Institutional Account Director - West

Location: Placeholder, MO, United States of America

Cardiac Management Solutions

The Cardiac Management Solutions division of ZOLL Medical Corporation develops products to protect and manage cardiac patients, including the LifeVest® wearable cardioverter defibrillator (WCD), the ZOLL cardiac monitor, and associated technologies.

Heart disease is the leading cause of death for both men and women in the U.S. At ZOLL, your work will help to ensure cardiac patients get the life-saving therapy they need. To date, the LifeVest WCD has been worn by hundreds of thousands of patients and saved thousands of lives.

ZOLL has been Pittsburgh’s Manufacturer of the Year, one of Western PA’s Healthiest Employers, and even one of Pittsburgh’s Coolest Offices. But it’s our unique opportunity to impact people’s lives that makes ZOLL the ideal place to build your career.

Job purpose

As a valued member of our North American Sales management team, the Institutional Account Director (IAD) will be responsible for advancing ZOLL’s strategic position within assigned Key Accounts, Multi-Facility Health Systems, and Healthcare Networks (IDNs). The Institutional Account Director will be charged with gaining clinical and administrative support for ZOLL’s LifeVest in pursuit of well-defined single sales objectives. This individual, in collaboration with the Area Director, Regional Managers, and Territory Managers, will hold primary responsibility for development and implementation of conceptual and strategic strategies, within targeted accounts/IDNs to ensure successful business outcomes.

Duties and responsibilities

  • Sells the clinical value in protecting patients at risk of Sudden Cardiac Arrest
  • Penetrate the top levels of assigned accounts to gain support for ZOLL Solutions from hospital     senior management down to all decision makers and influencers. This includes CEO, COO, CFO, CMO, CIO, CNO, CQO, and other influential individuals as necessary.
  • Supports clinical sales message with Interventional Cardiologists, Electrophysiologists, General Cardiologists, Hospitalists, and physician extenders (PA, APRN)
  • Identifies key decision makers and influencers in the creation of standard order sets and discharge protocols
  • Gains support of clinical KOLs within the accounts, hospital system IT groups, and C Suite management
  • Works as a team with the Territory Managers, Regional Managers and Area Directors to drive demand within targeted accounts, and to leverage that demand to influence institutional support for LifeVest
  • Negotiates and Executes IDN level Hospital Payment Agreements in target accounts
  • Leverages clinical support and workflow benefits to influence hospital IT groups to accommodate and enable electronic ordering via EMR/EHR
  • Create the opportunity for cross-over selling across ZOLL market segments by selling the ZOLL One Solution and promoting all ZOLL products. This includes LifeVest, TMS, EMS and ZOLL Data Solutions; to create incremental revenue and to strategically advance ZOLL’s position in the market
  • Performs other duties as assigned by Management.


  • Bachelor’s degree
  • Must have at least 10 years of successful selling experience into the US healthcare markets
  • Extensive experience in selling into complex hospital systems, Integrated Delivery Networks, and Veterans Affairs hospitals
  • Demonstrated success selling concepts and solutions at the administrative levels of a healthcare organization
  • Ability to read and interpret complex documents such as contracts, policies, procedure manuals, and operating and maintenance instructions. Ability to write reports and correspondence. Ability to speak effectively before groups of customers or employees of the organization.
  • Experience in communicating value benefits associated with hospital decision making
  • Advanced computer skills, including general understanding of EMR systems
  • Organization and Time Management skills
  • Valid state driver’s license required

Working conditions

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

This is a field based position. Employee is expected to work collaboratively with team members, as well as able to work independently with limited supervision.  Work will require significant computer and telephone work.

Physical requirements

This position requires the employee to sit, stand, walk, talk, listen, hear and speak on a regular basis.  May occasionally be required to stoop and bend.  Must be able to occasionally lift and carry up to 25 pounds.

Must be able to drive an automobile and will be required to travel by train or airplane regularly.

Supervisory responsibility


AAP/EEO Statement

ZOLL is committed to fostering an inclusive workplace, where unique identities, backgrounds, cultures, perspectives and experiences are respected and valued.

Equal Opportunity Employer – Disability and Veteran