National Strategic Accounts Manager Military Sales – Germany and Austria

Location: Germany


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!

Position Purpose:

The National Strategic Accounts Manager 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 Military in Germany and Austria as part of the EMEA 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 Director Military Sales EMEA. The Position is to be based in Germany, remotely. Activities are regionally based plus beyond when called to assist other team military opportunities.

Essential Functions:

  • Work closely with Director and members of military sales and marketing team to meet objectives of Military resuscitation division
  • Assume primary responsibility for developing and executing of strategy and action plans to drive sales and market share within assigned domain of the Military market
  • Define and influence Military requirements to increase revenue of ZOLL resuscitation products
  • Spearhead ZOLLs military sales strategy in EMEA region assigned to build substantial share of the addressable EMEA military market for ZOLLs portfolio of products
  • Achieve targets for sales quota, expense controls, account/ market penetration, and business retention
  • Develop an annual territory Military Market business development plan, updated and reported upon quarterly
  • Establish and maintain relationship with Military of Germany and Austria, including all levels of medical facilities, training centers, including policy and planning groups
  • Monitor and report competitive strategy in the Military market
  • Attend local, regional and national trade shows and sales meetings as needed
  • Develop and deliver sales presentations that address customer requirements
  • Work in collaboration with Director EMEA Military to ensure military business is supported both pre- and post-sales and that all synergies are maximized in a collaborative working atmosphere
  • Work in collaboration with North American Government Sales Team to leverage experience, best practices and ensure joined up approach to NATO
  • Develop and maintain strong relationships with key thought leaders within the Military market
  • Expand ZOLL presence in military medical communities in region and territory
  • Become ZOLLs subject matter expert on key players in and related dynamics of military procurement processes across region of EMEA
  • Manage RFIs, quotes and tenders to ensure win themes and bid successes
  • Leverage CRM system to ensure qualified pipeline registered, regularly managed at tactical intervals balanced with annual strategic activities to ensure success in attaining targets
  • Monitor and deliver required activity levels in terms of quantity, direction and quality to achieve targets
  • Ensure customer satisfaction in territory achieved and maintained
  • Communicate, model and monitor conformance with key company policies, standards of conduct and AdvaMed Code of Ethics
  • Percentage of time: 70% Sales and related activities in Military market, 20% Miscellaneous related duties as assigned by Director Military Sales, 10% Support corporate sales and marketing objectives
  • Travel requirements: 60-70% time

Skills Requirements:Desired/ Preferred Qualifications:

  • Demonstrated ability to achieve success individually and in a team effort
  • Demonstrated ability in achieving sales results in a high-performance environment
  • Aptitude to learn cardiovascular system and present resuscitation solutions to healthcare providers, committees, and procurement decision makers
  • Effective oral and written communication skills, with both internal and external customers.
  • Excellent presentation skills
  • Ability to travel internationally
  • Ability to lift 25 pounds

Education and Experience (preferred/required):

  • 4-year college degree preferred or equivalent (significant clinical or military experience)
  • Minimum of 5 years field sales/sales management in the military medical field
  • Recent working knowledge of international military healthcare environment to include: Must have served in military (desirable), have current relationships with key military KOLs
  • Current experience working with Military, SOF, NATO and EMEA community (e.g. Bundeswehr, SOF, ISTC, military medical committees) is a plus
  • Working knowledge of the government contracting and procurement processes
  • Statement of good behavior from the Ministry of Justice required

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.