Job Information
Fortive Corporation Inside Sales Manager in Irvine, California
The Inside Sales Manager is responsible to hire, coach, motivate and manage Inside Sales Reps who manage new and existing customers, increase existing customer product usage, grow service contract revenue, and ensure customer satisfaction. The Inside Sales Manager will establish and maintaining positive customer relationships and ensuring customer satisfaction; increase sales through existing accounts, while also prospecting and building business with new accounts; conduct online customer and market research to optimize lead generation; partner with the field sales organization to ensure sales reps are provided adequate support for future and existing partnerships; leverage consultative selling techniques to identify solutions to meet customer needs through increased usage of existing ASP products and the introduction of new ASP products to the hospital; achieve sales goals and forecasts through the implementation of sales and marketing strategies; and design and administer the Inside Sales Rep sales incentive plan.
Responsibilities:
Under limited supervision, and in accordance with all applicable government laws, regulations and ASP policies, procedures and guidelines, this position will:
- Inside Sales Strategy and Revenue Growth:
Develop and implement comprehensive inside sales strategies to drive revenue growth and consistently deliver sales targets.
Develop OPEX budget for inside sales in collaboration with VP Commercial and deliver on plan.
Identify new market opportunities, assess market trends, and adapt sales strategies accordingly.
Collaborate with peers and L2 leadership team to establish sales targets and forecast future sales projections.
Analyze sales data and performance metrics to identify areas for improvement and implement corrective actions within Inside sales.
Lead the inside sales team in prospecting and acquiring new customers, as well as expanding business with existing accounts.
Ensure pricing strategies are held, participate in negotiating contracts, and ensure profitable sales margins.
- Customer Relationship Management:
Build and maintain strong customer relationships, ensuring high levels of customer satisfaction through VOC (Voice of Customer).
Collaborate with the commercial teams to understand customer needs, provide tailored solutions, and address any concerns.
Conduct regular customer meetings and reviews to identify upselling and cross-selling opportunities.
Develop and implement customer retention strategies to minimize churn and maximize customer lifetime value.
- Service Delivery Management:
Collaborate with the service team to develop service standards, processes, and procedures.
Through DVM (Daily Visual Management) monitor service performance metrics, customer feedback, and service level agreements.
Identify areas for service improvement and implement strategies to enhance customer experience.
- Team Leadership and Development:
Provide strong leadership to the inside sales team, fostering a positive and collaborative work environment.
Utilizing P4G and setting ambitious yet achievable performance goals, providing regular feedback, and motivating team members to achieve individual and team objectives.
Identify training and development needs and provide resources and opportunities for skill enhancement.
Foster a culture of continuous improvement, innovation, and excellence within the sales and service teams.
- Strategic Planning and Reporting:
Develop and implement strategic plans to drive long-term sales growth and market expansion.
Monitor industry trends, competitive landscape, and customer insights to inform strategic decision-making.
Prepare regular sales and service bowler reports, providing insights and recommendations to the executive team.
Collaborate with cross-functional teams, such as marketing, national accounts, field/capital sales, and operations, to align strategies and achieve business objectives.
Responsible for communicating business related issues or opportunities to next management level.
Our Needs:
Minimum of bachelor’s degree is required in Business, Statistics, or Mathematics is preferred.
MBA or MS is preferred.
At least 8 years’ experience in the Medical Device industry or medical field.
A minimum of 4 years of sales and or business experience is required, minimum of 4 years in medical and capital equipment sales experience is preferred.
Experience in sales and service leadership roles with a track record of driving revenue growth.
Excellent understanding of sales strategies, customer relationship management, and service delivery processes.
Strong leadership skills, with the ability to inspire and motivate teams towards achieving targets.
Analytical mentality with the ability to analyze data, identify trends, and make data-driven decisions.
Exceptional communication and interpersonal skills.
Critical thinking and problem-solving abilities, with a focus on achieving business objectives.
Knowledge of the industry trends, competitive landscape, and market dynamics.
Proficiency in using CRM (Customer Relationship Management) software and sales performance tracking tools.
Fortive Corporation Overview
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 18,000 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 (https://stgfortive.taleo.net/enterprise/careers.fortive.com) .
Come join our team at Advanced Sterilization Products (ASP) and be part of a global leader in infection prevention solutions for the healthcare industry. With advanced products, technologies, and workflows for medical sterilization and disinfection, ASP is dedicated to defending the lives of patients, families, healthcare workers, providers, and communities. Add your talent to our extraordinary team and help us in our mission to make healthcare safer for everyone. ASP is based in Irvine, California with core sites in Everett, Washington and Schaffhausen, Switzerland plus many more offices around the world.
We Are an Equal Opportunity Employer
Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment process should ask to speak with a Human Resources representative to request an accommodation.
Irvine, CA: The salary range for this position (inclusive of sales incentives/commission) is $136,620 - $253,690
This position is also eligible for bonus as part of the total compensation package.
Base pay offered may vary depending on various factors, including, but not limited to: job-related knowledge; skills; experience; and other eligibility factors such as geographic location. The Total Rewards package includes competitive base pay and an opportunity to enroll in a variety of benefit programs, generally including health insurance, flexible spending accounts, health savings accounts, retirement savings plans, life and disability insurance programs, and several programs that provide for both paid and unpaid time away from work.