Associate Territory Manager - Chicago

ZOLL Medical • Chicago, IL

5d • 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. Strong performance and achievement of objectives may provide a path to a Territory Manager role.

The ATM persuades physicians and engages, educates, and empowers support staff through individual discussions, group in-services, exhibits, and conferences. The role helps prescribing entities become self-sufficient in enrolling and using ZOLL Patient Management, with an added focus on CDx products; additional strategic products may be added in the future. The ATM supports assigned accounts and sales objectives, provides ongoing account management for LifeVest and CDx products, and covers territories during Territory Manager absences or vacancies.

The position requires working daily in hospitals, doctors’ offices, and other medical establishments within the assigned territory. The employee may need to work atypical hours, including evenings and weekends, based on customer or business needs, and may travel by automobile, train, or airplane. Relocation at hire and during employment is strongly preferred. The stated at-plan compensation is $95,000, consisting of a $70,000 base salary and commission under the company sales compensation plan.

Requirements

• Bachelor’s degree from a four-year college or university.
• Meet at least one experience criterion: one year of sales experience in a strong BTB environment, pharmaceutical sales, or medical-device 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 drive an automobile; travel by train or airplane may be required.
• Ability to sit, stand, walk, talk, listen, hear, and speak regularly; may occasionally need to stoop and bend.

Nice To Haves

• Relocation at the time of hire and throughout employment is strongly preferred.
• Geographic flexibility and openness to relocation may be considered for broader advancement opportunities based on business needs, performance, and organizational 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 and utilization of ZOLL Patient Management, with a focus on CDx products and potential future strategic products.
• Sell and grow accounts 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.
• 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 educate and support staff to reduce medical order exceptions.
• Conduct level 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 during Territory Manager absences or vacancies.
• 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.
• Analyze and report observed trends within the territory.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level