Account Executive - Northern California

JOB DESCRIPTION: Industrial Scientific - Account Executive, Northern California

POSITION OVERVIEW

We are a global leader in gas detection and are currently seeking a top-performing Account Executive sales professional to grow sales in our Northern California Region. The position is home office based and must be located within the territory. The territory is comprised of Northern through Central California (including Bakersfield), and western Nevada (Reno). The ideal home office location for the candidate is central to the territory, ideally in the San Jose or Sacramento vicinity. The Position will be focused on expanding our portfolio of solutions with new and existing customers. Primary markets are Oil and Gas, Utilities including Water and Wastewater, Fire Services, Manufacturing, and Chemical. The Account Executive will be responsible for all aspects of the sales cycle and communications at the end user and channel partner levels.   

RESPONSIBILITIES AND DELIVERABLES

• Meet and/or exceed monthly/quarterly/annual sales targets by strategically prospecting and closing new account sales and driving expansion opportunities (cross sell/upsell) at existing accounts with a variety of different solutions
• Source new opportunities across the region by proactively “hunting” for new customers and leveraging existing relationships to expand business in the region
• Develops and executes strategic sales action plans with a focus on profitable penetration into Enterprise Accounts, new logos, new sites, and existing accounts
• Leverages support teams for day-to-day management and service of existing accounts with strict adherence to the roles and responsibilities of the job
• Ability to articulate a clear and concise value proposition for all Industrial Scientific Solutions including both hardware and software
• Develops and maintains ongoing relationships with key customer champions and executive sponsors
• Coordinates sales actions with the Enterprise Account Executives to leverage corporate Master Agreement’s and the targeted account base 
• Develops strong collaboration with channel distribution partners and partner sales managers
• Provides accurate monthly forecasts based on a robust sales funnel managed in Salesforce.com following the defined ISC funnel and sales management process

ORGANIZATIONAL ALIGNMENT

Position will report directly to the Sales Director – Western US

QUALIFICATIONS

SKILLS & WORK TRAITS

• Overnight travel, 50%-75%
• Good driving record and willing to drive to remote regions of the territory  

REQUIRED

• 5+ years of successful outside sales experience in Safety, IoT and/or Systems Solutions sales
• Successful track record of Quota Achievement 
• Experience in selling hardware and/or software “SaaS” solutions
• Basic understanding of industrial markets 
• Excellent communication and interpersonal skills 
• “Hunter” mindset to drive funnel, while closing six-figure deals
• Demonstrated commitment to excellence in delivering superior customer service to customers
• Works well with cross-functional internal teams and external channel partners

PREFERRED 

• Proven seasoned solutions professional with a deep understanding of solution sales and the ability to solve customer problems through innovative, technology-driven solutions 
• Understanding of cloud-based solutions and wireless communication protocols
• Sales experience in Industrial Safety or Mining industry
• Demonstrated success in selling to the C-Suite level to safety, operations and IT
• Previous Gas Detection sales experience ideal 
• Experience working with an industrial distribution network

TECHNICAL COMPETENCIES

• Experience using CRM software for opportunity management and forecasting (Salesforce.com)
• Basic understanding of Microsoft Teams, MS Office products, and PowerBI preferred

EDUCATION

• Bachelor’s degree  

Fortive Corporation Overview

Fortive’s essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. 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 advanced technologies that help providers focus on exceptional patient care.

We are a diverse team 10,000 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.

About Industrial Scientific

Industrial Scientific designs and manufactures gas detection products and solutions that protect workers from hazardous conditions around the world. Since our beginnings in 1985, we have pioneered numerous technologies, including the first 3-gas detector, 6-gas detector, wireless gas detector, and even the first gas detector to be included on a NASA space shuttle.Today, we continue to innovate and expand our hardware and software offerings to equip the connected workers of the future. Our latest solutions make it possible to see and respond to hazards in real time, bringing us one step closer to our vision of ending death on the job by 2050.

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. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at applyassistance@fortive.com.

Pay Range
The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is $164,500 - $305,500