Customer Success Manager - Remote, United States - Fortive

Description

This Customer Success Manager position is based in Florida or Georgia and is responsible for identifying and closing business opportunities within established accounts by bringing strategic thought and day-to-day operational excellence to propel growth. This position will exceed or achieve sales quota by delivering market share growth as well as other key performance metrics. The Customer Success Manager influences clinical and non-clinical collaborators to increase the use of the company's annual subscription-based platform solutions and any new commercially released products by applying effective selling skills, in-depth clinical and business expertise, CRM tool, and Assessment/return on investment tools as needed.

The Customer Success Manager will work cross-functionally with Marketing, Service, Finance and Sales teams to enhance the impact of our products by selling additional features within our current customer base. This position will build strong relationships with our current client base and key contact points including collaborators such as surgeons, clinical leaders, surgical business managers, central sterile managers, staff, IT management, Endoscopic managers, and supply chain to better leverage Censis solutions.

PRIMARY RESPONSIBILITIES

• Plan and carry out sales activities to agreed budgets, sales volumes, values, product mix and timescales.
• Actively use and support CRM and funnel growth by creating new contacts, lead management, adding new opportunities and updating projected close dates and probabilities based on customer evidence.
• Create and maintain a consultative relationship to become a trusted advisor with our client base by understanding the voice of the customer in order to provide the best solution for their business.
• Cultivate strong customer followership by building strategic relationships and understanding key business challenges, value drivers and goals.
• Present and demo the patient safety and business benefits of the Censis solutions through individual and committee meeting channels.
• Drive ownership and accountability to deliver on monthly, quarterly, and yearly metrics and targets.
• Effectively partner with Marketing, Service, Finance and Sales teams to drive customer value by promoting benefits of Censis product portfolio and providing best-in-class solutions.
• Contract management, working with our internal teams and external customers ensure mutual agreement.
• Combat and overcome objections by demonstrating product knowledge and beneficial selling techniques.
• Conduct market analysis to understand trends, competitive landscape, and identify new business opportunities, linking them with our solutions.
• Collaborate on proposals, quotations, and contracts to secure new projects and services.
• Participate in customer presentations and workshops to highlight our company's expertise and offerings.
• Build and maintain clinical and technical knowledge expertise.

REQUIREMENTS

• Minimum of 5 years relevant (technical) sales experience in the SaaS and/or medical device market. Experienced in selling capital goods and consumables.
• Experience in interacting with and engaging collaborators in the sterilization, hospital hygiene or operating room fields.
• Bachelor's degree required.
• Consistent track record of results with real-world examples of how you've effectively managed a book of business and delivered results while improving customer satisfaction, adoption, and retention.
• Experience with pricing principles and sales practices in SaaS business environments.
• Excellent negotiation, influencing, business planning, and problem-solving skills.
• Excellent organizational skills, outstanding subject matter expertise, a high degree of adaptability and the ability to anticipate and respond to changing priorities.
• Strong communication skills (oral and written) and the ability to use them at several organizational levels. Solid presentation, communications and influencing skills, demonstrated through all forms of communication.
• Strong prioritization and organizational skills — able to work simultaneously on multiple high priority tasks with an impeccable attention to detail.
• Strong analytical, commercial, and digital literacy such as Excel, Sharepoint, Oracle, Microsoft Dynamics or

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

At Censis Technologies, we are revolutionizing sterile processing departments (SPD) with cutting-edge AI-driven software solutions. As the industry leader in surgical instrument tracking, our suite of SPD tools brings clarity to the chaos, empowering sterile processing and perioperative leaders to prioritize patient care.

Backed by Fortive, we are a fast-growing and highly profitable SaaS business, providing hospitals and healthcare facilities with innovative software solutions for surgical instrument tracking and asset management. With a relentless focus on error prevention, efficiency, and compliance, our team is dedicated to reducing the risk of hospital-acquired infections and improving sterilization workflows. Join us in making a meaningful impact on healthcare worldwide, as our software is already trusted by hundreds of hospitals in the United States, Canada, and Australia.

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.

National: The salary range for this position (inclusive of sales incentives/commission) is $125,900 - $233,700

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.