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National Sales Manager - Hospital

Location: Germany

Resuscitation

Overview

ZOLL Medical Corporation, an Asahi Kasei Group Company, develops and markets medical devices and software solutions that help advance emergency care and save lives, while increasing clinical and operational efficiencies. With products for defibrillation and monitoring, circulation and CPR feedback, data management, therapeutic temperature management, and ventilation, ZOLL provides a comprehensive set of technologies that help clinicians, HOSPITAL and fire professionals, and lay rescuers treat victims needing resuscitation and acute critical care.

The Asahi Kasei Group is a diversified group of companies led by holding company Asahi Kasei Corp., with operations in the material, homes, and health care business sectors. Its health care operations include devices and systems for acute critical care, dialysis, therapeutic apheresis, transfusion, and manufacture of bio-­‐therapeutics, as well as pharmaceuticals and diagnostic reagents. With more than 30,000 employees around the world, the Asahi Kasei Group serves customers in more than 100 countries. For more information, visit www.asahi-­‐kasei.co.jp/asahi/en/
 

With a strong focus on executing our sales strategies and leveraging our clinical advantages we aim to drive profitable growth in this key market. ZOLL provides a highly rewarding environment to work within, allowing a great deal of autonomy, balanced with a willing and skilled network of specialist functions to support the subsidiaries even further.

 
We foster a high-­‐performance culture, which is strongly focused on reward and recognition, along with an incredibly strong ethos of recognising long-­‐term employee’s contribution. We have a low turnover of employees.

Ethically, we are proud to promote a culture of compliance and ‘doing the right thing’, subscribing to the highest levels of compliance management. We expect our leadership team to embody this.

 

Reporting to:  European Hospital Sales Director

 

Location: The position is based in Germany & Austria. As this is a national role it will be necessary for the person to work from a home base, and will often require staying away from home, often 2 or 3 nights per week or as required. 

The business:

ZOLL Medical is a strong and stable organisation, 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.

 

 

Responsibilities

The Role:

The National Sales Manager – Germany will use their significant sales management experience to lead, inspire and manage a team and drive growth in revenue and margin nationally by increasing the penetration of ZOLL products and services into existing accounts and to convert accounts that are currently non-ZOLL Accounts, and meet, or exceed revenue targets and performance objectives.

 

Key Responsibilities:

  • Leading ZOLL Medical to become the market leading resuscitation solutions supplier in German/Austria HOSPITAL market
  • Implement sales and marketing strategy to maximise potential in HOSPITAL market segment
  • Achieve revenue, pricing and market share targets for HOSPITAL segment.
  • Model company values, ensuring team alignment
  • Develop the HOSPITAL team such that each team member achieves their maximum potential, nurturing a winning team spirit
  • Manage, hire, coach and conduct sales team performance appraisals.
  • Develop strong working relationships with key opinion leaders in the Hospital market
  • Compile and deliver order and sales forecasts
  • Implement adequate weekly sales reporting from the wider team and provide monthly reporting to management.
  • Ensure team compliance with CRM systems and reporting systems.
  • Devise and implement strategies that reflect the specific needs of the German market and the changing nature of selling into healthcare with the challenges and opportunities this presents..
  • Model company values, ensuring team alignment

 

Additional the National Sales Manager will demonstrate:

 

  • A high-performance mentality
  • Open and inclusive management style
  • Continuous improvement approach
  • Outstanding leadership skills with strong commercial edge
  • Strong track record of delivering sustained profitable growth in the healthcare market
  • Strong track record of developing markets for new and emerging medical technology
  • Strategic awareness
  • High personal credibility
  • Relationship-building skills with customers and other key stakeholders
  • Commercial judgement and acumen
  • Strong interpersonal and people-management skills
  • Strong appreciation of finance
  • Time management and personal organisational skills
  • Negotiation skills and influencing skills
  • Demonstrable capacity to understand and convey complex clinical information and to appreciate trends in the marketplace
  • Demonstrable capacity to understand and convey complex technical information
  • Excellent presentation skills
  • IT Excellence (MS Office)

Qualifications

  • Extensive experience of selling into Hospital healthcare markets
  • Substantial Experience of Direct Sales/People Management (+5yrs)
  • A successful track record of successfully taking market share with Highly specified/premium-priced products
  • 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.
  • Language skills: Full fluency in German & English will be required.
  • This job description is not exhaustive and it is expected that the jobholder will be flexible with regard to the duties required in this role.