Business Development Manager – Ventilation

Location: United Kingdom

Resuscitation

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.

We offer competitive salaries and a comprehensive benefits package. Join our team. It’s a great time to be a part of ZOLL!

Job Summary:

Responsible for the achievement of Territory Sales Quota / Team Sales Quota.  Manage and develop customer base in assigned territory.  Manage and develop team of Territory Managers as assigned. Cover assigned geography and assist assigned Territory Managers in promoting Ventilator products to the pre-hospital (EMS) market, including fire departments, ambulance services, Military, and Hospital markets.

Essential Functions:

  •  Lead and develop ZOLL's Ventilation sales team, to drive the uptake of ZOLL’s Ventilator technologies in EMS and Hospital markets. 

  • Responsible for driving new business opportunities, developing and keeping up-to-date an adequate pipeline of potential sales to meet team and territory sales expectations.

  • Serve as the Ventilation focal point and drive attention throughout the ALS sales teams.

  • Responsible for delivering European Ventilation unit order quota and growth in ZOLL market share.

  • Hire, educate, retain and promote talented sales people

  • Cover assigned geography and assist assigned Territory Managers in promoting Ventilator products to the EMS and Hospital markets.

  • Work in close partnership with Global, International and local Marketing and Clinical Support team.

  • Communicate, implement, and monitor the Ventilator Sales Team Strategic Plan and use of Support functions

  • Lead by example.  Motivate and inspire your team

  • Responsible for maintaining organized account records within your team, including account profiles and maintaining those in the company CRM, Salesforce.com.

  • Achieve leading market share status for ZOLL in professional markets

  • Develop and manage relationships with KOLs and key influencing groups to drive ZOLL features

  • Planning, monitoring and delivering required activity levels in terms of quantity, direction and quality to achieve ventilation targets

Skills and Attributes

Commercial

  • Strong awareness of sales strategy and building and sustaining market share

  • Strong KOL development and management skills

  • Strong selling skills, entrepreneurial spirit

  • Strong commercial edge

  • Time management and personal organisation skills

  • Negotiation skills

  • Account development skills

  • Strong interpersonal skills

  • Presentation skills

  • Appreciation of capital sales process and cycles

  • Closing skills

  • Influencing skills

  • Oral and written communication skills

  • IT competence

Clinical/Technical

  • Demonstrable capacity to understand and convey complex clinical information with high clinical credibility

  • Ability to engage customer on all levels up to and including professor/ senior consultant

  • Desire to continually improve expertise in the area of resuscitation

  • Develop high level of credibility and be considered subject matter expert in ventilation and airway management technology, its application, procurement and implementation

Personal

  • Strong ethics

  • Continuous improvement orientation

  • High personal standards

  • Drive and will to win

  • Team player

  • Self-motivation

  • Tenacity and resilience

  • Assertiveness

  • Personal credibility

  • Competitiveness

  • Discernment

  • High levels of energy

  • Ability to energise others

Desirable Experience

  • Sold into the Ventilation market (Desired)

  • Capital equipment sales (Highly Desirable)

  • Healthcare sales (Desirable)

  • Working for a growth company with highly specified/premium price

  • Taking share from a market leader

  • Languages (English is essential, additional French/German 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.