Job Details

Please make sure the candidates you are submitting have minimum 5 years of management experience – they must have managed specialty sales teams selling into hospitals to be considered

Profile:

• Candidates must have a successful track record both selling and managing teams within hospital sales (pharma or device, cardio preferred but not required)
• Distributor model sales and capital equipment are too different from the type of selling this team does, so this will not be a fit. Any specialty sales within a hospital (pharma or device), selling on clinical data, not price 
• historically backfilled by TMs being promoted, but no one to fill this right now 
• RMs on the team are very tenured (15+ years at zoll), big networkers, eager to help, culturally team is wonderful and strong, needs to be a good fit for this. if someone is more green, they HAVE to be super hungry (not the ideal profile though). 
• Territory covers Charlotte and Greenville, but looking for someone to be based in the Charlotte area

previous RMs to reference for ideal profiles: 

• Doug Tunucci 
• Gary Dickey 

Team has 1 candidate in consideration; Liam Pickett – looks great on paper but team didn’t feel he did a good job selling himself, “just looking for somewhere to land” – please make sure candidates can speak to why they are interested in this role specifically, passionate, can sell themselves as motivators, lead successful teams, etc. 

Compensation:150k base, 250k OTE with uncapped commission 
Car allowance: $300 per pay cycle ($600 most months) + gas expense. Full benefits outlined at zollbenefits.com
 

Job Summary

As a valued member of our North American Sales management team, this individual will be responsible for the direct management of CMS Territory Managers (sales representatives) and Sales Associates within an assigned region.

Essential Functions

• Manages medical equipment sales activities and is responsible for planning, organizing, and implementing sales programs for the assigned region.
• Engages with key accounts and builds relationships throughout the region.
• Responsible for consistently meeting or exceeding region performance objectives, including order counts, booked revenue quotas and profit.
• Maintain a positive attitude, control discounts and expenses to contribute positively to our profitability.
• Hires, educates, retains and promotes talented sales professionals.
• Foster a team environment within your region. Lead by example, motivate and inspire your team.
• Communicate, implement, and monitor the CMS Strategic Plan.
• Develop Territory Managers through coaching and positive reinforcement.
• Spend an average of four days per week working in the field with your TM”s.
• Manage and assess Territory Managers adherence with regional expectations to improve performance. Become a company expert and resource on both internal and competitive landscape.
• Responsible for field reinforcement of products and positioning strategy.
• Represent company in a professional and ethical manner.
• Communicate openly and share information with others.
• Analyze and report on trends that you observe within your region.
• Directly supervises Territory Managers in the field. Carries out supervisory responsibilities in accordance with the organization’s policies and applicable laws.
• Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

Required/Preferred Education and Experience

• Bachelor’s Degree required
• At least three (3) years of field sales experience – client focus within cardiology, medical device and/or pharma industries required
• Five or more years of experience in medical equipment sales management – preferably cardiology. Demonstrated business acumen within the medical industry.

Knowledge, Skills and Abilities

• Proven sales leadership.
• A valid driver’s license

Travel Requirements

• 60% This job is a field-based position and requires that you reside within the assigned Region. 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. This position will require at least 60% travel. Travel may be outside the local area and overnight and could be for an extended period.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

• Standing – Occasionally
• Walking – Occasionally
• Sitting – Occasionally
• Lifting – Occasionally
• Talking – Occasionally
• Hearing – Occasionally