Business Development Manager Military Sales - Germany

Acute Care Technology

The Acute Care Technology division of ZOLL Medical Corporation develops and delivers innovative lifesaving products and software solutions to EMS, hospital, public safety, and military customers globally. Products include AEDs, trauma kits, ventilators, temperature management solutions, and more. Our dedicated employees take pride in their commitment to improving patient outcomes while delivering world-class customer service.


Purpose of the role:
As part of the EMEA Government/Military (G/M) team, you will have responsibility to achieve an annual G/M sales objective, while developing key relationships and driving procurement opportunities on an ever-expanding level. This individual will report to Director Government/Military Sales - EMEA.

The ideal candidate must speak fluent German, very good English and have a background encompassing the Government/Military, relevant clinical experience and definitive (capital) sales experience. Travel will be approximately 70% within EMEA.

Required/Preferred Education and Experience

• 3-year plus Government/Military or Commercial capital equipment sales (highly desirable).
• Previous execution of successful sales strategy resulting in significant competitive government/military win (desirable).
• Ideal candidate must have served in the military (desirable)
• Current relationships with key government/military KOLS.
• Recent experience selling to government/military healthcare system (desirable).
• Current experience working with NATO; (NSPA a definite plus).
• Knowledge of process driving military requirements and acquisition process acquisition, procurement and effective proposal writing.
• Experience selling highly specified/premium priced products.
• Experience working for a growth company with highly specified/premium price medical equipment.
• Experience working competitive accounts and taking share from a market leader.
• Track record of sustained, strong sales execution.

Responsibilities:

• Build ZOLL’s government/military business by both share gain and market development across the German/DACH region.
• Work in collaboration with EMEA G/M Sales and Marketing team to build, nourish and develop effective network of government/military network to ensure maximum coverage of addressable market.
• Develop and execute plans to achieve the revenue target
• Assume primary responsibility for developing strategy and action plans to drive sales and market share within the G/M market.
• Develop and maintain strong relationships with key thought leaders within the German G/M market.
• Develop and maintain current knowledge of Germany logistics, contracting and procurement process.
• Define and influence G/M requirements that increase revenue of ZOLL resuscitation products.
• Achieve targets for sales quota, expense controls, account/ market penetration, and business retention.
• Primary responsibility for management solicitation response preparation to RFI/RFQ/Tender requests resulting in successful wins.
• Monitor and report competitive strategy in the G/M market.
• Develop an annual G/M Market Strategic Plan, assess and updated quarterly.
• Attend local, regional and national trade shows and sales meetings as needed.
• Build, manage and plan pipelines within the CRM System, monitor and deliver required activity levels in terms of quantity, direction and quality to achieve targets.
• Communicate, model, and monitor conformance to key company policies, standards of conduct and AdvaMed Code of Ethics.
• Maintain up-to-date profiles on all target markets, strategic sales opportunities and key business relationships.
• Develop effective relationships with colleagues in Europe Direct teams, HQ and North America Gov’t Sales Team to ensure business potential and customer satisfaction are maximized and a winning, professional, supportive culture of continuous improvement is fostered

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