Sales Manager at Fortive

United States

Job Summary: The primary responsibility of this position is to coach, develop, mentor, and motivate a sales team to achieve individual and team sales targets.  The Sales Manager will be responsible for the sales team productivity, sales effectiveness, forecasting, CRM reporting, training, deal strategy and execution.  This leader will partner with sellers to develop processes and drive strategies to consistently open, advance, and close sales opportunities.  Key Responsibilities:  Sales Forecasting and Reporting * Develop, maintain, and deliver accurate and timely monthly, quarterly, and annual sales forecasts, incorporating pipeline hygiene, historical trends, and market dynamics. * Establish a strong forecasting cadence with sellers, focusing on deal inspection, risk assessment, and probability weighting to ensure forecast reliability. * Track, analyze, and review individual and team-level sales KPIs (e.g., quota attainment, pipeline coverage, win rates, deal velocity, ACV). * Use data and insights to proactively identify gaps to plan, recommend corrective actions, and communicate performance trends to sales leadership. * Ensure forecast integrity and alignment with broader company revenue targets and financial planning processes. Sales Funnel and Pipeline Management * Own and actively manage the sales pipeline across assigned territories, ensuring data quality, accuracy, and compliance with defined sales stages and exit criteria. * Partner closely with sellers to identify, qualify, and prioritize high-impact sales opportunities aligned to ideal customer profiles and strategic growth segments. * Support sellers in developing actionable deal strategies, including account plans, stakeholder mapping, competitive positioning, and close plans. * Monitor and manage territory performance, identifying whitespace, coverage risks, and growth opportunities. * Conduct regular pipeline reviews focused on deal progression, pipeline health, and execution discipline. Sales Process Management and Optimization * Execute established leader standard work and drive consistent adoption and discipline of seller standard work across the team. * Train, coach, and mentor sellers on the established sales milestone process, with a strong emphasis on Voice of Customer, discovery rigor, and value-based selling. * Actively participate in key sales opportunities by coaching sellers through complex deal dynamics, executive engagement, and negotiation strategies. * Engage directly with strategic prospects and customers as needed to strengthen relationships and drive deal momentum. * Leverage deep healthcare industry, product, and customer knowledge—along with sales data—to assess current sales processes, identify areas for improvement, and implement continuous enhancements. * Provide timely, actionable feedback to sellers to improve effectiveness, execution quality, and overall sales productivity. Sales Automation and CRM Management * Enforce team compliance with CRM standards, including opportunity management, activity tracking, forecasting inputs, and documentation requirements. * Maintain high expectations for CRM hygiene to ensure data integrity and enable reliable reporting and analytics. * Conduct regular CRM-driven reporting and analysis aligned to sales organization KPIs, performance objectives, and leadership needs. * Use CRM insights to identify trends, bottlenecks, coaching opportunities, and risks within the pipeline and sales process. * Partner with sales operations and leadership to continuously improve CRM utilization, automation, and reporting effectiveness. People Leadership: * Coach, mentor, and manage performance to foster individual growth and accountability, ensuring alignment with organizational goals. * Recruit, develop, and retain top talent by building strong capabilities and creating clear career development pathways/providing opportunities for continuous learning and advancement. * Cultivate a high-performing culture that promotes engagement, collaboration, and continuous improvement across teams.   Required Qualifications: Education & Experience Guidelines * Bachelor’s Degree in a relevant field * 5 years of relevant experience * Demonstrated leadership ability in projects or team collaboration * Ability to travel 30% required   Other Preferred Knowledge, Skills, Abilities or Certifications: * Proven ability to develop strong, positive, and collaborative relationships across all functional areas and levels within the organization * Results-oriented with strong analytical skills * Strong communication skills (both presentation and written) * Strong work ethic and commitment to excellence * Ability to thrive in a fast-paced, ever-changing, collaborative environment         Fortive Corporation Overview Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions. We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. 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 groundbreaking sustainability solutions. We are a diverse team 18,000 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 Provation 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 (#1 Best 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. Our purpose at Provation is to empower providers to deliver quality healthcare for all. To deliver on this commitment, we’re guided by our core values –  Provation has a culture of 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. 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.