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Strategic Account Manager - Hospital

Location: Germany



ZOLL Medical Corporation, an Asahi Kasei Group Company, develops and markets   medical devices and software solutions that help advance emergency care and save   lives, while increasing clinical and operational efficiencies.  With products for   defibrillation and monitoring, circulation and CPR feedback, data management, therapeutic temperature management, and ventilation, ZOLL provides a   comprehensive set of technologies that help clinicians, HOSPITAL and fire   professionals, and lay rescuers treat victims needing resuscitation and acute critical   care.  


The Asahi Kasei Group is a diversified group of companies led by holding company   Asahi Kasei Corp., with operations in the material, homes, and health care business   sectors.  Its health care operations include devices and systems for acute critical care, dialysis, therapeutic apheresis, transfusion, and manufacture of bio-­‐therapeutics, as   well as pharmaceuticals and diagnostic reagents.  With more than 30,000 employees   around the world, the Asahi Kasei Group serves customers in more than 100countries.  For more information, visit www.asahi-­‐kasei.co.jp/assai/En/  


With a strong focus on executing our sales strategies and leveraging our clinical   advantages we aim to drive profitable growth in this key market.  ZOLL provides a   highly rewarding environment to work within, allowing a great deal of autonomy, balanced with a willing and skilled network of specialist functions to support the   subsidiaries even further.  
We foster a high-­‐performance culture, which is strongly focused on reward and   recognition, along with an incredibly strong ethos of recognizing long-­‐term   employee’s contribution.  We have a low turnover of employees.    
Ethically, we are proud to promote a culture of compliance and ‘doing the right   thing’, subscribing to the highest levels of compliance management.  We expect our   leadership team to embody this.  
The business:  

ZOLL Medical is a strong and stable organization, with over 4000 employees   worldwide, present in over 140 countries and 1700 sales and service personnel.    
Wholly focused in the world of resuscitation, we are proud to be viewed as a leading   company in this hugely important healthcare environment.  Our products span the   entire chain of survival, from Public Access Defibrillation, enabling confident and   high-­‐quality CPR in the community, through to Pre-­‐Hospital care, Emergency Room   and Military grade professional monitors/defibrillators.  The ZOLL portfolio continues   to expand further as we focus on helping the healthcare providers improve   outcomes from Out of Hospital Cardiac Arrest.    


ZOLL Medical has grown an expansive product portfolio over a number of years with   a Data division, LifeVest Technologies, Intra-­‐Vascular Cooling and latterly pre-­‐ hospital Ventilation.  We are proud to be world leaders in the world of CPR Feedback   technologies, with Real CPR Help® and most recently the ResQCPR™ System, which is   the only CPR device that has a proven indication to improve likelihood of survival.   ZOLL is truly helping to save victims lives, helping clinicians return their patients to   their families.  We are proud to play a small part in helping improve the chance of an   individual surviving this devastating disease, where frustratingly the cure is often   easily articulated, yet incredibly difficult to implement.   The European HOSPITAL business is one of the key businesses at ZOLL and is a key   contributor to our overall growth ambitions.  As the region encompasses many of the   leading HOSPITAL markets globally, it is imperative that we leverage our strong   products and reputation to grow market share in all regions.  Achieving profitable   growth whilst attaining number one position in the HOSPITAL segment.  


The European HOSPITAL business is one of the key businesses at ZOLL and is a key   contributor to our overall growth ambitions.  As the region encompasses many of the   leading HOSPITAL markets globally, it is imperative that we leverage our strong   products and reputation to grow market share in all regions.  Achieving profitable   growth whilst attaining number one position in the HOSPITAL segment.  



The Role  

The current European hospital business is a series of complex & multi-­‐layered   accounts with an increasing number of stakeholders & influencers.  Payers, patients   & policy makers are looking increasingly for companies to offer true value-­‐added   solutions rather than just products.  We are looking for a Strategic Account Manager (SAM) in    Germany to further develop the business in the higher echelons of   hospitals, working up to CEO level and developing mutually beneficial relationships   with Key Accounts in order for Zoll Medical to become the preferred long-­‐term   strategic partner.  The SAM will have a “hunger” to continually drive profitable sales   and market share growth for Zoll Medical.    


The SAM will develop, lead and implement the strategic account plan in line with the   Zoll Medical Commercial Strategy.  
Key areas of responsibility:    


Candidates must be able to:    


  • Build an in-­‐depth understanding of ‘targeted account’ customers in order to   match appropriate Zoll Medical device offerings and develop mutually   beneficial solutions.    
  • Build strong relationships with a broad range of key stakeholders in order to   secure long-­‐term sales growth for Zoll Medical devices.  The (SAM) will be   required to take ownership of the non-­‐clinical stakeholder mapping in ‘target   accounts’ and understand the internal politics to drive the strategic direction   and maintain ownership of the account management strategy and delivery.    
  • Continually identify and drive Zoll Medical customer interaction to maximize   our potential in a fast changing market environment whilst developing   opportunities to cross-­‐sell different ZOLL market segments to strategically   advance ZOLL’s position in the market and create incremental revenue.   (Private Ambulance Services)    
  • Articulate and sell the Zoll Medical value proposition tailored to strategic   accounts in order to develop long-­‐term partnership agreements and   alignment.    
  • Work closely with the sales organizations across Zoll Medical by leading   multimillion-­‐pound tender applications and ensuring their successful   acceptance and longevity.    
  • Manage price, volume and mix and other commercial terms for strategic   accounts in line with National/International strategy in order to secure   market value.    
  • Strategically co-­‐ordinate internal resources to deliver appropriate Value-­‐ Added Solutions for allocated target accounts and lead a team internally for   each opportunity.  Collaborate with internal stakeholders to deliver solutions   to customers including but not limited to, Territory Managers, Regional   Managers, Product and deployment specialists, Medical, Compliance and   Legal in order to direct and execute account strategies.      
  • Provide continuous feedback of environmental knowledge, market   intelligence and sales opportunities to sales and marketing colleagues   internally on an on-­‐going basis and be proactive in their approach to   delivering this.          
  • Plan to spend —  on average —  three days per week working in the field   with Territory Managers on strategic accounts as well as collaborate with an account’s Territory Manager and Regional Manager regularly on   strategy, next steps, and forecast details.  
    • Keep up to date with areas such as (but not exclusive to) market trends and   in particular focus on changes in funding, service delivery, policy changes, and healthcare hubs which may affect the implementation of the Zoll   Medical Commercial Strategy.  Present account reviews to senior   management at regular intervals.    
  • A proven track record of success in the Healthcare market, including the   hospital sector and Public Safety.
  • A successful track record as a Strategic Account Manager or Territory   Manager in Medical Devices or in an equivalent B2B market.    
  • Selling complex systems, concepts, and solutions in a selling environment   that involves multiple decision makers at accounts of significance.
  • Educated to Degree level with exceptional communication, negotiation, and   account management capabilities.   
  • Excellent problem solver with a collaborative approach to account   management.  



  • A  proven  track  record  of  success  in  the  Healthcare  market,  including  the   hospital  sector  and  Public  Safety.
  • A  successful  track  record  as  a  Strategic  Account  Manager  or  Territory   Manager  in  Medial  Devices  or  in  an  equivalent  B2B  market.    
  • Selling  complex  systems,  concepts,  and  solutions  in  a  selling  environment   that  involves  multiple  decision  makers  at  accounts  of  significance.
  • Educated  to  Degree  level  with  exceptional  communication,  negotiation,  and   account  management  capabilities.   
  • Excellent  problem  solver  with  a  collaborative  approach  to  account   management.