Field Sales Training Specialist - Midwest

ZOLL Medical•Detroit, MI

2d•$130,000 - $150,000

About The Position

At ZOLL, we're passionate about improving patient outcomes and helping save lives. We provide innovative technologies that make a meaningful difference in people's lives. Our medical devices, software and related services are used worldwide to diagnose and treat patients suffering from serious cardiopulmonary and respiratory conditions. ZOLL Cardiac Management Solutions offers a unique portfolio of novel technologies designed to deliver better insights and better outcomes. On any given day, clinicians utilize these ZOLL products for tens of thousands of cardiac patients around the world: LifeVest , the world's first wearable defibrillator, has been trusted to protect more than 1M patients at risk of sudden cardiac death. HFMS (Heart Failure Management system) is a non-invasive, patch-based device that monitors pulmonary fluid levels and has been shown to reduce heart failure readmissions rates by 38 percent. TherOx Super Saturated Oxygen (SSO2) Therapy is the first FDA-approved therapy since the stent 20+ years ago to reduce infarct size in patients with the most severe heart attacks. Heart disease is the leading cause of death for both men and women in the U.S. At ZOLL, your work will help to ensure cardiac patients get the life-saving therapy they need. ZOLL has been Pittsburgh's Manufacturer of the Year, one of Western PA's Healthiest Employers, and even one of Pittsburgh's Coolest Offices. But it's our unique opportunity to impact people's lives that makes ZOLL the ideal place to build your career. Job Summary 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.

Requirements

Bachelor's degree required.
Two or more years experience working in sales, training and/or mentoring role required.
Two or more years with successful sales history required.
Must have dedicated coaching/training experience.
Must have experience and proficiency calling on physicians in an office or hospital setting.
Must have a history of success in sales.
Must have dedicated coaching/training experience.
Excellent facilitation and presentation skills, able to effectively engage small and large scale audiences with diverse backgrounds.
Must be comfortable calling on physicians in an office or hospital setting.
Must be self-directed, work autonomously, and follow company SOP’s.
Ability to edit and create Word documents containing graphics, manage spreadsheets, prepare presentations, send and receive e-mail, obtain information from the internet, etc.
Computer Applications: Microsoft Word, Excel, PowerPoint, Access, and Outlook and audio-visual equipment.
Good communication and phone skills, which includes the ability to communicate effectively and professionally at all levels within the organization as well as directly with TMs/ATMs, RMs, and ADs.
Ability to prioritize assignments while working on various projects simultaneously.
Proficient with small and large scale project management experience with the ability to prioritize assignments while working on various projects simultaneously.
Language Skills: Ability to read and comprehend simple instructions, short correspondence, and memos.
Ability to write simple correspondence.
Ability to effectively present information in one-on-one and small group situations to customers, clients, and other employees of the organization.
Mathematical Skills: Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.
Reasoning Ability: Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.
Ability to deal with problems and make appropriate judgment calls to insure the correct outcome.
Computer Skills: Computer Applications: Microsoft Word, Excel, PowerPoint, Access, and Outlook and audio-visual equipment.

Nice To Haves

Two or more years experience working in clinical environment preferred.
Experience in the medical products industry preferred.
Clinical knowledge of/experience with ECG interpretation, basic cardiac anatomy and physiology, etc. preferred.

Responsibilities

Assist new and tenured TMs/ATMs 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 TMs/ATMs in the most effective way possible.
Train and assist TMs/ATMs to execute POA’s as well as other marketing and sales initiatives.
Regularly conduct weekly scheduled field visits with TMs/ATMs that coach to achieving objectives set by their RM and AD.
Implement follow-up to coaching visits/calls 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 TMs/ATMs 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/ATM best practices.
Assist TM’s to identify opportunities to best utilize tools, internal support resources and marketing materials (AC’s, CoPAs, Speakers, Mailers, Programs and exhibits).
Develop tailored training and development strategy specific to each TM/ATM following assessment of each TM’s current business plan including opportunities, expectations, objectives, implementation, and timeframes.
Educate and reinforce the need for TMs/ATMs to adopt and apply the ZOLL Selling Skills methodology and understand the sales cycle.
Help TMs/ATMs 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.
Will be asked to create and update presentations as indicated and to deliver content in assigned Phase I and II classes
Develop, lead and manage regional training and development initiatives-. i.e. Deliver Integrity Behavioral Styles Training to field sales.