Distribution Manager - Hospital - North LATAM

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

• Drive sales and Distribution Management for our hospital products in the territory consisting of Mexico, Central America and the Caribbean. • Provide leadership and contribute to growing sales in the territory of Mexico, Central America and Caribbean. • Provide strategic perspective, distribution management and sales support to the distributor´s sales team. • Maintain an accurate Book of Business in Salesforce.com. • Compile and deliver order and sales forecasts, experience in CRM (Sales Force) tools will be valued. • Develop strong relationship with Business Partners and seek to understand their business model, and propose changes or additions that will result in increases of ZOLL products. • Responsible for maintaining short range and long-term plans for developing sales within the assigned territory. • Evaluate weaknesses in the distribution plan for the territory and address by improving reach of existing distributors or signing up new distributors to improve coverage. • Evaluate performance of business partners and plan to replace or improve weak channels. • Launch new products, and secure product registrations for all products for sale in the territory. • Develop and implement sales, clinical and marketing strategy to maximize revenue and profit potential in the market segment: hospital, including customers in the military, government and private hospitals and clinics. • Build on the strong market presence already established in key market segments and further strengthen ZOLL’s reputation in the market as a premium supplier with a strong reputation for leading edge technology and high customer satisfaction. • Plan for registering all ZOLL products appropriate for sale in the territory. • Develop strong working relationships with key Opinion Leaders and end customers in the region. • Become a company expert and resource on both ZOLL and competitive products. • Provide sales and in-service training in ZOLL products to our distributor. • Deliver compelling sales presentations and demonstrations to potential clients, showcasing the value and benefits of our offerings. • Assume and own end customer management in accounts that are considered strategic to ZOLL. • Developing effective relationships with colleagues to ensure business potential and customer satisfaction are maximized and a winning, professional, supportive culture is fostered. • Provide feedback as requested by colleagues in a timely and professional manner. • Ensure agreed actions are followed up in a timely fashion. • Close engagement with other segment managers such as EMS Manager, PS Manager, and Strategic Account Manager.

Requirements

• Bachelor’s degree in a related field is desirable (i.e. Biomedical engineering, etc.) • Minimum experience of 10 Years within Indirect (distribution) and direct sales management healthcare market. • Strong commercial edge. • Continuous improvement mentality. • Strong strategic and tactical selling and relationship building skills. • Commercial judgement and acumen. • Time management and personal organization skills. • Persuasion and influencing skills. • Exceptional negotiation, communication, and presentation skills. • IT competence (MS Office). • Strong understanding of the industry and market trends, as well as our products and services. • Demonstrable capacity to understand and present medical devices to distributors and end customers. • Demonstrable capacity to understand and convey complex technical information. • Graduate level education. • Strong ethics and integrity. • Resilience. • High energy. • Passion. • Finishing and execution skills. • Dynamism and action orientation. • Positive can-do attitude. • Drive and will to win. • Effective communication skills. • High personal standards. • Tenacity and resilience. • Assertiveness. • Personal credibility. • Competitiveness. • Excellent problem-solving and decision-making abilities. • Individual must be willing to travel up to 50% of time including internationally. • Market development experience • Experience in selling premium products will be valued. • Experience in working for a growth company. • Experience in the Mexican market (hospital) is highly desirable.