Territory Manager

About This Role

This field-based position involves selling non-invasive wearable cardiac defibrillator systems and other cardiac diagnostic services to healthcare professionals in hospital and out-of-hospital settings. The role requires a wealth of experience and knowledge in clinically selling within the academic hospital space, working closely with an Associate Territory Manager to drive business growth.

Responsibilities

• Develop and lead strategic sales initiatives within the territory
• Grow LifeVest and HFMS market share in the territory, achieving sales quotas each year
• Increase education, awareness, and clinical value of ZOLL CMS products among targeted hospitals, physicians, and physician practices
• Work across all areas of the ZOLL CMS organization, clinical and non-clinical, to increase LifeVest and HFMS awareness, utilization, revenue, and account penetration
• Build and execute physician and institution-specific business plans that will accelerate the use and adoption of LifeVest and HFMS
• Develop a strategically targeted business plan with a keen understanding and knowledge of the regional Cardiology & Electrophysiology physician market, including referral/procedure patterns, and relevant business/payer dynamics that impact LifeVest and HFMS acceptance, utilization, and adoption
• Utilize all business tools available, including PowerBI
• Develop KOLs to leverage appropriate peer-to-peer messaging across the territory
• Collaborate with Fellows Managers, Hospital Systems Director, and other corporate executives
• Develop an account-specific business plan with outlined strategies and tactics with identified top targeted practices, hospitals, and physicians
• Maintain a coordinated and strategic approach with all other ZOLL Divisions, with emphasis on integration of sales function and activities across the Regional and Area Sales Organization
• Effectively communicate and take a collaborative approach in penetrating the targeted accounts in their assigned territory
• Leverage existing and developed relationships to meet sales objectives and have unimpeded access within these top targeted accounts to promote LifeVest and HFMS
• Effectively manage budget by maximizing all resources
• Maintain an in-depth understanding of all facets of the assigned territory that impact LifeVest and HFMS utilization and sales
• Help lead and develop the assigned Associate Territory Manager (ATM) to drive business in the territory

Requirements

• Bachelor's Degree
• Minimum of five years’ experience in medical device or pharmaceutical sales
• Successful hospital/academic hospital sales experience
• Strong emphasis on individuals with consistent and documented quota achieving sales performances in the territory