Business Development Manager Military Sales UK/EMEA West

Location: United Kingdom


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.

The Business Development Manager provides strategic insight for development of sales and marketing plan with primary focus on driving sales of ZOLL resuscitation products, services, and solutions into the UK military and other assigned nations in EMEA Military market. In conjunction with other members of team, this individual has responsibility to achieve an annual Military sales objective, while developing key relationships and driving procurement opportunities on an ever- expanding level. This individual will report to Director Military Sales EMEA.  


Activities are regionally based plus beyond when called to assist other team military opportunities.  

Position Responsibilities:

  • Work closely with Director and members of military sales and marketing team to meet objectives of Military resuscitation division.
  • Assume primary responsibility for developing and executing of strategy and action plans to drive sales and market share within assigned domain of the Military market.
  • Define and influence Military requirements to increase revenue of ZOLL resuscitation products.
  • Spearhead ZOLLs military sales strategy in EMEA region assigned to build substantial share of the addressable EMEA military market for ZOLLs portfolio of products.
  • Achieve targets for sales quota, expense controls, account/ market penetration, and business retention.
  • Develop an annual territory Military Market business development plan, updated and reported upon quarterly.
  • Establish and maintain relationship with UK Ministry of Defense, and other European Military healthcare governing communities (e.g. EDA, NSPA, Intl Military committees).
  • Monitor and report competitive strategy in the Military market.
  • Develop and deliver sales presentations that address customer requirements.
  • Work in collaboration with Country Managers and BP Managers to ensure military business is supported both pre- and post-sales and that all synergies are maximized in a collaborative working atmosphere.
  • Work in collaboration with North American Government Sales Team to leverage experience, best practices and ensure joined up approach to NATO
  • Become ZOLLs subject matter expert on key players in and related dynamics of military procurement processes across region of EMEA.
  • Manage RFIs, quotes and tenders to ensure win themes and bid successes.
  • Leverage CRM system to ensure qualified pipeline registered, regularly managed at 30- 60 – 90-day tactical intervals with annual strategic activities to ensure success in attaining targets.
  • Communicate, model and monitor conformance with key company policies, standards of conduct and AdvaMed Code of Ethics.

Desired Qualifications:

  • Recent working knowledge of international military healthcare environment to include: Must have served in military (desirable), current relationships with key military KOLs
  •  Minimum of 5 years field sales/sales management in the military medical field.
  • Four-year college degree preferred or equivalent (significant clinical or military experience).
  • Working knowledge of the government contracting and procurement processes.
  • Aptitude to learn cardiovascular system and present resuscitation solutions to healthcare providers, committees, and procurement decision makers.
  • Demonstrated ability in achieving sales results in a high-performance environment.
  • Working knowledge of the military contracting and procurement processes.
  • Current experience working with UK MOD, UKSF, and EMEA community (e.g. NATO, SOF, EDA, military medical committees a plus).
  • Effective oral and written communication skills, with both internal and external customers. Excellent presentation skills.
  • Languages Fluency in written and spoken English essential plus one other European language, such as French highly desirable.
  • Ability to travel internationally - 60%+

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