Associate Territory Manager - Cranford, NJ

At ZOLL, we're passionate about improving patient outcomes and helping save lives. We provide innovative technologies that make a meaningful difference in people's lives. Our medical devices, software, and related services are used worldwide to diagnose and treat patients suffering from serious cardiopulmonary and respiratory conditions. ZOLL Cardiac Management Solutions offers a unique portfolio of novel technologies designed to deliver better insights and better outcomes for tens of thousands of cardiac patients around the world every day.

About the role

The Associate Territory Manager (ATM) is a field-based role that encompasses both sales and sales support responsibilities. The ATM will work collaboratively with Territory Manager(s) to support sales activities and territory management tasks, including customer and administrative support. This position reports to and will work under the direction of Regional Management. The ATM position may serve as a path to Territory Manager with strong performance and achievement of objectives.

Responsibilities

• Persuade physicians, engage, educate, and empower support staff via one-on-one discussions, group in-servicing, exhibits, and conferences to enable prescribing entities to become self-sufficient through enrollment and utilization of ZOLL Patient Management (ZPM), with a focus on CDx products.
• Responsible for selling and growth of accounts as assigned by the Region Manager.
• Support sales and ongoing account management of LifeVest to promote consistent utilization.
• Support sales and ongoing account management of CDx products.
• Achieve assigned sales objectives.
• Learn, know, and implement all Plans of Action launched to the Field Sales Organization.
• Develop and communicate a general understanding of Sudden Cardiac Arrest and LifeVest-specific data to advocate for LifeVest in clinical settings and increase awareness.
• Engage, educate, and empower support staff to identify patients and advocate on their behalf.
• Enroll and train customers on the ZOLL Patient Management System.
• Understand, communicate, and train hospital and office staff to submit complete orders; provide education and support to reduce medical order exceptions.
• Conduct in-service meetings related to the medical order process and requirements with auxiliary support staff.
• Assist in document collection for all new medical orders and reorders.
• Provide territory support during Territory Manager absence or vacancy (e.g., vacation, leave, training, or meetings).
• Become a company expert and resource on both ZOLL and competitive products.
• Master Integrity/GAP Model Selling skills.
• Represent ZOLL in a professional and ethical manner.
• Communicate openly and share information with others.
• Analyze and report on trends observed within the territory.

Requirements

• Bachelor’s Degree from a four-year college or university required.
• Candidates must possess one of the following experience criteria:
  • A minimum of one year of sales experience in a strong B2B environment, pharmaceutical, or medical device field.
  • A minimum of two years of relevant field clinical support experience for a pharmaceutical or medical device company.
  • A minimum of two years of strong clinical experience in a multispecialty hospital environment in cardiology.
  • A minimum of three years of experience as a Junior Military Officer leading a team, project, or account management.
• Valid state driver’s license required.
• Ability to influence clinical decision-making through sales efforts, including presentation and discussion of clinical data.
• Willingness to relocate at the discretion of the Area Director within the Area’s boundaries, both at hire and throughout tenure.

Skills

• Must be able to drive an automobile and may be required to travel by train or airplane as needed.
• This field-based position requires daily work in hospitals, doctors’ offices, and other medical establishments within the assigned territory.
• May be required to work atypical hours (evenings and weekends) based on customer or business needs.
• Position requires regular sitting, standing, walking, talking, listening, hearing, and speaking. May occasionally require stooping and bending.

Pay

The "at plan" compensation (Base Salary + Variable Incentive Compensation) for this position is $90,000.00, which includes a base salary of $75,000.00 and commission in accordance with the company's sales compensation plan.

Benefits

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