Territory Manager Hospital, West Germany

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!

Job Summary:

This role is responsible for the achievement of territory sales quota by increasing the penetration of ZOLL products and services into existing accounts and to convert non-ZOLL accounts, control expenses while contributing to ZOLL’s profitable growth. The owner reports to the Regional Field Sales Manager Hospital, Germany West.

Essential Functions:

  • Growing ZOLL market share in territory

  • Attaining targets (eg. Orders, revenue, etc)

  • Achieving required penetration of all market segments in territory

  • Growing installed base of ZOLL equipment to required levels in territory

  • Territory Management:

  • Pro-active management of all active opportunities

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

  • Planning time to ensure required balance of farming existing accounts and new account development

  • Developing, implementing and monitoring effectiveness of tactical plans for achieving required levels of business in territory

  • Ensuring required levels of customer satisfaction in territory are achieved and maintained

  • Developing relationships with key customers to ensure ZOLL’s reputation in the hospital sector is maximised

  • Execute marketing programmes to maximise revenue generating potential

  • Interaction with colleagues in ZOLL:

  • Developing effective relationships with colleagues to ensure business potential and customer satisfaction are maximised and a winning, professional, supportive culture is fostered

  • Provide feedback as requested by colleagues in a timely and professional manner

  • Sales discipline:

  • Manage stock of demo and evaluation equipment to maximise return on investment

  • Manage all equipment and tools in a professional manner

  • Complete all paperwork, including  sales planning system, expenses, forecasts etc, in a timely and professional manner

Skills Requirements:

  • 4-5+ years experience in a B2B, clinical, or Complex selling environment preferred.

  • Knowledge of ZOLL and competitive products

  • Strategic and customer oriented selling skills

  • Professional and ethical

  • Organizational/Territory Time Management skills

  • Good interpersonal and communication skills

  • Secure handling of PC/notebook (Microsoft Office applications, apps etc.) and CRM tool (e.g. Sales Force.com)

  • Fluent or close to fluent in the English language

Preferred Education:

  • Completed vocational training or studies

  • Sales experience in capital equipment and/or in areas of medical technologies, preferably cardiology

  • Ideally, clinical education and  medical experience in the hospital operations environment

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.