Field Sales Training Specialist - NE

About the role

Field-based position to train and motivate new and tenured Territory Managers to meet and exceed their segment plans. You will spend 2-3 full days in the TM's territory, coaching and counseling to areas that need development after the TM completes the initial training period and attends corporate training.

Responsibilities

• Assist new and tenured TMs/ATMs with business plan initiatives to ensure progress along their individual developmental path.
• Collaborate with Regional Managers (RMs) to identify and coach to areas of opportunity.
• Work with RMs to onboard and train new TMs/ATMs in the most effective way possible.
• Train and assist TMs/ATMs to execute POAs and other marketing and sales initiatives.
• Conduct weekly scheduled field visits with TMs/ATMs to coach toward achieving objectives set by their RM and AD.
• Implement follow-up to coaching visits/calls as appropriate.
• Provide proactive recommendations that align with business strategies within the region.
• Deliver verbal and written follow-up and observation reports highlighting TMs/ATMs' strengths and areas for improvement.
• Use summary reports of FSTS field visits as a template for the standard of FSTS training and teaching.
• Assess territory history, type, existing prescribers, and known issues or concerns with the TM.
• Proactively assess territory metrics and performance trends to identify areas of focus and improvement.
• Identify and promote TM/ATM best practices.
• Assist TMs in identifying opportunities to best utilize tools, internal support resources, and marketing materials (ACs, CoPAs, Speakers, Mailers, Programs, and exhibits).
• Develop tailored training and development strategies specific to each TM/ATM following an assessment of their current business plan, including opportunities, expectations, objectives, implementation, and timeframes.
• Educate and reinforce the need for TMs/ATMs to adopt and apply the ZOLL Selling Skills methodology and understand the sales cycle.
• Help TMs/ATMs establish risk, risk stratify, and handle objections using relevant data in a conversational manner when meeting with physicians.
• Assist with special projects and other initiatives as assigned.
• Create and update presentations and deliver content in assigned Phase I and II classes.
• Develop, lead, and manage regional training and development initiatives, such as delivering Integrity Behavioral Styles Training to field sales.

Requirements

• Bachelor’s degree required.
• Two or more years of experience working in a clinical environment preferred.
• Two or more years of experience in a sales, training, and/or mentoring role required.
• Experience in the medical products industry preferred.
• Two or more years with a successful sales history required.
• Dedicated coaching/training experience required.
• Experience and proficiency calling on physicians in an office or hospital setting.
• Clinical knowledge of/experience with ECG interpretation, basic cardiac anatomy, and physiology preferred.

Skills

• History of success in sales.
• Excellent facilitation and presentation skills, able to engage small and large audiences with diverse backgrounds.
• Comfortable calling on physicians in an office or hospital setting.
• Self-directed, able to work autonomously, and follow company SOPs.
• Proficiency in Microsoft Word, Excel, PowerPoint, Access, Outlook, and audio-visual equipment.
• Strong communication and phone skills, able to communicate effectively at all levels within the organization.
• Ability to prioritize assignments while working on multiple projects simultaneously.
• Proficient in small and large-scale project management.
• Ability to read, comprehend, and write simple correspondence.
• Ability to present information effectively in one-on-one and small group situations.
• Basic mathematical skills (addition, subtraction, multiplication, division).
• Ability to apply common sense understanding to carry out instructions in written, oral, or diagram form.
• Ability to make appropriate judgment calls to ensure correct outcomes.

Travel

90% travel required. This role involves traveling 2-3 days a week to work with TMs/ATMs in their territories.

Physical Demands

• Standing: Occasionally
• Walking: Occasionally
• Sitting: Constantly
• Talking: Occasionally
• Hearing: Occasionally
• Repetitive Motions: Frequently

Pay

The annual salary for this position is $150,000.00 to $160,000.00. Factors affecting starting salary include geography, skills, education, experience, and other qualifications of the successful candidate.

Benefits

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