CPR Territory Manager, EMS

September 15, 2024

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ZOLL Medical Corporation

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ZOLL Medical Corporation is a prominent manufacturer of medical devices and related software solutions, dedicated to empowering healthcare professionals, emergency responders, and military personnel to deliver life-saving care and improve patient outcomes. The company provides advanced products such as automated external defibrillators (AEDs), monitors, defibrillators, automated CPR machines, ventilators, and more, alongside an array of software solutions that enhance the performance of healthcare and emergency services. ZOLL is committed to innovation in areas like cardiac resuscitation, temperature management, and sleep apnea, while also offering comprehensive training and support services to ensure optimal utilization of its devices. Proudly supporting communities with tools that enhance public and non-acute care, ZOLL aids in every moment of response and rescue, affirming its mission to aid in saving lives.

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

1001 - 5000 employees

⚕️ Healthcare Insurance

📋 Description

• Manage an assigned list of accounts • Gather comprehensive information on budget process, funding source and timeline, competitive preference, product requirements, strategic direction, purchase timeframe, and Buying Influences • Develop and maintain a Blue Sheet for each opportunity/account • Master Miller Heiman Conceptual and Strategic Selling skills • Identify key, high influence contacts in each account and develop relationships to gain support for ZOLL • Lead a team internally for each opportunity that includes Territory Managers, Regional Managers, and other specialists • Develop opportunities to cross-sell different ZOLL market segments • Present account reviews to senior management regularly • Collaborate with an account's TM and RM on strategy and forecast details • Present the ZOLL vision, conduct product demonstrations, and convey benefits to all Buying Influences in the account • Responsible for maintaining organized account records in the CRM, Salesforce.com • Provide various reports as required by management including expense reports and forecasts • Represent ZOLL in a professional and ethical manner • Spend an average of three days per week working in the field with TM's on strategic accounts • Be a company expert and resource on both ZOLL and competitive products

🎯 Requirements

• B.A/B.S. Degree preferred • 10+ years of success in selling into EMS, Public Safety, or healthcare markets • Managing a sales organization that sells into those markets or in an equivalent B2B market required • Selling complex systems, concepts, and solutions in a selling environment that involves multiple decision makers at accounts of significance required • Strategic Sales Management experience strongly desired • Strong communication skills and the ability to present material in an articulate and knowledgeable way to groups of people • Must have the ability to present account information, conduct opportunity discussions with great detail and accuracy, and execute a plan to win business according to forecast • Strategic planning and attention to detail is a critical skillset • Basic technical and clinical knowledge to speak competently about ZOLL products • Intermediate computer skills • Knowledge of ZOLL and competitive positioning strategies • Travel Requirements: At least 75%, including overnights and occasional weekends • On average, travel is 3 days per week • Physical Demands: Ability to lift 25 lbs.