Fortive

National Sales Manager

Fortive • $216K — $361K *
Irvine, CA 92620In-Person
Healthcare
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 5-7 years of healthcare sales leadership experience with proven quota achievement.
  • Strong background in healthcare software or SaaS sales, especially in complex environments.
  • Familiarity with consultative selling methodologies like MEDDIC or Challenger and ability to coach others in these methods.
  • Established relationships within hospital systems, particularly among perioperative and surgical professionals.
  • Solid understanding of surgical environments and hospital operational economics.
  • Expertise in navigating hospital IT systems and compliance processes.
  • Data-driven with experience using CRM tools and sales forecasting analytics.

Responsibilities

  • Own and manage the national sales number, ensuring predictable revenue growth.
  • Lead and mentor a small, high-performing sales team through hands-on coaching and development.
  • Enhance and maintain the value-selling framework with persona-based strategies.
  • Implement customer feedback analysis to refine sales tactics and positioning.
  • Establish regular operational routines for sales accountability and CRM management.
  • Collaborate with cross-functional teams to facilitate smooth transitions from sales to implementation.
  • Provide market insights to influence product and go-to-market strategies.

Benefits

  • Opportunity to lead and shape a high-impact sales function in a growing company.
  • Engagement with key health system executives and stakeholders.
  • Participation in conferences and industry events to enhance professional visibility.
  • Dynamic work environment with the flexibility of remote operations.
  • Support for personal and professional development initiatives.
Full Job Description
National Sales Manager - Pegasys

The Role:

We're seeking a National Sales Manager to build and lead Pegasys's commercial engine. This is a player-coach role for a proven sales leader: you will own the national sales number, lead and develop our sales team and personally drive our most strategic enterprise pursuits. You'll set the standard for how Pegasys sells: disciplined, consultative, and relentlessly focused on customer value. Your leadership is central to our vision of "Surgery. Simplified."

Leadership Responsibilities:
  • Own the national sales target: build and manage the pipeline, drive forecast accuracy, and deliver predictable, repeatable revenue growth.
  • Recruit, coach, and develop a small high-performing sales team of Business Development Managers; lead through deal coaching, field ride-alongs, and structured skill development.
  • Own and evolve our value-selling system: persona-based value propositions, consultative sales standard work, and disciplined qualification - sustained through daily management.
  • Institutionalize voice-of-customer and win/loss analysis to continuously sharpen our personas, positioning, and sales playbook.
  • Establish a disciplined operating cadence: funnel reviews, forecast calls, CRM hygiene, and clear performance accountability.
  • Partner cross-functionally with clinical, customer deployment, and technology teams to ensure seamless handoffs from sale through implementation and expansion.
  • Contribute market and competitive insights to the leadership team to shape product, pricing, and go-to-market strategy.


Commercial Responsibilities:
  • Personally lead strategic and enterprise pursuits, building trusted relationships with health system executives (COO, CFO, CMO, CMIO) from the boardroom to the OR.
  • Engage and expand relationships with our core buying centers: perioperative leadership, sterile processing, supply chain, IT, and quality & patient safety.
  • Become an expert on Pegasys's product use cases, platform, and vision; lead compelling demonstrations that make complex AI capabilities simple and relevant to each stakeholder.
  • Develop and execute the national sales strategy, including market segmentation, territory design, and pipeline generation programs.
  • Serve as a consultative partner, demonstrating how Pegasys's AI solutions deliver measurable business and clinical value.
  • Lead with quantified business cases: build and deliver ROI analyses that translate operational and clinical improvements into CFO-ready value.
  • Represent Pegasys at conferences, industry events, and executive briefings to build brand presence and generate demand.


Professional Qualifications:
  • Demonstrated success leading healthcare sales teams to exceed quota, with direct people-management experience; a track record of building or scaling a sales function is a strong plus.
  • Healthcare software / SaaS sales experience strongly preferred, with command of complex, multi-stakeholder enterprise sales cycles.
  • Fluency in a modern consultative sales methodology (e.g., MEDDIC, Challenger, SPIN) with a track record of coaching teams to adopt and execute it.
  • Experience with a consulting-led or services-led sales motion that converts to recurring software revenue is a strong plus.
  • Established relationships and credibility with perioperative leaders, surgeons, and hospital executives across supply chain, IT, and quality & patient safety.
  • Deep understanding of hospital operations, surgical environments, and the economics of the perioperative suite.
  • Fluency with hospital IT environments and EMR ecosystems, with experience navigating IT security, privacy, and procurement review processes.
  • Experience applying a formal continuous improvement methodology (e.g., Lean, kaizen, business system disciplines) to commercial processes is a plus.
  • Data-driven operator: proficient with CRM platforms, funnel analytics, and forecast management.
  • Exceptional communication, negotiation, and executive presentation skills.
  • Self-motivated and comfortable leading in a dynamic, remote-first environment; willingness to travel up to 50%.
  • Bachelor's degree in Business Administration, Healthcare Administration, or related field; an MBA is a significant advantage.

Pay Range
The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 216600 - 361700

About Fortive

Fortive is a diversified industrial growth company comprised of Professional Instrumentation and Industrial Technologies businesses that are recognized leaders in attractive markets. With 2019 revenues of $6.3 billion, Fortive's well-known brands hold leading positions in field instrumentation, transportation, sensing, product realization, automation and specialty, and franchise distribution. Fortive is headquartered in Everett, Washington and employs a team of more than 17,000 research and development, manufacturing, sales, distribution, service and administrative employees in more than 50 countries around the world.
Learn more about Fortive
Size
18,000 employees
Market Cap
$22.6 billion
Industry
Manufacturing & Automotive
Net Income
$1.6 billion
Founded
2016
5 Year Trend
-0.5%
Revenue
$6.5 billion
NASDAQ
FTV
* Ladders Estimates

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