actively driving and managing the sales engagement through a complex buying cycle, from prospecting through closing. Must be able to determine customer requirements and expectations in order to capture business intelligence, articulate Gordian’s value proposition, recommend appropriate solutions, and emphasize solution features and benefits to both business and technical stakeholders.

The ideal candidate will have a proven track record of success navigating the organizational structure of Hospitals and IDN’s. The ideal candidate will understand the various pain points around Hospital Construction and Procurement employed by Public and Private Hospitals. The ideal candidate will have experience working with Facilities, Purchasing and Supply Chain departments.

Requirements:

  • Engage in face-to-face selling activities with prospective and current customers in Regional locations with larger Public and Private Hospitals, with a staffed bed count great than 200

  • Managing complex deals and relationships, with strategic impact for Public or Private impact across a varies state locations

  • Defines account strategy and client action plan (CAP) for identified core accounts within an assigned territory

  • Develops strategy for remainder of non-core territory accounts

  • Coordinates with Enterprise Business Development team on net new customer leads

  • Qualify, pursue, and close net new opportunities for large customers, pulling in overlay product specialists as needed

  • Coordinates with operational support groups to ensure successful implementation and delivery of solution

  • Consults with Product Specialists and Account Managers before pursuing and closing cross-sell opportunities within existing large customer base.

  • Approves up-sell opportunities identified by Account Managers

  • Stays informed regarding any RSMeans (Transactional) deals, and pursues any potential larger opportunity as appropriate

  • Maintain pipeline opportunities and log all activity in the designated customer relationship management (CRM) system Salesforce.com

  • Develop and maintain an expert level of knowledge of company solutions and competition in the market

  • Participate in ongoing training to increase professional growth and job effectiveness

    Qualifications:

  • Bachelor’s degree or equivalent work experience

  • Minimum of 3-5 years experience selling technology, business services solutions, or Construction to the Healthcare market and managing the public/private procurement process

  • Experience navigating complex deals and relationships, with impact for county or municipal implementation

  • Demonstrated ability to meet or exceed a sales quota, along with consistent track record of developing new business and managing sales cycle from generating leads through closing, are required

  • Execute outbound call campaigns based on leads generated by research, trade shows, marketing campaigns, and referrals

  • Tracking and managing sales opportunities within an enterprise CRM like Salesforce.com

  • Determine customer requirements and expectations in order to capture business intelligence, articulate Gordian’s value proposition, recommend appropriate solutions, and emphasize solution features and benefits to both business and technical stakeholders

  • Must possess strong presentation skills and professional written communication skills, be organized and analytical and able to eliminate sales obstacles through creative and adaptive approaches

  • Experience selling to Finance and Facilities within the Healthcare market is ideal

  • Knowledge of the construction project lifecycle

  • 20% Travel is required for this job

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 17,000 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. At Fortive, we believe in growth. We’re honest about what’s working and what isn’t, and we never stop improving and innovating. Fortive: For you, for us, for growth. Ready to move your career forward? Find out more at careers.fortive.com. Careers at Fortive Careers | For you. For us. For growth.

Every Fortive Careers employee enjoys unique opportunities to learn from the best and grow in an exciting culture of continuous improvement. We invite you to explore our open positions.

Gordian is the world’s leading provider of facility and construction cost data, software and services for all phases of the building lifecycle. A pioneer of Job Order Contracting (JOC), Gordian’s offerings also include our proprietary RSMeans data and Facility Intelligence solutions. From planning to design, procurement, construction and operations, Gordian’s solutions help clients maximize efficiency, optimize cost savings and increase building quality. Gordian is a part of the international business group Fortive, with 26,000 people employed worldwide.

We offer an excellent benefits package including medical, dental, vision, life and LTD insurance, HSA, and a 401(k) retirement plan. EOE/AA/M/F/Vets/Disabled

"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."

"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."

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