Market Specialist

ZOLL Medical Corporation•Washington, DC

About The Position

The Market Specialist is responsible for sales and distribution of ZOLL AEDs, Cardiac Science and Mobilize Rescue Systems, tracking software, and accessories in the Education (K-12 and university/college) and Utility market segments. The territory covers the Northeast, from Virginia to Maine, including Ohio and West Virginia; the employee must reside within the territory. This is a high-impact, hunter-focused sales role centered on creating demand, building and advancing a strong pipeline, and closing large, complex opportunities. Sales are executed through distribution partners, while the Market Specialist leads opportunity development, drives urgency, and owns outcomes. The role also includes product presentations and demonstrations, implementation and training support, participation in industry events, CRM and forecast management, and coordination with internal teams and channel partners. The position requires a four-year college degree or an equivalent combination of education, training, and experience, as well as at least five years of experience selling capital equipment through distribution. The role involves 50–70% travel. At-plan compensation is $268,000, consisting of an $85,000 base salary and commission under the company sales compensation plan.

Requirements

Four-year BS/BA college degree, or an equivalent combination of education, training, and experience.
At least five years of experience selling capital equipment through distribution.
Experience using Salesforce.com or another CRM software.
Solid understanding of working with distributors.
Ability to create strong professional relationships.
Strong verbal and written communication skills, including communication with all levels of management and across an organization.
Excellent presentation and organizational skills.
Excellent attention to detail.
Experience with Microsoft Office.
Negotiation skills.
Strong ethics and integrity.
Drive and the will to win.
Results-oriented approach and high standards.
Must reside in the assigned territory: Virginia to Maine, including Ohio and West Virginia.
Ability to travel 50–70% of the time.

Nice To Haves

Five to ten or more years of B2B sales experience with a proven record of prospecting and closing new business.
Previous B2B sales experience in the capital equipment industry.
Experience selling capital equipment into the Education and/or Utility market.

Responsibilities

Aggressively prospect and develop new business opportunities across K-12 school systems, utilities, and industrial accounts in the assigned territory.
Identify, profile, and penetrate key accounts, including large school districts, state systems, universities, and major utility organizations.
Lead strategic opportunities from initial engagement through close, owning the sales process and ensuring successful execution.
Use a disciplined sales methodology, including qualification, stakeholder alignment, value positioning, and closing.
Build expertise in K-12, university, and utility market dynamics, including funding sources, legislation, compliance requirements, and purchasing cycles.
Use grants, mandates, and budget cycles to accelerate deal timelines and create urgency.
Coordinate with Channel Partner Managers and distribution partners while maintaining control of opportunities.
Prepare and deliver sales presentations and product demonstrations tailored to end-user needs.
Maintain knowledge of competitive products and positioning in the Public Safety market.
Assist with product implementation, in-service training, and post-sale support as needed.
Participate in trade shows, industry events, and vertical-specific engagements to build pipeline and brand presence.
Maintain accurate and timely Salesforce records, including opportunity management, forecasting, and activity tracking.
Collaborate with sales support, marketing, service, and leadership to provide a seamless customer experience.
Comply with company policies and procedures concerning sales operations, reporting, and conduct.