Senior Regional Sales Executive

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🕒 May 11

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Fortive

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 2016

🏢 Enterprise

⚕️ Healthcare Insurance

💰 Post-IPO Equity on 2020-03

Enterprise • Healthcare Insurance

Fortive is a global industrial technology company that specializes in delivering advanced healthcare solutions, intelligent operating solutions, and precision technologies. With a team of 18,000 employees, Fortive works on solving tough technical challenges, empowering safer, smarter, and more efficient industrial operations. The company emphasizes sustainability, integrity, and continuous improvement, striving for a future that's stronger, safer, and smarter. Fortive has been recognized as one of America's Most Responsible Companies, demonstrating its commitment to positive social and environmental impact.

📋 Description

• Leads strategic sales cycles with multiple stakeholders and long decision timelines across both public and private healthcare sectors in ANZ. • Builds tailored business cases that align with healthcare organizations’ strategic goals with an initial focus on NSW health organizations. • Applies advanced sales methodologies (e.g., MEDDIC, Challenger, SPIN) to drive alignment and urgency. • Serve as the primary Provation contact for all opportunities in Australia and New Zealand until the regional team expands. • Conducts rigorous executive-level discovery to uncover clinical, operational, and financial pain points – going beyond stated needs to surface latent challenges that form the foundation of compelling business cases. • Leads and contributes to formal tender responses and RFP processes across public and private health procurement frameworks, managing the full lifecycle from expression of interest through contract execution. • Designs and negotiates bespoke commercial constructs appropriate to deal complexity, including multi-site arrangements, enterprise licenses, and framework agreements with centralized health procurement bodies. • Develops and executes multi-year account growth strategies. • Identifies upsell and cross-sell opportunities based on client data and evolving needs. • Collaborates with Customer Success and Product teams to ensure long-term client satisfaction and retention. • Communicates with clarity and confidence across clinical, technical, and financial audiences. • Leads executive briefings, strategic planning sessions, and QBRs. • Influences internal and external stakeholders to accelerate deal velocity and prioritize client outcomes. • Applies financial and operational insights to guide sales strategy and client conversations. • Understands key SaaS metrics (ARR, churn, CAC, LTV) and uses them to manage pipeline and forecast accurately. • Leverages CRM and analytics tools to identify trends, risks, and opportunities. • Provide accurate monthly forecast that is aligned with corporate expectations and visibility to leadership.

🎯 Requirements

• Bachelor’s degree in Business, Marketing, Healthcare Administration, or a related field. • Advanced degree (MBA, MHA) is a plus, especially for roles involving strategic enterprise sales. • 8+ years of experience in B2B healthcare sales, with at least 5 years focused on enterprise-level clients in Australia and/or New Zealand. • Deep understanding of the public and private healthcare markets in ANZ, including procurement processes, regulatory frameworks, and reimbursement models. • Demonstrated relationships at the clinical, technical, and executive levels within hospitals and day surgery centers, especially in NSW. • Proven track record of exceeding quota in complex sales environments with long sales cycles. • Experience managing strategic accounts and navigating multi-stakeholder decision processes. • Familiarity with healthcare IT systems, procurement processes, and compliance requirements. • Demonstrated success in negotiating high-value contracts and renewals. • Ability to travel is required.

🏖️ Benefits

• Health insurance • 401(k) matching • Flexible work hours • Paid time off • Remote work options