Associate Territory Manager - Phoenix

ZOLL Medical Corporation•Phoenix, AZ

2d•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 supports sales and account management for LifeVest and CDx products, with a focus on educating physicians and support staff, promoting product utilization, and helping prescribing entities enroll in and use the ZOLL Patient Management (ZPM) system. The role also supports assigned sales objectives, provides territory coverage when a Territory Manager is unavailable, and serves as a knowledgeable resource on ZOLL and competitive products. The position is based in the field and involves daily work in hospitals, doctors’ offices, and other medical establishments within the assigned territory. Evening and weekend hours may be required based on customer or business needs. The stated at-plan compensation is $95,000, comprising 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 of the following experience criteria: one or more years of sales experience in a strong B2B environment, pharmaceutical sales, or medical-device sales; 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 cardiology environment; 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 be considered for broader advancement opportunities.

Responsibilities

Persuade physicians and engage, educate, and empower support staff through individual discussions, group in-services, exhibits, and conferences.
Support sales and growth of 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 and implement Plans of Action launched to the Field Sales Organization.
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 customers in and train them on the ZOLL Patient Management System.
Explain and train hospital and office staff on submitting complete orders, and provide education to reduce medical order exceptions.
Conduct in-service meetings on medical order processes and requirements with auxiliary support staff.
Assist with collecting documents for new medical orders and reorders.
Provide territory coverage during Territory Manager absences or vacancies, including vacation, leave, training, or meetings.
Develop expertise and serve as a 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.