Business Development Manager - Military Sales

December 4

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ZOLL Medical Corporation

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Medical Device and Equipment • EMS/Fire Software • Technology • Software • hospital

1001 - 5000 employees

⚕️ Healthcare Insurance

Description

• Build ZOLL’s government/military business by both share gain and market development across the German/DACH region. • Work in collaboration with EMEA G/M Sales and Marketing team to build, nourish and develop effective network of government/military network to ensure maximum coverage of addressable market. • Develop and execute plans to achieve the revenue target. • Assume primary responsibility for developing strategy and action plans to drive sales and market share within the G/M market. • Develop and maintain strong relationships with key thought leaders within the German G/M market. • Develop and maintain current knowledge of Germany logistics, contracting and procurement process. • Define and influence G/M requirements that increase revenue of ZOLL resuscitation products. • Achieve targets for sales quota, expense controls, account/ market penetration, and business retention. • Primary responsibility for management solicitation response preparation to RFI/RFQ/Tender requests resulting in successful wins. • Monitor and report competitive strategy in the G/M market. • Develop an annual G/M Market Strategic Plan, assess and updated quarterly. • Attend local, regional and national trade shows and sales meetings as needed. • Build, manage and plan pipelines within the CRM System, monitor and deliver required activity levels in terms of quantity, direction and quality to achieve targets. • Communicate, model, and monitor conformance to key company policies, standards of conduct and AdvaMed Code of Ethics. • Maintain up-to-date profiles on all target markets, strategic sales opportunities and key business relationships. • Develop effective relationships with colleagues in Europe Direct teams, HQ and North America Gov’t Sales Team to ensure business potential and customer satisfaction are maximized and a winning, professional, supportive culture of continuous improvement is fostered.

Requirements

• 3-year plus Government/Military or Commercial capital equipment sales (highly desirable). • Previous execution of successful sales strategy resulting in significant competitive government/military win (desirable). • Ideal candidate must have served in the military (desirable). • Current relationships with key government/military KOLS. • Recent experience selling to government/military healthcare system (desirable). • Current experience working with NATO; (NSPA a definite plus). • Knowledge of process driving military requirements and acquisition process acquisition, procurement and effective proposal writing. • Experience selling highly specified/premium priced products. • Experience working for a growth company with highly specified/premium price medical equipment. • Experience working competitive accounts and taking share from a market leader. • Track record of sustained, strong sales execution.