{"id":1459538,"url":"https://alion.io/job/fortive-sales-specialist-software","title":"Sales Specialist - Software","company":{"id":1907282,"name":"Fortive","domain":"fortive.com","url":"https://alion.io/company/fortive","size_band":"501-1000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Eightfold","truth_index":{"grade":"A","score":88,"open_postings":45,"ghost_share":0,"stale_share":0.467,"repost_share":0,"time_to_fill_p50_days":45,"computed_at":"2026-10-14T06:34:16Z"}},"role":"Sales","role_family":"Sales","seniority":null,"employment_type":null,"work_mode":"hybrid","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Monterrey, Mexico","Mexico City, Mexico"],"countries":["MX"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2026-09-03T15:50:36Z","employer_posted_date":"2026-09-04","last_verified_at":"2026-10-14T16:15:19Z","board_verified":true,"closed_at":null,"days_open":41,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":41},"description":"Sales Specialist\nUbicación: Ciudad de México o Monterrey, México\nReporta a: Liderazgo Comercial de ASP México, con conexión funcional al equipo Hinno LATAM\nModalidad: Híbrida, con disponibilidad para viajes nacionales\nTipo de posición: Tiempo completo\nIncrease the sales of the products of the division to which it belongs effectively and concisely, in accordance with the policies established by the Company. Guarantee the formulation of the turnover, product mix and profit objectives of the customers of each territory, which will be formulated on the basis of the national objectives. Train the use of the product.\nEl Sales Specialist de Hinno México será responsable de desarrollar el mercado, generar demanda y acelerar la adopción de Hinno como una plataforma inteligente que conecta la Central de Esterilización -CEyE/CME- con el Centro Quirúrgico.\nLa posición tendrá un papel central en el lanzamiento y crecimiento de Hinno en México, liderando oportunidades comerciales complejas desde la identificación de cuentas objetivo y el diagnóstico de necesidades hasta la construcción del business case, la negociación y el cierre.\nMás que vender un software de trazabilidad, esta persona deberá demostrar cómo Hinno puede mejorar la productividad quirúrgica, reducir ineficiencias, fortalecer la seguridad del paciente y transformar datos operativos en decisiones de negocio.\nResponsabilidades:\nDesarrollo de mercado\nConstruir y ejecutar el plan comercial de Hinno para México.\nIdentificar y priorizar hospitales, redes hospitalarias y grupos privados con alto potencial.\nDesarrollar un mapa de cuentas, stakeholders, influenciadores y tomadores de decisión.\nGenerar nuevas oportunidades mediante prospección, referencias, eventos, asociaciones y colaboración con el equipo comercial de ASP.\nMonitorear tendencias del mercado, inversiones hospitalarias, procesos de digitalización y necesidades de las CEyE y Centros Quirúrgicos.\n2. Gestión del funnel comercial\nAdministrar el ciclo completo de ventas, desde la prospección hasta el cierre y la transición para implementación.\nConstruir y mantener un funnel robusto, actualizado y basado en criterios claros de calificación.\nPreparar planes de cuenta y estrategias de penetración para hospitales prioritarios.\nAsegurar disciplina de CRM, forecast, próximos pasos, probabilidades y fechas estimadas de cierre.\nCumplir las metas de bookings, revenue, pipeline y nuevos clientes definidas para México.\n3. Venta consultiva\nRealizar reuniones de discovery con líderes de CEyE, Centro Quirúrgico, Enfermería, Ingeniería Biomédica, Tecnología, Calidad, Compras y Alta Dirección.\nIdentificar problemas operativos como retrasos quirúrgicos, falta de instrumental, baja trazabilidad, retrabajo, desperdicios y ausencia de indicadores.\nTraducir las funcionalidades de Hinno en resultados clínicos, operativos y financieros.\nConducir diagnósticos de eficiencia y workshops para mapear el flujo entre CEyE y Centro Quirúrgico.\nPosicionar Hinno como una solución de transformación operacional, evitando una conversación limitada a software o trazabilidad.\n4. Demostraciones y propuestas de valor\nLiderar presentaciones, demostraciones y workshops adaptados a cada persona involucrada en la decisión.\nDesarrollar propuestas comerciales y técnicas en coordinación con Producto, Implementación, Servicio, Marketing y Finanzas.\nPreparar business cases personalizados con indicadores de productividad, ahorro, eficiencia y retorno sobre la inversión.\nDiseñar propuestas de proyecto piloto con objetivos, alcance, cronograma y KPIs claramente definidos.\nComunicar de manera efectiva los diferenciales competitivos de Hinno frente a soluciones locales y globales.\n5. Gestión de stakeholders\nConstruir relaciones de confianza con líderes clínicos, operativos, técnicos y ejecutivos.\nDesarrollar sponsors internos y champions dentro de las cuentas estratégicas.\nGestionar procesos de decisión con múltiples stakeholders y ciclos de venta prolongados.\nCoordinar reuniones ejecutivas con CEOs, COOs, directores hospitalarios y líderes corporativos.\nMantener una comunicación estructurada con el cliente durante todo el proceso comercial.\n6. Estrategia competitiva\nMonitorear competidores como Orchestradomus, instacount PLUS, TSSS-LT y otras soluciones de trazabilidad o logística quirúrgica.\nCapturar información sobre funcionalidades, modelo de negocio, precios, referencias, fortalezas y vulnerabilidades.\nUtilizar battle cards y mensajes competitivos para responder a objeciones y diferenciar Hinno.\nEvitar competir exclusivamente por precio, desplazando la conversación hacia valor, productividad, integración y TCO.\nCompartir insights competitivos y necesidades del mercado con los equipos regionales de Producto y Marketing.\n7. Colaboración interna\nTrabajar de forma integrada con las fuerzas de ventas de ASP México para identificar oportunidades en la base instalada.\nCapacitar al equipo comercial sobre el posicionamiento, las personas objetivo, las preguntas de discovery y la propuesta de valor de Hinno.\nCoordinar actividades con Marketing para eventos, campañas, generación de demanda y desarrollo de líderes de opinión.\nColaborar con Producto y Tecnología para evaluar requerimientos, integraciones y customizaciones.\nAsegurar una transición estructurada de cada venta hacia los equipos de implementación y customer success.\nIndicadores clave de desempeño\nRevenue y bookings de Hinno en México.\nNúmero de nuevos clientes.\nPipeline generado y cobertura de funnel.\nTasa de conversión por etapa.\nDuración del ciclo de ventas.\nNúmero de reuniones de discovery y demostraciones.\nBusiness cases y pilotos desarrollados.\nConversión de pilotos en contratos.\nPrecisión del forecast.\nExpansión de Hinno dentro de redes y grupos hospitalarios.\nNivel de colaboración con la fuerza comercial de ASP.\nSatisfacción del cliente durante la transición hacia implementación.\nFortive Corporation Overview\nFortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare.\nWe 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.\nWe 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.\nAt Fortive, we believe in you. We believe in your potential-your ability to learn, grow, and make a difference.\nAt Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.\nAt Fortive, we believe in growth. We're honest about what's working and what isn't, and we never stop improving and innovating.\nFortive: For you, for us, for growth.\nAbout Advanced Sterilization Products\nASP is a leading global provider of innovative sterilization and disinfection solutions, and a pioneer of low-temperature hydrogen peroxide sterilization technology.ASP’s mission is to protect patients during their most critical moments. We support healthcare facilities in the fight to protect patients against hospital acquired infections, which are a leading cause of morbidity and mortality. ASP’s products, which are sold globally, include the STERRAD system for sterilizing instruments and the EVOTECH and ENDOCLENS systems for endoscope reprocessing and cleaning.\nWe 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 .\nBonus or Equity\nThis position is also eligible for bonus as part of the total compensation package.","description_format":"text","description_chars":8626,"description_truncated":false,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Equity"],"hiring_locations":[{"name":"Mexico","iso":"MX","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":[],"lifecycle":[{"event":"open","at":"2026-09-29T11:31:26Z"}],"visa":[],"liveness":{"score":40,"band":"fade","label":"Fading","p_open":1,"p_active":0.671,"p_room":0.6,"age_days":40,"expected_fill_days":45,"reasons":["conf:3","velocity","win:late","crowd:brand"],"computed_at":"2026-10-14T06:34:16Z"},"pay":null,"html_url":"https://alion.io/job/fortive-sales-specialist-software","json_url":"https://alion.io/job/fortive-sales-specialist-software.json","meta":{"generated_at":"2026-10-14T16:43:43Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":21254,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-15T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":1907282},"rest":"https://alion.io/mcp/rest/get_company?id=1907282"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Ffortive-sales-specialist-software"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Ffortive-sales-specialist-software"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Ffortive-sales-specialist-software"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/fortive-sales-specialist-software\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Ffortive-sales-specialist-software"}]}