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Territory Manager, Hospital

Location: Germany

Resuscitation

Overview

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.  

Responsibilities

  • Growing ZOLL market share in territory
  • Attaining targets (eg. Orders, revenue, etc)
  • Achieving required penetration of all market segments in territory
  • Growing installed base of ZOLL equipment to required levels in territory
  • Territory Management:   
    • Pro-active management of all active opportunities
    • Planning, monitoring and delivering required activity levels in terms of quantity, direction and quality to achieve targets
    • Planning time to ensure required balance of farming existing accounts and new account development
    • Developing, implementing and monitoring effectiveness of tactical plans for achieving required levels of business in territory
    • Ensuring required levels of curstomer satification in territory are achieved and maintained
    • Developing relationships with key customers to ensure ZOLL's reputation in the hospital sector is maximised
    • Execute marketing programmes to maximise revenue generating potential
  • Interaction with colleagues in ZOLL: 
    • Developing effective relationships with colleagues to ensure business potential and customer satisfaction are maximised and a winning, professional, supportive culture is fostered
    • Provide feedback as requested by colleauges in a timely and professional manner
  • Sales discipline: 
    • Manage stock of demo and evaluation equipment to maximise return on investment
    • Manage all equipment and tools in a professional manner
    • Complete all paperwork, including sales planning system, expenses, forecasts, etc. in a timely and professional manner

Skills and Attributes: 

  • Commercial
    • Strong commercial edge
    • Time management and personal organisation skills
    • Negotiation skills
    • Account develompent skills
    • Presentation skills
    • Prospecting skills
    • Cold calling
    • Telephone selling skills
    • Appreciation of capital sales process and cycles
    • Closing skills
    • Influencing skills
    • Oral and written communication skills
    • IT competence (MS Office)
  • Clinical / Technical
    • Demonstrable capacity to understand and convey complex clinical information
    • Demonstrable capacity to understand and convey complex technical information 
    • Ability to engage customer on all levels up to and including professor / senior consultant
    • Desire to develop expertise in the area of resuscitation
  • Personal 
    • Strong ethics
    • High personal standards
    • Drive and will to win
    • Self-motivation
    • Tenacity and resilience
    • Assertiveness
    • Personal Credibility
    • Competitiveness
    • Discernment
    • High levels of energy
    • Ability to energise others

Qualifications

  • Capital equipment sales 
  • Medical Sales
  • Selling to the Healthcare provideers
  • Professional territory management and sales planning
  • Highly specified / premium priced products
  • Working for a growth company
  • Taking share from a market leader

Other Duties:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job.  Duties, responsibilities, and activities will be reviewed periodically as duties and responsibilities change with business necessity.  Essential and marginal job functions are subject to modification.

 

ZOLL Medical Corporation appreciates and values diversity.  We are an Equal Opportunity Employer M/F/D/V. 

 
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