Job Summary
Sr Regional Sales Executive is a strategic sales leader responsible for driving high‐value growth across complex public and private healthcare organizations in Australia and New Zealand. This role demands deep industry expertise, a consultative approach, and the ability to navigate long sales cycles involving multiple stakeholders. The candidate will own the full sales process—from strategic prospecting and solution alignment to executive‐level negotiation and closing—while contributing to account expansion and retention strategies. The role requires a strong understanding of healthcare operations, regulatory environments, and SaaS business models, along with the emotional intelligence to build trust and credibility with clinical, technical, and financial decision‐makers. Experience in GI or endoscopy is highly desirable.
Key Responsibilities
* Enterprise Consultative Selling
o Leads strategic sales cycles with multiple stakeholders and long decision timelines across both public and private healthcare sectors in ANZ.
o Builds tailored business cases that align with healthcare organizations' strategic goals with an initial focus on NSW health organizations.
o Applies advanced sales methodologies (MEDDIC, Challenger, SPIN) to drive alignment and urgency.
o Serves as the primary Provation contact for all opportunities in Australia and New Zealand until the regional team expands.
o Conducts rigorous executive‐level discovery to uncover clinical, operational, and financial pain points – going beyond stated needs to surface latent challenges that form the foundation of compelling business cases.
o Leads and contributes to formal tender responses and RFP processes across public and private health procurement frameworks, managing the full lifecycle from expression of interest through contract execution.
o Designs and negotiates bespoke commercial constructs appropriate to deal complexity, including multi‐site arrangements, enterprise licenses, and framework agreements with centralized health procurement bodies.
* Healthcare Industry Expertise
o Deep understanding of healthcare delivery models, payer‐provider relationships, and regulatory frameworks and associations (e.g., local health data privacy frameworks, ACSQHC, GESA, Pae Ora).
o Ability to speak credibly about clinical workflows, digital health trends, and interoperability standards (HL7, FHIR).
o Anticipates industry‐specific challenges and tailors solutions accordingly.
o Tracks competitor activity, pricing, and positioning to proactively shape strategy and messaging.
* Strategic Account Management & Expansion
o Develops and executes multi‐year account growth strategies.
o Identifies upsell and cross‐sell opportunities based on client data and evolving needs.
o Collaborates with Customer Success and Product teams to ensure long‐term client satisfaction and retention.
* Executive‐Level Communication & Influence
o Communicates with clarity and confidence across clinical, technical, and financial audiences.
o Leads executive briefings, strategic planning sessions, and QBRs.
o Influences internal and external stakeholders to accelerate deal velocity and prioritize client outcomes.
* Commercial Acumen & Data‐Driven Decision Making
o Applies financial and operational insights to guide sales strategy and client conversations.
o Understands key SaaS metrics (ARR, churn, CAC, LTV) and uses them to manage pipeline and forecast accurately.
o Leverages CRM and analytics tools to identify trends, risks, and opportunities.
* Forecast Accuracy
o Provides accurate monthly forecast that is aligned with corporate expectations and visibility to leadership.
Required Qualifications
* Education & Experience
o Bachelor's degree in Business, Marketing, Healthcare Administration, or a related field.
o Advanced degree (MBA, MHA) is a plus, especially for roles involving strategic enterprise sales.
o 8+ years of experience in B2B healthcare sales, with at least 5 years focused on enterprise‐level clients in Australia and/or New Zealand.
o Deep understanding of the public and private healthcare markets in ANZ, including procurement processes, regulatory frameworks, and reimbursement models.
o Demonstrated relationships at the clinical, technical, and executive levels within hospitals and day surgery centers, especially in ANZ.
o Proven track record of exceeding quota in complex sales environments with long sales cycles.
o Experience managing strategic accounts and navigating multi‐stakeholder decision processes.
o Familiarity with healthcare IT systems, procurement processes, and compliance requirements.
o Demonstrated success in negotiating high‐value contracts and renewals.
o Ability to travel is required.
* Other Preferred Knowledge, Skills, Abilities or Certifications
o Experience with GI/endoscopy solutions or with companies such as Olympus, C.R. Kennedy, Pentax, Alcidion, Orion, Intersystems, etc., is highly desirable.
o Experience in adjacent procedural specialities – including anesthesia, interventional cardiology, surgery, or theatre management systems – as well as those from radiology (RIS, PACS, clinical decision support) or EMR/patient management system backgrounds selling into procedural environments.
o Located in Melbourne, with deep connections in the ANZ healthcare ecosystem.
o Technical certifications (Salesforce, AWS, Health IT) are a plus.
o Sales methodology certifications (Miller Heiman, Challenger, MEDDIC, SPIN) are advantageous.
o Business analytics or data literacy training is a strong differentiator.
Benefits
* Bonus or Equity – This position is also eligible for bonus as part of the total compensation package.
Equal Opportunity Employer
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.
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