Territory Manager - Orange, CA

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

As part of our ZOLL CMS Sales Team, you will be responsible for selling our non-invasive wearable cardiac defibrillator system and other ZOLL products—such as our portfolio of cardiac diagnostic services—to healthcare professionals in both hospital and out-of-hospital settings. This includes initial sales calls as well as support activities to promote consistent use, such as local medical education programs, tradeshows, clinical symposia, and conferences.

Call points include physicians (cardiologists, electrophysiologists, hospitalists, cardiothoracic surgeons), nurse practitioners, physician assistants, nurses, case managers, and administrators. You will also sell the value of the ZOLL Patient Management System (ZPM) to clinicians and educate healthcare professionals and staff about patient indications for the wearable cardioverter defibrillator (WCD), as well as essential ordering and billing requirements.

Responsibilities

• Provide customers with relevant clinical data supporting the risk of sudden cardiac death in certain patient types and the role of the WCD in protecting these patients.
• Deliver clinical, reporting, and technical information that supports the utilization of ZOLL Cardiac Diagnostic products for appropriate patients.
• Drive consistent utilization through sales and supporting activities.
• Achieve assigned sales objectives.
• Sell the value of the ZOLL Patient Management System (ZPM) to clinicians and educate healthcare professionals and staff on all essential ordering and billing requirements for the WCD.
• Maintain a database of accounts, prepare and submit reports.
• Develop and manage yearly and quarterly business plans.
• Manage field expenses and submit reports in a timely manner.
• Attend key medical education programs, exhibits, and conventions.
• Become a company expert and resource on ZOLL products and relevant industry trends.
• Master Customer Centric Selling and Integrity Selling skills.
• Maintain a collaborative and professional working relationship with all business partners.
• Represent ZOLL in a professional and ethical manner, always maintaining a positive attitude.
• Communicate openly and share information with others.
• Analyze and report on trends observed within your territory.
• Ensure all relevant information and documentation is provided to intake and reimbursement to facilitate appropriate and timely filing of billing claims.
• Maintain credentialing and access to all assigned accounts at all times.

Requirements

• Bachelor’s degree from a four-year college or university.
• 3–5 years of sales experience in medical equipment sales, specialized/hospital-based pharmaceutical sales, or 5 years of successful sales experience with at least one year in healthcare sales.
• Cardiology experience preferred.
• Valid state driver’s license.
• Ability to be credentialed and gain access privileges in all assigned customer accounts.
• Documented history of sales success.
• Proficient with Microsoft Office Suite.
• Must live within the assigned territory.

Internal candidates who do not meet the sales experience criteria may be considered if they have demonstrated a sustained ability to meet sales role expectations and have been in a sales support role for a minimum of 1 year or have successfully performed in an Associate Territory Manager role.

Skills

• Ability to sit, stand, walk, talk, listen, hear, and speak on a regular basis; may occasionally require stooping and bending.
• Must be able to drive an automobile and may be required to travel by train or airplane as needed.
• Field-based position requiring daily work in hospitals, doctors’ offices, and other medical establishments within the assigned territory.
• May require working atypical hours (evenings and weekends) based on business needs.

Pay

The "at plan" compensation for this position is $175,000.00, which includes a base salary of $100,000.00 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.