Regional Director

Organization:

Provation is a leading provider of healthcare software and SaaS solutions for clinical productivity, care coordination, quality reporting, and billing. Our purpose is to empower providers to deliver quality healthcare for all. Provation’s comprehensive portfolio spans the entire patient encounter, from pre-procedure through post-procedure, with solutions for physician and nursing documentation (Provation^® MD, Provation^® Apex, MD-Reports, Provation^® endoPRO^®, and Provation^® MultiCaregiver), anesthesia documentation (#1Best in KLAS Provation^® iPro), patient engagement, surgical care coordination, quality reporting, and billing capture (Provation^® SurgicalValet™), order set and care plan management (Provation^® Order Set Advisor™ and Provation^® Care Plans), and EHR embedded clinical documentation (Provation^® Clinic Note). Provation has a loyal customer base, serving more than 5,000 hospitals, surgery centers, and medical offices, and 700 physician groups globally, including 19 of the top 20 U.S. hospitals. In 2021, Provation was acquired by Fortive Corporation, a Fortune 1000 company that builds essential technology and accelerates transformation in high-impact fields like workplace safety, engineering, and healthcare. For more information about our solutions, visit provationmedical.com and follow us on Twitter, Facebook, and LinkedIn.

Job Summary:

The Regional Director’s primary responsibility is to sell Provation Clinical Documentation software, Provation Apex, to healthcare facilities that perform Gastroenterology (GI) procedures.

Duties & Responsibilities:

Achieve Sales Quota 

• Develop and execute sales strategies to open, advance, and close Provation Apex customer migration and new sales opportunities in customer and prospect accounts
• Perform value-based selling of Provation Apex solution in a consultative, professional manner
• Meet target Sales Productivity Key Performance Indicators (KPI's) for assigned sales activities

• Lead & manage customer proposal & negotiations process consulting with sales leadership

Strategically Manage Customer Relationships

• Identify key buying influencers within accounts to determine processes, budgets, and timelines
• Develop, build, and strengthen relationships with executive-level stakeholders
• Actively facilitate customer engagements to understand each customer’s unique organizational strategies, initiatives, and challenges
• Establish a scheduled, routine, and predictable customer communication cadence
• Listen and use critical thinking to evaluate each customer’s current Provation state.  Provide recommendations to optimize and advance the use of Provation
• Communicate customer feedback on existing and new products to internal stakeholders including internal Product, Technology, and Commercial stakeholders
• Participate in GI market and customer trade shows, user groups, and education events

Actively Manage a Sales Funnel

• Successfully manage the sales cycle from lead-to-close to drive growth within assigned territory
• Maintain a healthy pipeline of customers and prospects focusing on size, speed, shape, success
• Accurately manage monthly/quarterly forecasts and rolling 12-month territory pipeline using Provation Sales Milestone Process and Customer evidence.

Engage and Educate an Assigned Market

• Build and generate market demand for the Provation Apex solution 
• Opportunistically identify and cultivate new business opportunities
• Partner with clinical/technical solutions consultants to provide consultation and demonstrations
• Utilize sales enablement tools and collateral to support funnel management & territory needs
• Collaborate with Provation implementation team to ensure existing customer challenges and current state vs. desired future state workflow is understood & achieved with Provation Apex

Maintain working product and market knowledge

• Acquire and maintain comprehensive product solution knowledge 
• Stay current regarding competitive intelligence and solutions in relation to Apex
• Learn & understand major market trends & associated Apex improvement opportunities

Sales administration

• Meet Salesforce usage and reporting expectations as defined by Sales Leadership
• Assist current customers with existing invoice and contract questions and needs
• Follow up on marketing qualified leads and conduct research to identify potential opportunities
• Complete and remain current with administrative reporting as assigned (e.g., expense reports)

Job Requirements:

Education & Experience

• A Bachelor of Science (BS) or Bachelor of Arts degree (BA) is required. 
• 5+ years of sales experience with point-of-care solutions.
• Proven track record of sales in healthcare industry.
• Experience with Salesforce.com or a similar CRM solution.
• Experience with SaaS software.

Other Knowledge, Skills, Abilities or Certifications:

• Ability to travel 50-75%
• Self-starter and strategic thinker with the aptitude to work both autonomously and with a team
• Strong business/financial acumen
• Curious professional with growth mindset; coachable and highly adaptable
• Courageous; loves to compete and handle objections
• Highly accountable; has a bias for action and driving results
• Customer obsessed; strong communication and presentation skills
• Organized with high attention to detail; ability to manage multiple priorities simultaneously
• Proficient with Microsoft Office applications

Provation CARES:

• Community: We have a shared sense of improving healthcare, enriching the broader world we live in and serve. 
• Accountability: We own it and get it done with integrity. 
• Respect: We build diverse teams that collaborate and communicate with positive intent and trust.
• Excellence: We welcome new ideas as we innovate quality solutions. 
• Service: We are passionate about putting customers first. 

The Fortive Promise - For you. For us. For growth.

• We believe in you. We believe in your potential—your ability to learn, grow and make an impact. And we believe in giving you the opportunity, accountability, and visibility to do just that.
• We believe in us. We believe in the power of great people working together to innovate and solve problems no one could solve alone. We build enduring partnerships with our customers and take on their challenges and opportunities as our own.
• We believe in growth. We are honest about what’s working and what isn’t, and we work hard to innovate and improve. With a passionate focus on our markets and our customers, we learn and grow together to make a difference in the world.