Account Manager, Rochester – Albany, NY

Account Manager - Rochester, NY

Company: Fortive Location: Rochester, NY (Onsite) Contract: Permanent Seniority: Mid-Level

About the Role:

Fortive is seeking a motivated Account Manager to drive new business opportunities and manage existing accounts within a defined territory. You will focus on multi-specialty ambulatory surgery centers (ASCs) and hospitals, acting as a clinical partner and trusted advisor to customers. Your goal will be to identify challenges and provide innovative solutions to improve workflows and patient care.

Key Responsibilities:

• Establish and maintain strong customer relationships to ensure financial performance within your territory.
• Drive market share by assessing current customer utilization and expanding our footprint.
• Develop customer champions for ASP technologies.
• Build relationships with hospital customers where surgical procedures are performed or influenced.
• Anticipate customer needs and develop creative solutions to streamline workflows and identify new revenue streams.
• Leverage business acumen to identify key business drivers, build value propositions, and engage with decision-makers across various hospital departments (e.g., Supply Chain, Nurse Managers, Sterile Processing, Infection Prevention).
• Provide product demonstrations, training, and in-servicing tailored to customer needs.
• Implement and execute territory sales strategies for local hospitals and Integrated Delivery Networks (IDNs).
• Collaborate with corporate account teams on strategic plan pull-through.
• Develop and maintain sales action plans and forecasts, ensuring a robust sales funnel.
• Proactively collaborate with internal partners such as Service, Marketing, and Commercial Operations.
• Continuously expand your knowledge of products, applications, and market conditions.
• Participate in relevant industry organizations and local chapters (e.g., AORN, IAHCSMM, SGNA).

Requirements:

• Bachelor's degree or equivalent.
• 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 in launching new products, growing product utilization, and/or defending business against competition.
• Experience in prospecting and cold calling.
• Preferred experience selling to hospitals, ASCs, and Endoscopy Suites.
• Valid driver's license issued in the United States.
• Ability to travel as required by the role.
• Must reside within or be willing to relocate to the defined territory.

About Fortive & Advanced Sterilization Products (ASP):

Fortive is a global industrial technology innovator focused on making the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare. Our companies lead in areas such as healthcare sterilization, industrial safety, and predictive maintenance.

Advanced Sterilization Products (ASP) is a leading provider of innovative sterilization and disinfection solutions, pioneering low-temperature hydrogen peroxide sterilization technology. ASP's mission is to protect patients by supporting healthcare facilities in the fight against hospital-acquired infections.

What We Offer:

• A dynamic and inclusive culture with opportunities for learning and growth.
• The chance to work with cutting-edge technology that impacts patient safety.
• A competitive salary range of $140,800 - $235,100 (inclusive of sales incentives/commissions).

Fortive Corporation and its subsidiaries are equal opportunity employers. We value and encourage diversity and are committed to providing reasonable accommodations for applicants with disabilities.