National Business Development Manager, Australia & New Zealand

Location: Remote


Job Summary:

The Strategic Account Manager (SAM) develops the business in the higher echelons of organisations, 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.

Essential Functions:

  • 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 maximise our potential in a fast changing market environment whilst developing opportunities to cross-sell different 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.

Skills Requirements:

  • 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.