Market Specialist

ZOLL Medical•Richmond, VA

About The Position

The Market Specialist is responsible for sales and distribution of ZOLL automatic external defibrillators (AEDs), Cardiac Science products, Mobilize Rescue Systems, tracking software, and accessories to the Education (K–12 and university/college) and Utility market segments. This hunter-focused role creates new demand, builds and advances a sales pipeline, and closes large, complex opportunities across the Northeast territory, from Virginia to Maine, including Ohio and West Virginia. The employee must reside within the territory. Sales are executed through distribution partners, while the Market Specialist leads opportunity development and execution.

Requirements

A four-year BS/BA degree and/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.
Experience using Salesforce.com or another CRM software is required.
Strong understanding of the mechanics and nuances of working with distributors.
Ability to create strong professional relationships.
Superior verbal and written communication skills, including communicating with all levels of management and across an organization.
Excellent presentation and organizational skills.
Excellent attention to detail.
Experience using 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, which extends from Virginia to Maine and includes 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 track 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 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 by 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.
Use grants, mandates, and budget cycles to accelerate deal timelines and create urgency.
Support and align with Channel Partner Managers and distribution partners to drive coordinated 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 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 regarding sales operations, reporting, and conduct.