Area Field Sales Trainer

ZOLL Medical•Broomfield, CO

10d•Remote

About The Position

The Area Field Sales Trainer sets the standard for excellence among ZOLL Acute Care Technology Territory Managers. The role mentors new and existing EMS Territory Managers to improve product positioning, selling skills, objection handling, business acumen, customer orientation, and overall sales performance against quotas and objectives established by sales leadership. The trainer works with EMS sales leadership, the EMS Training Manager, and the EMS Hiring Manager to prepare new hires and support experienced Territory Managers. This includes strengthening territory planning and sales skills, product knowledge, demonstrations, and post-sale deployment and in-servicing. The role also conducts classroom training, coordinates field visits, maintains training documentation, and identifies training challenges or resource needs. The position is remote and requires at least 60% field travel, plus two corporate-office meetings per quarter in Chelmsford, Massachusetts.

Requirements

Bachelor's degree required.
Strong communication and leadership skills.
Professional and ethical behavior and character.
Ability to facilitate conversations and provide balanced feedback.
Full compliance with activity and documentation standards.
Track record of proven sales success.
Strong organizational and territory time-management skills.
Demonstrated knowledge of ZOLL and competitive products.
Basic technical and clinical knowledge sufficient to discuss ZOLL products and supporting clinical data competently.
Intermediate computer skills, including Microsoft OneNote and Teams.
At least 60% travel, including field work with sales representatives and two meetings per quarter at the corporate office in Chelmsford, Massachusetts.

Nice To Haves

8–10 years of outside medical device sales experience.
Relevant direct training experience.
Successful completion of sales training programs such as Corporate Visions, Strategic Selling, and Conceptual Selling.

Responsibilities

Work with EMS Sales Leadership, the EMS Training Manager, and the EMS Hiring Manager to develop a comprehensive plan to prepare new EMS Territory Managers for success at ZOLL.
Work with EMS Sales Leadership and EMS Reporting Regional Managers to develop plans that maintain and expand the skills of tenured Territory Managers, including for more complex selling models and strategies.
Help Territory Managers develop short- and long-term territory sales plans, including business plans, time and territory management, identifying new opportunities, and maintaining an adequate sales pipeline.
Ensure Territory Managers maintain organized account records, account profiles, and compliant activity documentation in Salesforce.com.
Ensure Territory Managers meet standards for product knowledge, sales demonstrations, post-sale deployment, and in-servicing.
Emphasize the value of The One ZOLL Advantage (TOZA), explain its benefits to customers and Territory Managers, and introduce Territory Managers to their TOZA counterparts.
Complete Field Sales Trainer documentation, including New Hire Checklists, Field Visit Reports, and Virtual Training Logs, in a timely manner.
Inform the Hiring Manager and Training Manager of training challenges and resource needs.
Prepare and conduct classroom New Hire Sales Training as required throughout the year.
Coordinate and participate in field visits with area Territory Managers on an appropriate rotation.
Comply with ZOLL policies and standards.
Perform other responsibilities assigned by management, subject to modification.