Northeast Regional Director - Hospital, Anesthesia

Job Description 

Business Title: Account/Direct Sales

Job Title: Regional Director, Anesthesia Hospital Sales

Job Summary: The Regional Director plays a critical role in driving revenue growth by identifying, engaging, and closing new business opportunities within the healthcare sector. This role requires a consultative sales approach, deep understanding of healthcare workflows and regulations, and the ability to articulate the value of complex SaaS solutions to diverse stakeholders including clinicians, IT leaders, and executives. As a trusted advisor, the Regional Director will manage the full sales cycle—from prospecting and discovery to negotiation and close—while collaborating cross-functionally with product, marketing, sales enablement, and customer success teams to ensure client satisfaction and long-term account growth. Success in this role demands a blend of strategic thinking, emotional intelligence, technical fluency, and data-driven decision-making.

Key Responsibilities: 

1. Consultative Selling & Strategic Account Planning

• Customer-Centric Discovery: Ability to uncover pain points, business goals, and operational challenges through thoughtful questioning and active listening.
• Solution Mapping: Aligns product features with client-specific outcomes, demonstrating how the SaaS solution drives ROI, efficiency, or compliance.
• Stakeholder Engagement: Identifies and influences decision-makers, champions, and blockers across clinical, IT, and executive teams.
• Account Strategy Development: Builds multi-quarter plans for account growth, renewal, and upsell, using data and relationship insights.

2. Technical & Product Knowledge

• Healthcare IT Fluency: Understands how SaaS integrates with EHRs, practice management systems, and data exchange protocols (e.g., HL7, FHIR).
• Product Mastery: Can confidently demo the product, explain technical workflows, and answer integration questions without relying solely on technical teams.
• Compliance Awareness: Understands HIPAA, HITRUST, and other regulatory frameworks, and can speak to how the product supports compliance.
• Implementation Insight: Anticipates client concerns about onboarding, data migration, and change management, and collaborates with internal teams to address them.

3. Emotional Intelligence & Relationship Building

• Empathy & Trust Building: Builds rapport by understanding the emotional and professional drivers of healthcare stakeholders, especially clinicians and administrators.
• Conflict Navigation: Manages tension or resistance with professionalism and tact, especially in high-stakes or politically sensitive environments.
• Long-Term Relationship Management: Maintains engagement post-sale, ensuring satisfaction and positioning for renewal or expansion.
• Cross-Functional Collaboration: Works effectively with internal teams (e.g., Customer Success, Product, Marketing) to support client needs.

4. Communication & Negotiation Skills

• Tailored Messaging: Adapts language and tone for different audiences—clinical, technical, financial—while maintaining clarity and impact.
• Value-Based Storytelling: Uses case studies, metrics, and narratives to illustrate the product’s impact on patient care, operational efficiency, or financial performance.
• Negotiation & Objection Handling: Navigates pricing discussions, procurement hurdles, and competitive threats with confidence and integrity.
• Proposal & Presentation Excellence: Crafts compelling proposals and delivers engaging presentations that resonate with diverse stakeholders.

5. Data-Driven Decision Making & CRM Proficiency

• Pipeline Management: Uses CRM tools to track opportunities, forecast revenue, and manage follow-ups with discipline and accuracy.
• Sales Analytics: Interprets engagement data, usage metrics, and client feedback to refine sales strategies and identify opportunities.
• Personalization at Scale: Leverages data to tailor outreach, prioritize accounts, and optimize timing for engagement.

6. Forecast Accuracy

• Pipeline Management: Maintains a clean, up-to-date pipeline with clear next steps, realistic close dates, and accurate stage progression to support dependable forecasting.
• KPI Adherence: Consistently meets or exceeds key performance metrics (activity, conversion rates, pipeline coverage) by operating with discipline and data-driven decision-making.
• Data Integrity & Hygiene: Ensures CRM data is complete, current, and compliant with organizational standards to enable accurate reporting and strategic planning.

Required Qualifications:

Education & Experience

• Bachelor’s degree in Business, Marketing, Healthcare Administration, or related field
• 5-7 years in healthcare technology sales, preferably B2B SaaS sales or enterprise software
• Proven success in quota-carrying roles with complex sales cycles
• Experience managing executive-level relationships and navigating procurement
• Exposure to selling or supporting technical products
• Familiarity with sales analytics tools (e.g., SFDC, PowerBi, Definitive Healthcare, etc.)[KB1] 

Other Preferred Knowledge, Skills, Abilities or Certifications:

• Technical certifications (e.g., Salesforce, AWS, Health IT) are a plus
• Sales methodology certifications (e.g., Miller Heiman Strategic Selling, Challenger, MEDDIC, SPIN) are advantageous
• Business analytics or data literacy training is a strong differentiator
• 35% travel

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.