Territory Manager - Suffolk West

ZOLL Medical•Smithtown, NY

13h•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 health care professionals in hospital and out-of-hospital settings. The role includes initial sales calls and supporting 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 educates clinicians and staff about patients indicated for a wearable cardiac defibrillator (WCD), ordering and billing requirements, and the value of the ZOLL Patient Management System. The position is field-based, with daily work in hospitals, doctors’ offices, and other medical establishments in the assigned territory. The employee must live within the territory and maintain account access credentials. Occasional atypical hours, including evenings and weekends, may be required 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. ZOLL describes its benefits plans online at www.zollbenefits.com but does not list specific benefits in the posting.

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 be credentialed and obtain access privileges at all assigned customer accounts.
Documented history of sales success.
Proficiency with Microsoft Office Suite.
Must live within the assigned territory.
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 preferred.
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.

Responsibilities

Provide customers with relevant clinical data supporting sudden cardiac death risk in certain patient types and the role of the WCD in protecting these patients.
Provide customers with relevant clinical, reporting, and technical information supporting use of ZOLL Cardiac Diagnostic products for appropriate patients.
Conduct sales and supporting activities to drive consistent utilization.
Achieve assigned sales objectives.
Sell the value of the ZOLL Patient Management System and educate clinicians and staff about WCD ordering and billing requirements.
Maintain an account database and prepare and submit reports.
Prepare 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 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, maintain a positive attitude, and communicate openly and share information.
Analyze and report observed territory trends.
Provide relevant information and documentation to intake and reimbursement teams to support appropriate and timely billing claims.
Maintain credentialing and access to all assigned accounts.