Market Specialist

ZOLL Medical•Los Angeles, CA

About The Position

The Market Specialist is responsible for sales and distribution of ZOLL automatic external defibrillators (AEDs), Cardiac Science, Mobilize Rescue Systems, tracking software, and accessories in the Education (K-12 and university/college) and Utility market segments across the West Region. This is a hunter-focused role centered on creating demand, building and advancing a sales pipeline, and closing large, complex opportunities. Sales are executed through distribution partners, while the Market Specialist leads opportunity creation, sales execution, and outcomes. The role develops new business across schools, utilities, and industrial accounts; leads strategic opportunities from initial engagement through close; and maintains expertise in relevant market dynamics, funding, legislation, compliance, and purchasing cycles. It also coordinates with Channel Partner Managers and distribution partners, delivers tailored presentations and demonstrations, supports implementation and training, and works with internal teams to provide a seamless customer experience. The position requires 70% travel. At-plan compensation is $268,000, comprising an $85,000 base salary and commission under the company sales compensation plan.

Requirements

A four-year BS/BA college degree or a minimum of five years of experience selling capital equipment through distribution is required.
A bachelor's degree or equivalent combination of education, training, and experience is required.
Previous experience using Salesforce.com or another CRM software is required.
Solid understanding of the mechanics and nuances 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 with high standards.

Nice To Haves

5–10+ years in B2B sales with a proven track record of prospecting and closing new business.
Previous B2B sales experience in the capital equipment industry.
Previous experience selling capital equipment into the Education and/or Utility market.

Responsibilities

Aggressively prospect and develop new business across K-12 school systems, utilities, and industrial accounts within the assigned territory.
Identify, profile, and penetrate key target accounts, including large school districts, state systems, universities, and major utility organizations.
Lead strategic opportunities from initial engagement through close, owning the sales process, driving urgency, and ensuring successful execution.
Execute a disciplined sales methodology, including qualification, stakeholder alignment, value positioning, and closing.
Develop and maintain expertise in K-12, university, and utility market dynamics, including funding sources, legislation, compliance requirements, and purchasing cycles.
Leverage grants, mandates, and budget cycles to accelerate deal timelines and create urgency.
Coordinate with Channel Partner Managers and distribution partners to drive execution while maintaining control of opportunities.
Generate and deliver sales presentations and product demonstrations tailored to end-user needs.
Maintain knowledge of competitive products and positioning within 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 ensure a seamless customer experience.
Comply with company policies and procedures regarding sales operations, reporting, and conduct.