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Sales Executive, Strategic Accounts - Boston (SESA)

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ZOLL Medical Corporation

1mo ago

  • Job
    Full-time
    Senior Level
  • Sales & Business Development
    Healthcare
  • Boston

AI generated summary

  • You need a Bachelor's degree, 5 years in medical device/pharmaceutical sales, success with cardiologists, strong relationship management, and excellent communication skills. Field-based role.
  • You will lead strategic sales initiatives, grow market share, educate stakeholders, develop business plans, collaborate with teams, and manage budgets to enhance product adoption and utilization.

Requirements

  • Bachelor's Degree required
  • Master's Degree preferred
  • A minimum of five years’ experience in medical device or pharmaceutical sales required
  • Strongly preferred successful sales experience with academic Cardiologists and Electrophysiologists
  • Successful hospital/academic hospital sales experience required
  • Strong emphasis on individuals with consistent and documented quota achieving sales performances in the territory
  • Experience in consultative and strategic sales, with the ability to promote clinical, economic, and patient benefit of product/service offering
  • Ability to interact and present clinical and technical data to individuals and group stakeholders across all levels of an organization in a professional manner
  • Ability to prioritize and manage multiple projects at one time, communicates status and resolutions effectively, and provides updates to leadership in a timely manner
  • Excellent interpersonal, organizational and communication skills, both written and verbal
  • Ability to prioritize and drive required sales results
  • Demonstrated strong relationship management skills
  • This job is a field-based position and requires that you reside within the assigned Territory
  • Employee will be responsible for working daily in hospitals, doctors’ offices and other medical establishments within the assigned territory
  • Occasionally may be required work atypical hours (evenings and weekends) based on business needs
  • Standing - Occasionally
  • Walking - Occasionally
  • Sitting - Constantly
  • Talking - Occasionally
  • Hearing - Occasionally
  • Repetitive Motions - Frequently

Responsibilities

  • Reporting to the Regional Manager, the Sales Executive, Strategic Accounts,(SESA) is responsible for developing and leading strategic sales initiatives within the territory.
  • The SESA will be responsible for the growth of LifeVest and HFMS market share in their territory, along with achieving sales quotas each year.
  • The (SESA) will increase education, awareness and clinical value of the ZOLL CMS products among targeted hospitals, physicians, and physician practices.
  • The (SESA) will work across all areas of the ZOLL CMS organization, clinical and non-clinical, to increase LifeVest and HFMS awareness, utilization, revenue, and account penetration.
  • The (SESA) will build and execute physician and institution specific business plans that will accelerate the use and adoption of LifeVest and HFMS. The SESA will be responsible for the growth of LifeVest Medical Orders, LifeVest Fits, LifeVest sales revenue and HFMS.
  • The SESA is responsible for developing 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 in these markets that impact LifeVest and HFMS acceptance, utilization, and adoption, including hospital and private practice. They will utilize all business tools available to them, including, but not limited to, PowerBI.
  • The SESA will develop KOL’s to leverage appropriate peer-to-peer messaging across the territory.
  • Collaborate with Fellows Managers, Hospital Systems Director and other corporate executives.
  • Development of an account specific business plan with outlined strategies and tactics with identified top targeted practices, hospitals, and physicians.
  • The SESA will 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 communicates and takes a collaborative approach in penetrating the targeted accounts in their assigned territory.
  • SESA leverages 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.
  • The SESA will help lead and develop the assigned Associate Territory Manager (ATM), to drive business in the territory.

FAQs

What is the primary focus of the Sales Executive, Strategic Accounts position at ZOLL?

The primary focus of the Sales Executive, Strategic Accounts position is to sell ZOLL's non-invasive wearable cardiac defibrillator system (WCD) and other cardiac diagnostic services to healthcare professionals in both hospital and out-of-hospital settings.

What specific products will the Sales Executive be selling?

The Sales Executive will be selling LifeVest, the Heart Failure Management System (HFMS), and other ZOLL cardiac diagnostic services.

What kind of experience is required for this position?

A minimum of five years of experience in medical device or pharmaceutical sales is required, with strong preference for experience selling to academic cardiologists and electrophysiologists.

Is a Bachelor's degree mandatory for this role?

Yes, a Bachelor's degree is required; a Master's degree is preferred.

What type of sales experience is strongly preferred for candidates?

Strongly preferred sales experience includes successful interactions with academic cardiologists and electrophysiologists, as well as hospital or academic hospital sales experience.

Will the Sales Executive need to collaborate with other team members?

Yes, the Sales Executive will work closely with an Associate Territory Manager (ATM) and collaborate with various departments within ZOLL to promote product awareness and utilization.

What travel requirements are associated with this position?

This job is field-based and requires the employee to reside within the assigned territory, with travel to hospitals, doctors’ offices, and other medical establishments. Occasionally, atypical hours may be required based on business needs.

What are some essential functions of the Sales Executive role?

Essential functions include developing strategic sales initiatives, increasing market share for LifeVest and HFMS, building physician and institution-specific business plans, and effectively communicating within targeted accounts.

What skills are required for effective performance in this role?

Required skills include the ability to interact professionally with stakeholders, strong interpersonal and communication skills, organizational ability to manage multiple projects, and demonstrated relationship management skills.

What kind of company culture does ZOLL promote?

ZOLL promotes a culture that values innovation, self-motivation, and an entrepreneurial spirit, inspired by a commitment to making a difference in patients' lives.

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ZOLL Medical Corporation

Manufacturing & Electronics
Industry
1001-5000
Employees

Mission & Purpose

ZOLL Medical Corporation, an Asahi Kasei Group Company, develops and markets medical devices and software solutions that help advance emergency care and save lives, while increasing clinical and operational efficiencies. With products for defibrillation and monitoring, circulation and CPR feedback, data management, therapeutic temperature management, and ventilation, ZOLL provides a comprehensive set of technologies that help clinicians, EMS and fire professionals, and lay rescuers treat victims needing resuscitation and acute critical care.The Asahi Kasei Group is a diversified group of companies led by holding company Asahi Kasei Corp., with operations in the material, homes, and health care business sectors. Its health care operations include devices and systems for acute critical care, dialysis, therapeutic apheresis, transfusion, and manufacture of biotherapeutics, as well as pharmaceuticals and diagnostic reagents. With more than 30,000 employees around the world, the Asahi Kasei Group serves customers in more than 100 countries.