Field Sales Training Specialist - Detroit

ZOLL Medical-posted 3 months ago
Full-time • Mid Level
Detroit, MI
101-250 employees
Computer and Electronic Product Manufacturing
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Field based position to train and motivate new and tenured Territory Managers to meet and exceed their segment plans by spending 2-3 full days in the TM's territory, coaching and counseling to areas which need development post TM's participation of initial training period and attendance of corporate training.

  • Assist new and tenured TM's with business plan (and other) initiatives to ensure progress along their individual developmental path.
  • Collaborate with RM's to identify and coach to areas of opportunity.
  • Work collaboratively with Regional Managers to onboard and train new TM's in the most effective way possible.
  • Assist TM's to execute POA's as well as other marketing and sales initiatives.
  • Regularly conduct weekly scheduled field visits with TM's that coach to achieving objectives set by their RM and AD.
  • Implement follow-up to coaching visits as appropriate.
  • Proactively provide recommendations that align with business strategies within the region.
  • Provide verbal and written follow-up and observation reports that highlight and address TM's strengths and areas for improvement or development.
  • Summary reports of FSTS field visit serve as template for the standard for FSTS training and teaching.
  • Assess territory with regard to history, territory type, existing prescribers, known territory issues or concerns with TM.
  • Proactively assess territory metrics and performance trends to identify areas of focus and/or improvement to achieve goals and objectives.
  • Identify and promote TM best practices.
  • Assist TM's to identify opportunities to best utilize tools, internal support resources and marketing materials.
  • Develop tailored training and development strategy specific to each TM following assessment of each TM's current business plan.
  • Educate and reinforce the need for TM's to adopt and apply the ZOLL Selling Skills methodology and understand the sales cycle.
  • Help TM's to establish risk, risk stratify, and handle objections by using relevant data in a conversational manner when meeting with physicians.
  • May assist with special projects and other initiatives as assigned.
  • Develop, lead and manage regional training and development initiatives.
  • Bachelor's degree or equivalent work experience required.
  • Two or more years experience working in clinical environment, sales, and/or training and mentoring role required.
  • Experience in the medical products industry and working with physicians preferred.
  • Clinical knowledge of/experience with ECG interpretation, basic cardiac anatomy and physiology, etc. preferred.
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