Territory Manager
ZOLL Medical · Madrid
CMSAt ZOLL, we're passionate about improving patient outcomes and helping save lives. We provide innovative technologies that make a meaningful difference in people's lives. Our medical devices, software and related services are used worldwide to diagnose and treat patients suffering from serious cardiopulmonary and respiratory conditions.ZOLL Cardiac Management Solutions offers a unique portfolio of novel technologies designed to deliver better insights and better outcomes. On any given day, clinicians utilize these ZOLL products for tens of thousands of cardiac patients around the world:
- LifeVest, the world's first wearable defibrillator, has been trusted to protect more than 1M patients at risk of sudden cardiac death.
- HFMS (Heart Failure Management system) is a non-invasive, patch-based device that monitors pulmonary fluid levels and has been shown to reduce heart failure readmissions rates by 38 percent.
- TherOx Super Saturated Oxygen (SSO2) Therapy is the first FDA-approved therapy since the stent 20+ years ago to reduce infarct size in patients with the most severe heart attacks.
Heart disease is the leading cause of death for both men and women in the U.S. At ZOLL, your work will help to ensure cardiac patients get the life-saving therapy they need.
ZOLL has been Pittsburgh's Manufacturer of the Year, one of Western PA's Healthiest Employers, and even one of Pittsburgh's Coolest Offices. But it's our unique opportunity to impact people's lives that makes ZOLL the ideal place to build your career.
Job Summary
As part of our ZOLL CMS Sales Team, you will be responsible for selling our non-invasive wearable cardiac defibrillator system (WCD), and other ZOLL products such as our portfolio of cardiac diagnostic services to Health Care Professionals in the hospital and out of hospital setting. This includes the initial sales call as well as support activities to promote consistent use (Local Medical Education Programs, Tradeshows, clinical symposiums and conferences). Call points include: Physicians, (Cardiologists, Electrophysiologists, Hospitals, CT Surgeons, etc.), Nurse Practitioners, Physician Assistants, nurses, case managers and administrators. Other duties include selling the value of the ZOLL Patient Management System (ZPM), to clinicians as well as educating HCP's and staff about the types of patients indicated for a WCD and all essential ordering and billing requirements. You will also be working closely with an Associate Territory Manager (ATM) to help sell and grow the ZOLL CMS products. This individual will need a wealth of experience and knowledge selling clinically in the academic hospital space.
Essential Functions
- Reporting to the Regional Manager, the Sales Executive, Strategic Accounts,(SESA) is responsible for developing and leading strategic sales initiatives within the territory.
- The SESA will be responsible for the growth of LifeVest and HFMS market share in their territory, along with achieving sales quotas each year.
- The (SESA) will increase education, awareness and clinical value of the ZOLL CMS products among targeted hospitals, physicians, and physician practices.
- The (SESA) will work across all areas of the ZOLL CMS organization, clinical and non-clinical, to increase LifeVest and HFMS awareness, utilization, revenue, and account penetration.
- The (SESA) will build and execute physician and institution specific business plans that will accelerate the use and adoption of LifeVest and HFMS. The SESA will be responsible for the growth of LifeVest Medical Orders, LifeVest Fits, LifeVest sales revenue and HFMS.
- The SESA is responsible for developing a strategically targeted business plan with a keen understanding and knowledge of the regional Cardiology & Electrophysiology physician market, including referral/procedure patterns, and relevant business/payer dynamics in these markets that impact LifeVest and HFMS acceptance, utilization, and adoption, including hospital and private practice. They will utilize all business tools available to them, including, but not limited to, PowerBI.
- The SESA will develop KOL’s to leverage appropriate peer-to-peer messaging across the territory.
- Collaborate with Fellows Managers, Hospital Systems Director and other corporate executives.
- Development of an account specific business plan with outlined strategies and tactics with identified top targeted practices, hospitals, and physicians.
- The SESA will maintain a coordinated and strategic approach with all other ZOLL Divisions, with emphasis on integration of sales function and activities across the Regional and Area Sales Organization.
- Effectively communicates and takes a collaborative approach in penetrating the targeted accounts in their assigned territory.
- SESA leverages existing and developed relationships to meet sales objectives and have unimpeded access within these top targeted accounts to promote LifeVest and HFMS.
- Effectively manage budget by maximizing all resources.
- Maintain an in-depth understanding of all facets of the assigned territory that impact LifeVest and HFMS utilization and sales.
- The SESA will help lead and develop the assigned Associate Territory Manager (ATM), to drive business in the territory.
Required/Preferred Education and Experience
- Bachelor's Degree required
- Master's Degree preferred
- A minimum of five years’ experience in medical device or pharmaceutical sales required
- Strongly preferred successful sales experience with academic Cardiologists and Electrophysiologists
- Successful hospital/academic hospital sales experience required
- Strong emphasis on individuals with consistent and documented quota achieving sales performances in the territory
- Experience in consultative and strategic sales, with the ability to promote clinical, economic, and patient benefit of product/service offering
Knowledge, Skills and Abilities
- Ability to interact and present clinical and technical data to individuals and group stakeholders across all levels of an organization in a professional manner.
- Ability to prioritize and manage multiple projects at one time, communicates status and resolutions effectively, and provides updates to leadership in a timely manner.
- Excellent interpersonal, organizational and communication skills, both written and verbal.
- Ability to prioritize and drive required sales results.
- Demonstrated strong relationship management skills
Travel Requirements
- This job is a field-based position and requires that you reside within the assigned Territory. Employee will be responsible for working daily in hospitals, doctors’ offices and other medical establishments within the assigned territory. Occasionally may be required work atypical hours (evenings and weekends) based on business needs.
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
- Standing - Occasionally
- Walking - Occasionally
- Sitting - Constantly
- Talking - Occasionally
- Hearing - Occasionally
- Repetitive Motions - Frequently
ZOLL is a fast-growing company that operates in more than 140 countries around the world. Our employees are inspired by a commitment to make a difference in patients' lives, and our culture values innovation, self-motivation and an entrepreneurial spirit. Join us in our efforts to improve outcomes for underserved patients suffering from critical cardiopulmonary conditions and help save more lives.