Market Specialist

ZOLL Medical Corporation•San Diego, CA

8d•$85,000 - $268,000

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 to the Education (K–12 and University/College) and Utility market segments in the West Region. This is a high-impact, hunter-focused role centered on generating new demand, developing a robust pipeline, and closing large, complex opportunities. Sales are conducted through distribution partners, while the Market Specialist leads opportunity development, creates urgency, and owns outcomes. The role requires extensive territory travel, stated as 70% of the time. The position’s at-plan compensation is $268,000, comprising a base salary of $85,000 and variable commission under the company’s sales compensation plan. Applications are accepted on an ongoing basis until the position is filled.

Requirements

Four-year BS/BA college degree, or a minimum of five years of experience selling capital equipment through distribution; a bachelor’s degree or equivalent combination of education, training, and experience is required.
Experience using Salesforce.com or another CRM software.
Solid understanding of the mechanics and nuances of working with distributors.
Ability to create strong professional relationships.
Strong verbal and written communication skills, including the ability to communicate 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.

Nice To Haves

Five to ten or more years of B2B sales experience 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 opportunities across K–12 school systems, utilities, and industrial accounts in 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.
Use 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.
Use market opportunities such as 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 ensure a seamless customer experience.
Follow company policies and procedures regarding sales operations, reporting, and conduct.