Associate Territory Manager - Cleveland

ZOLL Medical Corporation•Cleveland, OH

21h•Onsite

About The Position

The Associate Territory Manager (ATM) is a field-based sales and sales-support role working 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 becoming a Territory Manager. The ATM supports sales and account management for LifeVest and CDx products, persuades and educates physicians and support staff, and helps prescribing entities become self-sufficient in enrolling and using ZOLL Patient Management (ZPM). The role includes training customers and healthcare staff, supporting complete medical orders, assisting with document collection, and covering territories when a Territory Manager is absent or a position is vacant. The ATM also learns ZOLL and competitive products, applies the company's Integrity / GAP Model Selling skills, and represents ZOLL professionally and ethically. This is a field-based position involving daily work in hospitals, doctors’ offices, and other medical establishments in the assigned territory. The employee may work atypical hours, including evenings and weekends, based on customer or business needs, and may travel by automobile, train, or airplane as needed. The stated at-plan compensation is $95,000, comprising a $70,000 base salary and commission under the company's sales compensation plan. ZOLL provides a comprehensive benefits plan; details are available at www.zollbenefits.com.

Requirements

Bachelor's degree from a four-year college or university.
Meet at least one of the following experience criteria: one or more years of sales experience in a strong B2B environment, pharmaceuticals, or medical devices; two or more years of relevant field clinical support experience for a pharmaceutical or medical device company; two or more years of strong clinical experience in a multispecialty hospital environment in cardiology; or three or more 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.

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.

Responsibilities

Persuade physicians and engage, educate, and empower support staff through individual discussions, group in-services, exhibits, and conferences, with a focus on CDx products and additional strategic products as introduced.
Help prescribing entities become self-sufficient through enrollment in and use of ZOLL Patient Management (ZPM).
Sell and grow accounts assigned by the Region Manager.
Support LifeVest sales and ongoing account management 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 and train hospital and office staff on submitting complete orders; educate and support staff to reduce medical order exceptions.
Conduct in-service meetings for auxiliary support staff on medical order processes and requirements.
Assist with document collection for new medical orders and reorders.
Provide territory support during Territory Manager absences or vacancies, including vacation, leave, training, or meetings.
Become a company expert and 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.