Associate Territory Manager - San Diego

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 outcomes for cardiac patients globally.

About the role

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, assisting with territory management, and territory coverage. This position reports to and will work under the direction of Regional Management. The ATM position may be 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, enabling prescribing entities to become self-sufficient through enrollment and utilization of ZOLL Patient Management (ZPM), with an added 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 any/all Plans of Action launched to the Field Sales Organization.
• Develop and effectively communicate a general understanding of Sudden Cardiac Arrest and LifeVest-specific data; confidently advocate on behalf of LifeVest in the clinical setting to 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 times of Territory Manager absence or vacancy (e.g., vacation, leave, time out of territory for training/meetings).
• Become a company expert and resource on both ZOLL and competitive products.
• Master both 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 your 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.

Skills

• Ability to influence the clinical decision-making process 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 the time of hire and throughout tenure.

Physical Demands

The work environment requires the employee to sit, stand, walk, talk, listen, hear, and speak on a regular basis. May occasionally be required to stoop and bend. Must be able to drive an automobile and may be required to travel by train or airplane as needed.

Working Conditions

This is a field-based position. The employee will work daily in hospitals, doctors’ offices, and other medical establishments within the assigned territory. Will at times be required to work atypical hours (evenings and weekends) based on customer and/or business needs.

Pay

The "at plan" compensation (Base Salary + Variable Incentive Compensation) for this position is $95,000.00, which includes a base salary of $70,000.00 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.