Associate Territory Manager - San Diego

ZOLL Medical Corporation•San Diego, CA

About The Position

The Associate Territory Manager (ATM) is a field-based sales and sales-support role working collaboratively with Territory Managers on sales activities and territory management, including customer and administrative support and territory coverage. The ATM 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 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 and using ZOLL Patient Management (ZPM), with an added focus on CDx products. Additional strategic products may be added in the future. The position supports sales and account management for LifeVest and CDx products, contributes to account growth, and achieves assigned sales objectives. The ATM communicates clinical information about sudden cardiac arrest and LifeVest, trains customers and healthcare staff on ZPM and medical-order processes, and helps ensure complete orders and reduce medical-order exceptions. The role also provides territory coverage during a Territory Manager’s absence or vacancy, develops expertise in ZOLL and competing products, applies Integrity / GAP Model Selling skills, and reports territory trends. The position works daily in hospitals, doctors’ offices, and other medical establishments in the assigned territory. It may require atypical hours, including evenings and weekends, based on customer or business needs.

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 presentations and discussion of clinical data.

Nice To Haves

Geographic flexibility and openness to relocation; relocation at hire and throughout employment is strongly preferred and may support consideration for broader advancement opportunities.

Responsibilities

Persuade physicians and engage, educate, and empower support staff through one-on-one discussions, group in-services, exhibits, and conferences.
Help prescribing entities become self-sufficient through enrollment in and utilization of ZOLL Patient Management (ZPM), with a focus on CDx products.
Sell and grow accounts assigned by the Region Manager.
Support sales and ongoing account management for LifeVest to promote consistent utilization.
Support sales and ongoing account management for CDx products.
Achieve assigned sales objectives.
Learn, understand, and implement Plans of Action launched to the Field Sales Organization.
Communicate a general understanding of sudden cardiac arrest and LifeVest-specific data, and advocate for LifeVest in clinical settings to increase awareness.
Help support staff 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, and provide education and support to reduce medical-order exceptions.
Conduct in-service meetings about medical-order processes and requirements with auxiliary support staff.
Assist with document collection for new medical orders and reorders.
Provide territory support when a Territory Manager is absent or a territory is vacant.
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.