Integrated Delivery Network 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.

WORK LOCATIONS: Minnesota, Wisconsin, Iowa, Illinois, Missouri, Arkansas, Indiana, West Virginia, Tennessee, Ohio, Michigan and Kentucky

Position Summary:

The Integrated Delivery Network (IDN) Director has responsibility for developing the strategy in key integrated delivery networks, driving ZOLL revenue and establishment of Value Based Healthcare partnerships. The primary work will be partnering with ZOLL and IDN stakeholders to lead cross-functional team collaboration to educate and position ZOLL and to evolve our value proposition to include solution offerings.  The IDN Director will lead in collaboration with field sales leadership all contracting, medical policy, and access discussions at the targeted IDN. 

   Essential Duties and Responsibilities:

  • Lead the development and communication of the ZOLL LifeVest Value Based Healthcare Solution strategy to increase revenue in existing and prospect integrated delivery networks.
  • Lead the strategy in collaboration with the Director, National Accounts, Sales ADs, Director Healthcare Policy & Economics, and field team to drive ZOLL products and solutions at select strategic accounts by establishing contracts, developing medical policy, optimizing outcomes, increasing patient access and improving efficiencies in alignment with account priorities.
  • Actively research and select key strategic accounts; identify account needs; generate strategic plans and propose tailored solutions to address cardiac service line issues
  • Develop a trusted advisor relationships and build strong brand awareness with key business executives and stakeholders: C-Suite level administrators, marketing/public relations managers, physicians, and Cardiac service line managers 
  • Communicate clearly the progress of weekly/monthly/quarterly initiatives to internal and external stakeholders
  • Must be comfortable with ambiguity and have an adaptive mindset.  This role will require the implementation of new services where the Integrated Delivery Network Director is expected to provide constructive feedback with a professional demeanor to optimize solution offerings.
  • Achieve fiscal year targets for revenue and patients served through facilitating projects to culminate in Value Based agreements executed.
  • Move strategic customers from current state to a trusted strategic partnership.
  • Provide leadership and subject matter expertise to the field on the changing healthcare dynamics and the needs of the Administrative customer.  Proactively share best practices across field sales (capitation, bundled payments, etc) and Managed Markets as well as across functions.
  • Lead and manage cost benefit analysis to illustrate and measure value to the IDNs 
  • Collaborate with the sales ADs to coach the local sales teams on strategic account management and solution based selling that delivers economic value.
  • Develop business plan that identifies relevant customer needs, prioritizes initiatives and company investments, and establishes a clear action plan for success.
  • Perform quarterly business reviews, in collaboration with the local field teams and Managed Markets, in the Strategic Accounts.
  • Ensure customer Solution ideas and requests are communicated internally.  Pilots addressing current hospital pain points, patient challenges and chronic disease population management are most valuable.
  • Assist in the development of company programs to achieve contracting and medical policy advancement objectives
  • Manages a team of field reimbursement specialist that work directly with IDNs and related health insurers
  • Performs other duties as assigned by Management

Supervisory Responsibilities:

Will have field based supervisor responsibility


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.

Equal Opportunity Employer-Disability and Veteran