Advanced Sterilization Products
Account Manager role at Advanced Sterilization Products (ASP).
Overview
An Account Manager is responsible for identifying and closing new business opportunities within established and new accounts in a geographically dispersed territory. They focus call activities on multi-specialty ambulatory surgery centers (ASCs) and hospitals within their assigned accounts, serving as a clinical partner and trusted advisor to customers. They partner with Sterile Processing Departments staff to determine solutions to customer challenges. Key Responsibilities
Establish and maintain customer relationships and overall financial performance within the assigned territory through consultative and clinical value-based selling, ensuring positive customer experiences. Drive market share through existing customer utilization assessments and pursue new footprint expansion while developing customer champions for ASP technologies. Establish relationships with hospital customers where surgical procedures are performed or influenced. Anticipate customer needs, develop innovative solutions to streamline workflows, and identify new revenue streams. Identify key business levers, build value propositions, identify decision makers, and position solutions to various customer types and call points within hospitals and local IDNs, including Supply Chain, Nurse Managers, Risk Management, Sterile Processing, Materials Management, Bio-Medical/Clinical Engineering, and Infection Prevention. Provide product demonstrations, training presentations, and in-servicing based on customer needs. Maintain optimum account call frequencies to strengthen relationships, understand customer needs, and achieve sales quotas. Develop and implement territory sales strategy and plan for local hospitals and IDN accounts not covered by Corporate Accounts teams. Coordinate local pull-through of strategic plans developed by corporate account teams. Update sales action plans and forecasts for Territory Quarterly Reviews and Business Plans to facilitate purchases of ASP products and services. Collaborate with internal partners such as Service, Marketing, and Commercial Operations on business initiatives. Foster collaboration, teamwork, and partnership through effective communication. Use tools, systems, and dashboards to run the business and proactively address leading and lagging performance metrics to maintain a robust one-year funnel. Continuously acquire and expand understanding of features, benefits, applications, and market conditions to support current and future products. Participate in local chapters and regional buying groups (e.g., AORN, IAHCSMM, SGNA) as appropriate. Qualifications
Bachelor’s degree or equivalent required. Minimum of 3 years of sales experience, or 2 years of medical sales experience, or 1 year of sales experience plus 1 year of infection prevention industry experience. Proven success launching new products, growing product utilization, and/or protecting business from competition. Experience prospecting for new business and cold calling. Preferred experience selling to hospitals, ASCs, and Inpatient/Outpatient Endoscopy Suites. Valid U.S. driver’s license and ability to travel as required. Must live in or be willing to relocate within the defined territory. About ASP and Fortive
ASP is a leading global provider of innovative sterilization and disinfection solutions and a pioneer of low-temperature hydrogen peroxide sterilization technology. Its mission is to protect patients during critical moments. ASP’s products include the STERRAD system for sterilizing instruments and the EVOTECH and ENDOCLENS systems for endoscope reprocessing and cleaning. Fortive Corporation and its brands are equal opportunity employers and are committed to providing reasonable accommodations for applicants with disabilities. Pay Range: The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 131,600 - 244,400.
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An Account Manager is responsible for identifying and closing new business opportunities within established and new accounts in a geographically dispersed territory. They focus call activities on multi-specialty ambulatory surgery centers (ASCs) and hospitals within their assigned accounts, serving as a clinical partner and trusted advisor to customers. They partner with Sterile Processing Departments staff to determine solutions to customer challenges. Key Responsibilities
Establish and maintain customer relationships and overall financial performance within the assigned territory through consultative and clinical value-based selling, ensuring positive customer experiences. Drive market share through existing customer utilization assessments and pursue new footprint expansion while developing customer champions for ASP technologies. Establish relationships with hospital customers where surgical procedures are performed or influenced. Anticipate customer needs, develop innovative solutions to streamline workflows, and identify new revenue streams. Identify key business levers, build value propositions, identify decision makers, and position solutions to various customer types and call points within hospitals and local IDNs, including Supply Chain, Nurse Managers, Risk Management, Sterile Processing, Materials Management, Bio-Medical/Clinical Engineering, and Infection Prevention. Provide product demonstrations, training presentations, and in-servicing based on customer needs. Maintain optimum account call frequencies to strengthen relationships, understand customer needs, and achieve sales quotas. Develop and implement territory sales strategy and plan for local hospitals and IDN accounts not covered by Corporate Accounts teams. Coordinate local pull-through of strategic plans developed by corporate account teams. Update sales action plans and forecasts for Territory Quarterly Reviews and Business Plans to facilitate purchases of ASP products and services. Collaborate with internal partners such as Service, Marketing, and Commercial Operations on business initiatives. Foster collaboration, teamwork, and partnership through effective communication. Use tools, systems, and dashboards to run the business and proactively address leading and lagging performance metrics to maintain a robust one-year funnel. Continuously acquire and expand understanding of features, benefits, applications, and market conditions to support current and future products. Participate in local chapters and regional buying groups (e.g., AORN, IAHCSMM, SGNA) as appropriate. Qualifications
Bachelor’s degree or equivalent required. Minimum of 3 years of sales experience, or 2 years of medical sales experience, or 1 year of sales experience plus 1 year of infection prevention industry experience. Proven success launching new products, growing product utilization, and/or protecting business from competition. Experience prospecting for new business and cold calling. Preferred experience selling to hospitals, ASCs, and Inpatient/Outpatient Endoscopy Suites. Valid U.S. driver’s license and ability to travel as required. Must live in or be willing to relocate within the defined territory. About ASP and Fortive
ASP is a leading global provider of innovative sterilization and disinfection solutions and a pioneer of low-temperature hydrogen peroxide sterilization technology. Its mission is to protect patients during critical moments. ASP’s products include the STERRAD system for sterilizing instruments and the EVOTECH and ENDOCLENS systems for endoscope reprocessing and cleaning. Fortive Corporation and its brands are equal opportunity employers and are committed to providing reasonable accommodations for applicants with disabilities. Pay Range: The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 131,600 - 244,400.
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