Manage an assigned list of accounts.
Gather comprehensive information on budget process, funding source and timeline, competitive preference, product requirements, strategic direction, purchase timeframe, and Buying Influences.
Develop and maintain a Blue Sheet for each opportunity/account.
Identify key, high influence contacts in each account and develop relationships to gain support for ZOLL and the ZOLL vision.
Lead a team internally for each opportunity that includes Territory Managers, Regional Managers, pro specialists, and deployment specialists to develop, direct, and execute account strategies.
Develop opportunities to cross-sell different ZOLL market segments (i.e., Data, Ventilation, CPR etc.), to strategically advance ZOLL's position in the market and create incremental revenue.
Present account reviews to senior management at regular intervals.
Collaborate with an account's TM and RM regularly on strategy, next steps, and forecast details.
Present the ZOLL vision, conduct product demonstrations, and convey benefits to all Buying Influences in the account.
Responsible for maintaining organized account records, including account profiles and maintaining those in the company CRM, Salesforce.com.
Responsible for providing various reports as required by management.

Requirements

B.A/B.S. Degree preferred
10+ years of success in selling into EMS, Public Safety, or healthcare markets
Managing a sales organization that sells into those markets or in an equivalent B2B market
Selling complex systems, concepts, and solutions in a selling environment that involves multiple decision makers at accounts of significance
Strong communication skills
Basic technical and clinical knowledge to speak competently about ZOLL products
Intermediate computer skills
Knowledge of ZOLL and competitive positioning strategies

Benefits

Details of ZOLL's comprehensive benefits plans can be found at www.zollbenefits.com

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

sales managementaccount managementstrategic planningcross-sellingproduct demonstrationsreportingbudget analysisCRM managementclinical knowledgetechnical knowledge

Soft Skills

communicationrelationship buildingteam leadershipcollaborationorganizational skillspresentation skillsinfluencingstrategic thinkingproblem-solvingnegotiation

Certifications

B.A/B.S. Degree