Strategic Accounts Manager (Hospital)

Locations: Germany; Remote


ZOLL Medical is a growing, innovation-driven company on the forefront of delivering medical devices to save lives, and software solutions to improve efficiency. With customers in more than 140 countries, we continue to expand our reach, as well as our product offerings. Hospitals, emergency medical services (EMS), and others trust us to provide high-quality products and exceptional customer service. ZOLL products are used every day across the globe to save the lives of people who suffer sudden cardiac arrest. From Real CPR Help® technology—an industry first—to the world’s only wearable defibrillator, our capabilities and features set us apart. But none of this would be possible without the motivation and dedication of ZOLL employees, and we’re invested in their success.

Location: Central Europe/Iberia covering the EMEA territory.

Goal: Maximize our chances and opportunities to win large strategic projects in Hospitals and maintain customer satisfaction at ZOLL accounts.

Job Description:

Plan, manage and coordinate Hospital projects accounts with one of the following two criterium:

  • 1.Local / Regional accounts with influence locally or regionally.
  • 2.Flagship hospitals (Networks if applicable) with focus on University Hospitals, referral hospitals, and specialized hospitals.

  • Should not have more than 1-2 active projects running per any of the 5 regions at one time - unless they are in the planning process. (12 projects annually)
  • Coordinate a total solution offering with focus on ZOLL’s differentiators (HQCPR, debriefing, as well as other ZOLL’s products such as IVTM, Data, etc...).
  • Focus on competitive conversion as well as maintaining ZOLL accounts (strategically important).
  • Accountable for driving elements of the project connected to other parts of ZOLL such as the clinical, marketing, product management, sales and deployment teams
  • Team support where needed in terms of driving accounts towards ZOLL in terms of solutions selling rather than device focus.
  • Timeline of communications with BPMs to discuss progress / next steps (weekly / Bi-weekly)
  • Research, define goals, drive process, and plan strategy for Hospital / Hospital Network.
  • Expand scope beyond defibrillators; Resuscitation, Temperature, AEDs, Education, etc..

Profile of the suitable candidate:

  • Minimum of 5 years’ experience as a Distribution Manager.
  • Highly experienced in capital sales.
  • Leadership skills: including large projects management, strategic / conceptual selling.
  • Broad experience in sales and/or distributor management level in an internationally operating company
  • Proven track records in sales and distribution management within medical devices
  • Experience in working with multiple nationalities and cultures.
  • Knowledge of marketing strategies and tactics.
  • Autonomy: self-starter, motivated by responsibility and goal-oriented, problem solver