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National Accounts Director

Location: Remote

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.

National Accounts Director will assume full responsibility for the operations of national accounts; including contract negotiations, strategic planning and leadership, education of insurers and government agencies about ZOLL and the LifeVest, and establishing strong communications with ZOLL management.  Responsible for successfully increasing ZOLL revenue by contracting with commercial insurance providers, state Medicaid programs, and other payers to include the LifeVest on their approved DME treatment list.

Essential Duties and Responsibilities:

  • Develop strategies and priorities for contracting with insurance companies
  • Create the functional plan, sales and marketing presentations
  • Leverage internal ZOLL resources and external physician and clinical advocates in pursuit of LifeVest payer acceptance
  • Serve as a "provider relations" contact to national and regional accounts within the insurance industry
  • Overcome existing insurance company reimbursement barriers
  • Establish, visit and maintain an active networking of national account providers
  • Target insurance industry decision-makers for to promote ZOLL philosophies and concepts utilizing clinical studies and scientific literature
  • Educate payers on the use of ZOLL products and services
  • Provide LifeVest in-services to third party payers and influential organizations
  • Prepare monthly reports which reflect in-service results, significant approvals and denials, and progress toward acceptance of the LifeVest by insurance providers
  • Assist in the development of company programs to achieve contracting objectives
  • Coordinate the communication and follow up activities associated with maximizing the benefits of the LifeVest to national contracted accounts
  • Serve as the internal expert regarding insurance reimbursement contracting and build strong internal partnerships in order to design and execute plans for insurance reimbursement
  • Performs other duties as assigned by Management.

Supervisory Responsibilities:  May have supervisory responsibilities.

Qualifications:  To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skills and abilities required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this job.

Educations and/or Experience:

  • Bachelor's degree required, Master's degree preferred.
  • 7-10 years related experience or equivalent combination of education and experience.
  • A documented track record of sales success within the medical device industry. 
  • Strong insurance industry background within multiple facets of the payer market. 
  • Fluency in insurance and medical terminology. 
  • Demonstrated leadership and change management skills. 
  • Track record of delivering results within a large organization through a collaborative style. 
  • Demonstrated ability to develop and execute strategic sales plans for insurance providers. 
  • Highly developed organizational and planning skills. 
  • Knowledgeable in the reimbursement and appeals processes, and regarding medical policy. 
  • Excellent oral and written communication skills and the ability to present and articulate effectively to individuals on all levels.  
  • Experience as a national account manager or a contract manager within an insurance company.

Language Skills:  Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals.  Ability to write routine reports and correspondence.  Ability to speak effectively before groups of customers or employees of organization.

Mathematical Skills:  Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.  Ability to apply concepts of basic algebra and geometry.

Reasoning Ability:  Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.  Ability to deal with problems involving several concrete variables in standardized situations.

Physical Demands:

  • The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
  • While performing the duties of this Job, the employee is regularly required to sit and talk or hear. The employee is occasionally required to stand and walk. The employee must occasionally lift and/or move up to 25 pounds.

Work Environment:

  • 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.
  • The noise level in the work environment is usually quiet.


ZOLL is an Equal Opportunity Employer - minorities/females/veterans/individuals with disabilities/sexual orientation/gender identity.