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Director Military Sales-EMEA/ LATAM

Locations: Germany; Netherlands; United Kingdom

Resuscitation

Director Military Sales-EMEA/ LATAM

Job Locations DE-Cologne  | NL-ELST  | UK
Job ID
2020-1807
Category
Sales
Type
Full-Time/Regular

Overview

 

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 Director Military Sales 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 EMEA/ LA 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 Vice President Global Military Sales.

 

 

Position can be based anywhere within EMEA

 

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Responsibilities

 

Spearhead ZOLL’s military sales strategy in EMEA to build substantial share of the addressable EMEA/ LATAM military market for ZOLL’s portfolio of products.

 

  • Build ZOLL’s military business by both share gain and market development across EMEA
  • Identify emerging requirements, perform market and business intelligence, and engage business partners (internal and external), direct ZOLL TM or business partner to execute sales plans, and monitor competitor activity for opportunities
  • Develop and implement sales strategy in both direct and distribution countries
  • Provide leadership, management, development and stretch to military sales personnel
  • Jointly establish short and long term goals resulting in EMEA militaries recognition ZOLL as leader in resuscitation solutions
  • Work in collaboration with ZOLL Business Development Managers and Business Partner managers to build, nourish and develop effective network of military business partners to ensure maximum coverage of addressable market
  • Responsibilities include identifying and developing international EMEA Military business opportunities; long range strategic planning; cultivating and maintaining customer relationships; shaping and monitoring assigned sales strategies
  • Engage in strategic planning, identifying new opportunities, collecting and analysing competitive intelligence, developing capture strategies, and mapping customer acquisition strategies
  • Collaborate with Sales leadership, country operations to manage RFIs proposal efforts and work with to develop and complete financial and technical response and articulate elements of the “proposal” that makes the ZOLL proposal the winner
  • Manage P&L budget and achieve revenue, margin, OPEX and contribution targets
  • Develop and execute plans to achieve the above
  • Work in collaboration with North American Government Sales Team to leverage experience and best practice and ensure joined up approach to NATO
  • Work in collaboration with Country Managers and BP Managers to ensure that military business gets the support it requires both pre- and post-sales and that any synergies are maximised and a collaborative working atmosphere fostered
  • Build and leverage network of key contacts and KOLs across EMEA militaries
  • Become subject matter expert on key players in and dynamics of military procurement processes across EMEA
  • Leverage CRM system to ensure military sales personnel build and manage pipelines and plan, monitor and deliver required activity levels in terms of quantity, direction and quality to achieve targets
  • Develop, implement and monitor effectiveness of tactical plans for achieving required levels of military business
  • Develop effective relationships with colleagues to ensure business potential and customer satisfaction are maximised and a winning, professional, supportive culture of continuous improvement is fostered
  • Work with Military Marketing to ensure marketing programmes are effectively executed to maximise revenue generating potential and ZOLL’s profile is maximised in military market
  • Communicate, model, and monitor conformance to key company policies, standards of conduct and AdvaMed Code of Ethics.
  • Interactions with colleagues in ZOLL:
    • Develop effective relationships with colleagues to ensure business potential and customer satisfaction are maximised and a winning, professional, supportive culture of continuous improvement is fostered
    • Provide feedback as requested by colleagues in a timely and professional manner

 

  • Travel Percentage of Time:
  • 60-70% Sales and related activities in Military market.
  • 10% Support corporate sales and marketing objectives.
  • 20% Miscellaneous related duties as assigned by VP Global Military Sales

Qualifications

 

  • Prior military experience desirable
  • Working knowledge EMEA Military healthcare system, acquisition process and NATO
  • Undergraduate degree
  • 5-year plus Military capital equipment sale
  • 5-7 year plus sales leadership
  • Established relationships with Military healthcare KOLS
  • Sales leadership
  • P&L experience
  • Highly specified/premium priced products
  • Working for a growth company
  • Taking share from a market leader
  • Track record of sustained, strong sales execution
  • Aptitude to learn cardiovascular system and present resuscitation solutions to healthcare providers, committees, and procurement decision makers.
  • Demonstrated record of success with progressive growth.
  • Demonstrated ability to achieve success as a team effort.
  • Demonstrated ability in achieving sales results in a high performance environment.
  • Prior experience in implementing strategic plans.
  • Excellent presentation skills.
  • Effective oral and written communication skills internal and external customers.
  • Demonstrated ability to influence others.
  • Strong commitment to company values.
  • Ability to work with all levels of an organization.
  • Languages – Fluency in written and spoken English essential plus at least one other European language highly desirable

Other Duties:

 

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities will be reviewed periodically as duties and responsibilities change with business necessity. Essential and marginal job functions are subject to modification.

 

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