Regional Sales Director – Northeast
Fortive
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteJob Level
Lead
Tech Stack
SFDC
About the role
- Customer-Centric Discovery: Ability to uncover pain points, business goals, and operational challenges through thoughtful questioning and active listening.
- Solution Mapping: Aligns product features with client-specific outcomes, demonstrating how the SaaS solution drives ROI, efficiency, or compliance.
- Stakeholder Engagement: Identifies and influences decision-makers, champions, and blockers across clinical, IT, and executive teams.
- Account Strategy Development: Builds multi-quarter plans for account growth, renewal, and upsell, using data and relationship insights.
- Healthcare IT Fluency: Understands how SaaS integrates with EHRs, practice management systems, and data exchange protocols (e.g., HL7, FHIR).
- Product Mastery: Can confidently demo the product, explain technical workflows, and answer integration questions without relying solely on technical teams.
- Compliance Awareness: Understands HIPAA, HITRUST, and other regulatory frameworks, and can speak to how the product supports compliance.
- Implementation Insight: Anticipates client concerns about onboarding, data migration, and change management, and collaborates with internal teams to address them.
- Empathy & Trust Building: Builds rapport by understanding the emotional and professional drivers of healthcare stakeholders, especially clinicians and administrators.
- Conflict Navigation: Manages tension or resistance with professionalism and tact, especially in high-stakes or politically sensitive environments.
- Long-Term Relationship Management: Maintains engagement post-sale, ensuring satisfaction and positioning for renewal or expansion.
- Cross-Functional Collaboration: Works effectively with internal teams (e.g., Customer Success, Product, Marketing) to support client needs.
- Tailored Messaging: Adapts language and tone for different audiences—clinical, technical, financial—while maintaining clarity and impact.
- Value-Based Storytelling: Uses case studies, metrics, and narratives to illustrate the product’s impact on patient care, operational efficiency, or financial performance.
- Negotiation & Objection Handling: Navigates pricing discussions, procurement hurdles, and competitive threats with confidence and integrity.
- Proposal & Presentation Excellence: Crafts compelling proposals and delivers engaging presentations that resonate with diverse stakeholders.
- Pipeline Management: Uses CRM tools to track opportunities, forecast revenue, and manage follow-ups with discipline and accuracy.
- Sales Analytics: Interprets engagement data, usage metrics, and client feedback to refine sales strategies and identify opportunities.
- Personalization at Scale: Leverages data to tailor outreach, prioritize accounts, and optimize timing for engagement.
- Forecast Accuracy: Maintains a clean, up-to-date pipeline with clear next steps, realistic close dates, and accurate stage progression to support dependable forecasting.
- KPI Adherence: Consistently meets or exceeds key performance metrics (activity, conversion rates, pipeline coverage) by operating with discipline and data-driven decision-making.
- Data Integrity & Hygiene: Ensures CRM data is complete, current, and compliant with organizational standards to enable accurate reporting and strategic planning.
Requirements
- Bachelor’s degree in Business, Marketing, Healthcare Administration, or related field
- 5-7 years in healthcare technology sales, preferably B2B SaaS sales or enterprise software
- Proven success in quota-carrying roles with complex sales cycles
- Experience managing executive-level relationships and navigating procurement
- Exposure to selling or supporting technical products
- Familiarity with sales analytics tools (e.g., SFDC, PowerBi, Definitive Healthcare, etc.)
Benefits
- Health insurance
- Retirement plans
- Paid time off
- Flexible work arrangements
- Professional development
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
SaaSEHR integrationdata migrationsales analyticsCRM toolspipeline managementquota-carrying salestechnical product supportcompliance frameworksdata exchange protocols
Soft skills
customer-centric discoverystakeholder engagementaccount strategy developmentempathyconflict navigationlong-term relationship managementcross-functional collaborationtailored messagingnegotiationproposal excellence