Senior Manager, Sales Excellence, APAC

At ZOLL, we're passionate about improving patient outcomes and helping save lives.

We provide innovative technologies that make a meaningful difference in people's lives. Our medical devices, software and related services are used worldwide to diagnose and treat patients suffering from serious cardiopulmonary and respiratory conditions.

The Resuscitation division of ZOLL Medical Corporation develops and delivers innovative lifesaving products and software solutions to EMS, hospital, public safety, and military customers globally. Our dedicated employees take pride in their commitment to improving patient outcomes while delivering world-class customer service.



Job Summary

Based in Singapore or Malaysia, this position is head of Sales Excellence for Asia Pacific with a specific focus on education and training of all Sales staff to attain a minimum standard across APAC in terms of Solution Selling, Strategic Selling, Conceptual Selling, Negotiation and Influence, Product Training, Competitor Training, Professional Standards and driving Corporate Initiatives in this area (eg 95% Market Share). The role will also include training the staff of Business Partners, and our own Marketing and Clinical teams.

To be successful in the highly competitive APAC market, our sales efforts have to be consistent, seamless and our sales teams highly skilled at executing the sales strategy. This role is responsible for training the team to these levels.

The role will also require the individual to work closely with Regional and Country Sales leaders across APAC, and will be part of the Asia Pacific Leadership team. Close collaboration will also be required with Marketing leaders, Organization Development leader, Strategy, Planning and Partnerships Leader, and the Director Asia Pacific.

This position will lead the Sales Excellence team across Asia Pacific, and will also work closely with global colleagues to develop the specific programs and requirements for the role.

Essential Functions

Manage and lead team to deliver:

• Defined training programs to meet Sales Excellence objectives
• Ad hoc training to support marketing initiatives as required
• Deliver new Corporate training initiatives
• Manage team of three including Admin and Support Manager

Define & deliver sales excellence programs regarding:

• Solution Selling
• Strategic Selling
• Conceptual Selling
• Negotiation and Influence
• Product Training
• Competitor Training
• Professional Standards
• Implementing new Corporate Initiatives as appropriate

Market Knowledge:

• Understand market dynamics in each sales territory to deliver market specific training in relation to competitors.
• Establish and maintain accurate overall market information relating to size, share, trends, selling prices and promotion programs
• Monitor, analyze and effectively communicate to sales and business leaders about competitive activity derived from training in the region

Work across departments to execute goals of sales excellence including:

• Marketing – working with local and regional marketing teams to assist in education of staff around marketing campaigns and events
• Organizational Development – working with the Organization Development leader in the exchange of information and planning to assist individuals in the region
• Strategy, Planning and Partnerships – working with the leader for Strategy, Planning and Partnerships to assist with Regional Conferences, KOL events and industry partnerships

Required/Preferred Education and Experience

• Tertiary qualifications in a business discipline
• 10+ years training, sales and/or marketing experience in the medical device industry
• Fluency in English and at least one local language
• Willingness to travel extensively in the region
• Background in capital sales and working in a matrix environement
• Familiar with CRMS such as SFDC