Strategic Accounts Manager - Hospital Sales - Germany

Job Summary

The Strategic Account Management programme within ZOLL is a highly regarded. ZOLL Medical are expanding this important function within our business and are looking for talented critical thinkers with extensive capital sales experience to join our team and be significant contributors to our international business. Proven long term strategic planning ability is key to success.

The current European Hospital business is a series of complex & multi‐layered accounts with an increasing number of stakeholders & influencers. Stakeholders are looking increasingly for suppliers to offer true value-added solutions that go beyond a single piece of equipment. We are looking for a Strategic Account Manager (SAM) to further develop the business in the higher echelons of  large government and private hospitals, and healthcare buying groups. Working up to C-suite level to develop mutually beneficial relationships with hospitals and healthcare organisations, with relevant stakeholders for ZOLL Medical to become the preferred long‐term strategic partner. The SAM will have a “hunger” to continually drive profitable sales and market share growth for ZOLL Medical. The SAM will develop, lead, and implement the strategic account plans in line with the ZOLL Medical commercial strategy.

Territory covered: Germany and Austria (focus NRW, Hessen, North Germany)

Travel: Circa 70%

Line Manager:    Manager Strategic Accounts Europe Direct, EMS & Hospital

The Hospital Strategic Account Manager will advance ZOLL's strategic position within important government and private hospital groups, strategically important geographies, important competitive accounts, and selected industry groups. The SAM will collaborate closely with our team of Territory Sales Managers,  the National Sales Manager, Sales Director, and other internal stakeholders.

Candidates must be able to.

• Manage and grow an assigned list of accounts
• Build an in-depth understanding of target ‘strategic accounts’ to align ZOLL Medical solutions with the needs and strategic goals of the customer
• Gather comprehensive information on budget process, funding source and timeline, contracts, competitive preference, product requirements, strategic direction, and Buying Influences
• Extensive understanding of the capital sales process and customer buying process is essential. SAMs are required to support and coach our sales team in navigating these processes throughout lengthy sales cycles to ensure that ZOLL is positioned effectively
• Support our sales teams by conducting regular reviews of their Miller Heimann Blue Sheets. The ability to critically assess and make recommendations of blue sheets is desirable
• Conduct frequent in-depth strategic account reviews with individual territory managers to ensure incremental progress against the strategic plans. Identify red flags, strengths and agree actions
• Conduct monthly strategic account reviews with the national sales manager and the SAM programme manager
• Present account reviews to senior leadership at regular intervals
• Identify key, high influence contacts in each account and develop relationships to gain support for ZOLL and the ZOLL vision
• Build strong relationships with a broad range of key buying influences to secure long-term sales growth. The (SAM) is required to take ownership of the non-clinical stakeholder mapping in ‘target accounts’ and understand how the internal goals and ‘fields of play’ impact ZOLL’s strategic plans
• Maintain ownership of the account management strategy and delivery
• Work closely with the sales support functions  across ZOLL Medical by leading tender submissions, ensuring acceptance and longevity
• Strategically co-ordinate internal resources to deliver appropriate value propositions for allocated strategic accounts and lead a team internally for each opportunity. Collaborate with internal stakeholders to deliver solutions to customers including, but not limited to; territory managers,  national sales managers, product management, clinical and deployment specialists, data sales engineers, bids and contracts, compliance and legal to direct and execute account strategies
• Develop opportunities to sell cross-divisionally within ZOLL cross-sell different ZOLL market segments (including Data, Ventilation, Central Monitoring Systems (CMS) and Circulation  to strategically advance ZOLL's position in the market and create incremental revenue
• Provide continuous feedback of environmental knowledge, market intelligence and sales opportunities to sales and marketing colleagues internally on an ongoing basis and be initiative-taking in their approach to delivering this
• Responsible for maintaining accurate account records in the company CRM, Salesforce.com.
• Responsible for providing various reports as required by management
• Represent ZOLL in a professional and ethical manner
• Spend an average of three days per week working in the field with Territory Managers on strategic accounts, participating in customer meetings and presentations
• Be a company expert and resource on both ZOLL and competitive products

Required/Preferred Education and Experience

• Fluent English and German speaker
• Bachelor's Degree preferred
• 10+ years of success in capital sales, selling into EMS, Hospital, or healthcare markets. Selling complex systems, concepts, and solutions in a selling environment that involves multiple decision makers at accounts of significance required
• A successful history as a Strategic Account Manager, Account Manager or Senior Territory Manager in Medical Devices