Regional Sales Director (Northeast) at Fortive

DescriptionJob 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 cyclefrom prospecting and discovery to negotiation and closewhile 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 PlanningCustomer-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 KnowledgeHealthcare 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 BuildingEmpathy & 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 SkillsTailored Messaging: Adapts language and tone for different audiencesclinical technical financialwhile maintaining clarity and impact.Value-Based Storytelling: Uses case studies metrics and narratives to illustrate the products 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 ProficiencyPipeline 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 AccuracyPipeline 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 & ExperienceBachelors degree in Business Marketing Healthcare Administration or related field5-7 years in healthcare technology sales preferably B2B SaaS sales or enterprise softwareProven success in quota-carrying roles with complex sales cyclesExperience managing executive-level relationships and navigating procurementExposure to selling or supporting technical productsFamiliarity with sales analytics tools (e.g. SFDC PowerBi Definitive Healthcare etc.)KB1Other Preferred Knowledge Skills Abilities or Certifications:Technical certifications (e.g. Salesforce AWS Health IT) are a plusSales methodology certifications (e.g. Miller Heiman Strategic Selling Challenger MEDDIC SPIN) are advantageousBusiness analytics or data literacy training is a strong differentiatorRequired Experience:Director Key Skills Sales Experience,Nursing Home Experience,Management Experience,Profit & Loss,Workers' Compensation Law,Strategic Planning,Team Management,Budgeting,Leadership Experience,Memory Care,Public Speaking,Supervising Experience Employment Type : Full-Time Department / Functional Area: Sales Experience: years Vacancy: 1