Associate Territory Manager - San Diego

ZOLL Medical•San Diego, CA

2d•Onsite

About The Position

The Associate Territory Manager (ATM) is a field-based role combining sales and sales support. The ATM works collaboratively with Territory Managers on customer and administrative support, territory management, and territory coverage. The position reports to and works under the direction of Regional Management. With strong performance and achievement of objectives, the role may provide a path to Territory Manager. The role focuses on persuading physicians and engaging, educating, and empowering support staff through individual discussions, group in-services, exhibits, and conferences. The ATM helps prescribing entities become self-sufficient in enrolling in and using the ZOLL Patient Management (ZPM) system, with an additional focus on CDx products. Other strategic products may be added in the future. The position is field-based and involves working in hospitals, doctors’ offices, and other medical establishments within an assigned territory. It may require atypical hours, including evenings and weekends, according to customer or business needs. The stated at-plan compensation is $95,000, consisting of a $70,000 base salary and commission under the company’s sales compensation plan.

Requirements

Bachelor’s degree from a four-year college or university.
Meet at least one of these experience criteria: one year of sales experience in a strong B2B environment, pharmaceutical sales, or medical device field sales; two years of relevant field clinical support experience for a pharmaceutical or medical device company; two years of strong clinical experience in a multispecialty hospital environment in cardiology; or three years of experience as a Junior Military Officer leading a team, project, or account management.
Valid state driver’s license.
Ability to influence clinical decision-making through sales efforts, including presentation and discussion of clinical data.
Ability to sit, stand, walk, talk, listen, hear, and speak regularly; occasional stooping and bending may be required.
Ability to drive an automobile and travel by train or airplane as needed.

Nice To Haves

Relocation at hire and throughout employment is strongly preferred.
Geographic flexibility and openness to relocation may support consideration for broader advancement opportunities, depending on business needs, performance, and organizational opportunities.

Responsibilities

Sell and grow accounts as assigned by the Region Manager.
Support sales and ongoing account management of LifeVest to promote consistent utilization.
Support sales and ongoing account management of CDx products.
Achieve assigned sales objectives.
Learn, understand, and implement Plans of Action launched to the Field Sales Organization.
Develop and communicate a general understanding of Sudden Cardiac Arrest and LifeVest data, and advocate for LifeVest in clinical settings to increase awareness.
Engage, educate, and empower support staff to identify patients and advocate on their behalf.
Enroll and train customers on the ZOLL Patient Management System.
Explain, communicate, and train hospital and office staff on submitting complete orders.
Educate and support appropriate staff to reduce medical order exceptions.
Conduct in-service meetings about medical order processes and requirements with auxiliary support staff.
Assist with collecting documents for new medical orders and reorders.
Provide territory support when a Territory Manager is absent or the position is vacant, including during vacation, leave, training, or meetings.
Become a company resource on ZOLL and competitive products.
Master Integrity / GAP Model Selling skills.
Represent ZOLL professionally and ethically.
Communicate openly and share information with others.
Analyze and report observed territory trends.