Sales Executive, Strategic Accounts - Manhattan

ZOLL Medical Corporation•New York, NY

3d•Onsite

About The Position

As part of the ZOLL CMS Sales Team, you will be responsible for selling our non-invasive wearable cardiac defibrillator system (WCD), and other ZOLL products such as our portfolio of cardiac diagnostic services to Health Care Professionals in the hospital and out of hospital setting. This includes the initial sales call as well as support activities to promote consistent use (Local Medical Education Programs, Tradeshows, clinical symposiums and conferences). Call points include: Physicians, (Cardiologists, Electrophysiologists, Hospitals, CT Surgeons, etc.), Nurse Practitioners, Physician Assistants, nurses, case managers and administrators. Other duties include selling the value of the ZOLL Patient Management System (ZPM), to clinicians as well as educating HCP's and staff about the types of patients indicated for a WCD and all essential ordering and billing requirements. You will also be working closely with an Associate Territory Manager (ATM) to help sell and grow the ZOLL CMS products. This individual will need a wealth of experience and knowledge selling clinically in the academic hospital space.

Requirements

Bachelor's Degree required
A minimum of five years’ experience in medical device or pharmaceutical sales required
Strong emphasis on individuals with consistent and documented quota achieving sales performances in the territory
Experience in consultative and strategic sales, with the ability to promote clinical, economic, and patient benefit of product/service offering
Ability to interact and present clinical and technical data to individuals and group stakeholders across all levels of an organization in a professional manner.
Ability to prioritize and manage multiple projects at one time, communicates status and resolutions effectively, and provides updates to leadership in a timely manner.
Excellent interpersonal, organizational and communication skills, both written and verbal.
Ability to prioritize and drive required sales results.
Demonstrated strong relationship management skills
Reside within the assigned Territory.

Nice To Haves

Master's Degree preferred
Strongly preferred successful sales experience with academic Cardiologists and Electrophysiologists
Successful hospital/academic hospital sales experience required

Responsibilities

Developing and leading strategic sales initiatives within the territory.
Growth of LifeVest and HFMS market share in their territory, along with achieving sales quotas each year.
Increase education, awareness and clinical value of the ZOLL CMS products among targeted hospitals, physicians, and physician practices.
Work across all areas of the ZOLL CMS organization, clinical and non-clinical, to increase LifeVest and HFMS awareness, utilization, revenue, and account penetration.
Build and execute physician and institution specific business plans that will accelerate the use and adoption of LifeVest and HFMS.
Responsible for the growth of LifeVest Medical Orders, LifeVest Fits, LifeVest sales revenue and HFMS.
Developing a strategically targeted business plan with a keen understanding and knowledge of the regional Cardiology & Electrophysiology physician market, including referral/procedure patterns, and relevant business/payer dynamics in these markets that impact LifeVest and HFMS acceptance, utilization, and adoption, including hospital and private practice.
Utilize all business tools available to them, including, but not limited to, PowerBI.
Develop KOL’s to leverage appropriate peer-to-peer messaging across the territory.
Collaborate with Fellows Managers, Hospital Systems Director and other corporate executives.
Development of an account specific business plan with outlined strategies and tactics with identified top targeted practices, hospitals, and physicians.
Maintain a coordinated and strategic approach with all other ZOLL Divisions, with emphasis on integration of sales function and activities across the Regional and Area Sales Organization.
Effectively communicates and takes a collaborative approach in penetrating the targeted accounts in their assigned territory.
Leverage existing and developed relationships to meet sales objectives and have unimpeded access within these top targeted accounts to promote LifeVest and HFMS.
Effectively manage budget by maximizing all resources.
Maintain an in-depth understanding of all facets of the assigned territory that impact LifeVest and HFMS utilization and sales.
Help lead and develop the assigned Associate Territory Manager (ATM), to drive business in the territory.