Field Sales Training Specialist

Location: Remote, PA, United States of America

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.

Job purpose

Field based position to train and motivate new and tenured Territory Managers to meet and exceed their segment plans by spending 2-3 full days in the TM’s territory, coaching and counseling to areas which need development post TM’s participation of initial training period and attendance of corporate training. 

Duties and responsibilities

  • Assist new and tenured TM’s with business plan (and other) initiatives to ensure progress along their individual developmental path.
  • Collaborate with RM’s to identify and coach to areas of opportunity
  • Work collaboratively with Regional Managers to onboard and train new TM’s in the most effective way possible.
  • Assist TM’s to execute POA’s as well as other marketing and sales initiatives.
  • Regularly conduct weekly scheduled field visits with TM’s that coach to achieving objectives set by their RM and AD.
  •  Implement follow-up to coaching visits as appropriate
  • Proactively provide recommendations that align with business strategies within the region
  • Provide verbal and written follow-up and observation reports that highlight and address TM’s strengths and areas for improvement or development.
  • Summary reports of FSTS field visit serve as template for the standard for FSTS training and teaching
  • Assess territory with regard to history, territory type, existing prescribers, known territory issues or concerns with TM. 
  • Proactively assess territory metrics and performance trends to identify areas of focus and/or improvement to achieve goals and objectives.
  • Identify and promote TM best practices. Assist TM’s to identify opportunities to best utilize tools, internal support resources and marketing materials (AC’s, PSR’s, Speakers, Mailers, Programs and exhibits)
  • Develop tailored training and development strategy specific to each TM following assessment of each TM’s current business plan including opportunities, expectations, objectives, implementation, and timeframes.
  • Educate and reinforce the need for TM’s to adopt and apply the ZOLL Selling Skills methodology and understand the sales cycle.
  • Help TM’s to establish risk, risk stratify, and handle objections by using relevant data in a conversational manner when meeting with physicians.
  • Responsible for creating content and leading special projects and other initiatives as assigned
  • Develop, lead and manage regional training and development initiatives-. i.e. Deliver Integrity Behavioral Styles Training to field sales

Qualifications

  • Two or more years’ experience working in clinical environment, sales, and/or training and mentoring role. Experience in the medical products industry and working with physicians would be a plus.
  • Excellent facilitation and presentation skills, able to effectively engage small and large scale audiences with diverse backgrounds.
  • Clinical knowledge of/experience with ECG interpretation, basic cardiac anatomy and physiology, etc. a plus.
  • Must be comfortable calling on physicians in an office or hospital setting. 
  • Must be self-directed, work autonomously, and follow company SOP’s.
  • Ability to edit and create Word documents containing graphics, manage spreadsheets, prepare presentations, send and receive e-mail, obtain information from the internet, etc.  Computer Applications: Microsoft Word, Excel, PowerPoint, Access, and Outlook and audio-visual equipment.
  • Good communication and phone skills, which includes the ability to communicate effectively and professionally at all levels within the organization as well as directly with TM’s, RM’s, and AD’s.  
  • Ability to prioritize assignments while working on various projects simultaneously.
  • Proficient with small and large scale project management experience with the ability to prioritize assignments while working on various projects simultaneously.
  • Ability to travel 75% (including overnight travel)

Working conditions

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.

This is a field based position. Employee will be responsible for traveling to the field on a regular basis to provide training. Employee is expected to work collaboratively with team members, as well as able to work independently with limited supervision.  Work will require significant computer and telephone work.

Physical requirements

If the job is physically demanding, this should be stated in the job description. A physically demanding job is one where the incumbent is required to stand for extended periods of time, lift heavy objects on a regular basis, do repetitive tasks with few breaks, and so forth.

While performing the duties of this Job, the employee is regularly required to sit, talk and hear. The employee is occasionally required to stand and walk. The employee must occasionally lift and/or move up to 25 pounds.

Supervisory responsibility

None

AAP/EEO Statement

ZOLL is committed to fostering an inclusive workplace, where unique identities, backgrounds, cultures, perspectives and experiences are respected and valued.

Equal Opportunity Employer – Disability and Veteran