CPR Territory Manager, EMS

September 15

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ZOLL Medical Corporation

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

1001 - 5000

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.