Resuscitation, ZOLLMED.com
At 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.
The Acute Care Technology division of ZOLL develops and delivers innovative lifesaving products and software solutions to EMS, hospital, public safety, and military customers globally. Our dedicated employees take pride in their commitment to improving patient outcomes while delivering world-class customer service.
At ZOLL, you won’t just have a job. You’ll have a career—and a purpose.
Join our team. It’s a great time to be a part of ZOLL!
TERRITORY: San Jose, LA - North of Anaheim, Sonoma, San Francisco
Job Summary
The EMS Strategic Account Manager will advance ZOLL's strategic position within large and/or strategic private and government accounts, strategically important geographies, important competitive accounts, large account opportunities, and selected industry groups. The EMS Strategic Account Manager reports to the Director, North American EMS Strategic Accounts
Essential Functions
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 and use the concepts and ideas as part of your opportunity management with each Territory Manager in your region.
Identify key, high influence contacts in each account and develop relationships to gain support for ZOLL and the ZOLL vision.
Lead a team internally for each opportunity that includes Territory Managers, Regional Managers, pro specialists, and deployment specialists to develop, direct, and execute account strategies.
Develop opportunities to cross-sell different ZOLL market segments (i.e., Data, Ventilation, CPR etc.), to strategically advance ZOLL's position in the market and create incremental revenue.
Present account reviews to senior management at regular intervals.
Collaborate with an account's TM and RM regularly on strategy, next steps, 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, including account profiles and maintaining those in the company CRM, Salesforce.com.
Responsible for providing various reports as required by management. These shall include, but are not limited to, weekly expense reports, monthly and quarterly forecasts, and regular and up-to-date activity reporting.
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
Required/Preferred Education and Experience
B.A/B.S. Degree preferred
10+ years of success in the following:
Selling into EMS, Public Safety, or healthcare markets or 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
Knowledge, Skills and Abilities
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
Base salary $65k (OTE - $150k). Final compensation will be determined by various factors such as a candidate's relevant work experience, skills, certifications, and location.
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.
ZOLL Medical Corporation appreciates and values diversity. We are an Equal Opportunity Employer M/F/D/V.
ADA: The employer will make reasonable accommodations in compliance with the Americans with Disabilities Act of 1990
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All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
