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Territory Manager Public Safety

Location: Germany

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.

Territory Manager:  North of Germany

Responsible for the achievement of Territory Sales Quota, manage and develop distributors, control expenses while contributing to ZOLL’s profitability

  • Achieve sales quotas as assigned (devices and disposables).
  • Build ZOLL presence in the public-access defibrillation market
  • Develop and implement sales channel strategy to achieve high and profitable penetration of each segment of PAD market in the territory
  • Manage existing partners and recruit new distributors to ensure strong, professional & highly profitable relationships
  • Territory Management:
  • Pro-active management of all active opportunities
  • Planning, monitoring and delivering required activity levels to achieve targets
  • Uncovering and developing new business opportunities in both existing and new accounts, developing and keeping up-to-date and adequate pipeline of potential sales to meet territory sales expectations
  • Developing, implementing and monitoring effectiveness of tactical plans
  • Ensuring required levels of customer satisfaction are achieved and maintained
  • Sales discipline
  • Responsible for maintaining daily organized account records, including account profiles, using salesforce.com
  • Responsible for providing various reports as required by management in a timely and professional manner. These shall include but are not limited to: expense reports, forecasts, etc
  • Responsible for maintaining and tracking demo and evaluation inventory. Equipment must be maintained and presented in good working manner.
  • Interaction with colleagues in ZOLL:
  • Develop effective relationships with colleagues to maximise business potential & customer satisfaction, foster a winning, professional, supportive culture
  • Provide feedback as requested by colleagues in a timely and professional manner
  • Liaise regularly with PAD Manager to determine current sales priorities
  • Liaise regularly with PAD Marketing and PAD Manager to determine & provide feedback on current campaigns.
  • Participate constructively in EMEA PAD meetings and initiatives
  • Responsible for providing the required in-service education to customers
  • Attend trade shows and perform other tasks as assigned by management

  • Strong commercial edge, strategic and customer oriented selling skills
  • Stature to support premium product strategy
  • Negotiation and influencing skills
  • Prospecting, cold calling and closing skills
  • Interpersonal skills and ability to develop and maintain strong relationships
  • Communication skills (oral, written) and presentation skills
  • Time management and personal organisation skills
  • Professional behaviour and strong ethics
  • Self-motivated and assertive, drive and will to win
  • Personal credibility
  • Discernment
  • IT competence (MS Office)

Desirable Experience

  • 4+ years of distribution management experience, preferably in the industrial/safety market
  • Professional territory management and sales planning

Education:

  • College degree preferred

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.