Territory Manager - Rochester

ZOLL Medical Corporation•Rochester, NY

15h•Onsite

About The Position

As part of ZOLL Cardiac Management Solutions' sales team, the Territory Manager sells the non-invasive wearable cardiac defibrillator system and other ZOLL products, including cardiac diagnostic services, to healthcare professionals in hospital and out-of-hospital settings. The role includes initial sales calls and follow-up activities that promote consistent product use, such as local medical education programs, trade shows, clinical symposiums, and conferences. Customers include physicians, nurse practitioners, physician assistants, nurses, case managers, and administrators. The Territory Manager also explains the value of the ZOLL Patient Management System (ZPM) and educates healthcare professionals and staff about appropriate patient types, ordering, and billing requirements. This is a field-based position, working daily in hospitals, doctors’ offices, and other medical establishments within the assigned territory. The employee may occasionally work atypical hours, including evenings and weekends, based on business needs. The stated at-plan compensation is $175,000, comprising a $100,000 base salary and commission under the company's sales compensation plan.

Requirements

Bachelor’s degree from a four-year college or university.
Three to five years of medical equipment sales or specialized/hospital-based pharmaceutical sales experience, or five years of successful sales experience including at least one year in healthcare sales.
Valid state driver’s license.
Ability to obtain credentialing and access privileges at all assigned customer accounts.
Documented history of sales success.
Proficiency with Microsoft Office Suite.
Must live within the assigned territory.
Internal candidates who do not meet the stated sales experience criteria may qualify if they have demonstrated sustained ability to meet sales-role expectations and have at least one year in a sales support role, or have successfully performed in an Associate Territory Manager role.
Ability to sit, stand, walk, talk, listen, hear, and speak regularly; occasional stooping and bending may be required.
Ability to drive an automobile and travel by train or airplane as needed.

Nice To Haves

Cardiology experience.

Responsibilities

Provide customers with clinical data supporting sudden cardiac death risk in certain patient types and the role of the wearable cardiac defibrillator (WCD) in protecting them.
Provide clinical, reporting, and technical information supporting use of ZOLL Cardiac Diagnostic products for appropriate patients.
Conduct sales and supporting activities to drive consistent product utilization.
Achieve assigned sales objectives.
Explain the value of the ZOLL Patient Management System (ZPM) and educate clinicians and staff about WCD ordering and billing requirements.
Maintain account databases and prepare and submit reports.
Maintain yearly and quarterly business plans.
Manage field expenses and submit reports in a timely manner.
Attend key medical education programs, exhibits, and conventions.
Become a company expert and resource on ZOLL products and relevant industry trends.
Master Customer Centric Selling and Integrity Selling skills.
Maintain collaborative and professional working relationships with business partners.
Represent ZOLL professionally and ethically and maintain a positive attitude.
Communicate openly and share information with others.
Analyze and report trends observed within the territory.
Ensure relevant information and documentation are provided to intake and reimbursement teams for appropriate and timely billing claims.
Maintain credentialing and access to all assigned accounts.