Job Description
Job Overview:
The Cardiac Management Solutions division of ZOLL Medical Corporation develops products to protect and manage cardiac patients, including the LifeVest® wearable cardioverter defibrillator (WCD), the ZOLL cardiac monitor, and associated technologies.
Heart disease is the leading cause of death for both men and women in the U.S. At ZOLL, your work will help to ensure cardiac patients get the life-saving therapy they need. To date, the LifeVest WCD has been worn by hundreds of thousands of patients and saved thousands of lives.
ZOLL has been Pittsburgh’s Manufacturer of the Year, one of Western PA’s Healthiest Employers, and even one of Pittsburgh’s Coolest Offices. But it’s our unique opportunity to impact people’s lives that makes ZOLL the ideal place to build your career.
As part of our ZOLL CMS Sales Team, you will be responsible for selling our non-invasive wearable cardiac defibrillator system to physicians, patients, hospitals, and staff. This includes the initial sale as well as ongoing in-service and support activities to promote consistent use. Call points include Physicians (Cardiologists, Electrophysiologists, Hospitalists, etc.), nurses, nurse practitioners, physician assistants, and administrators. Other duties include physician and nurse training and assisting in the reimbursement process to ensure timely revenue collection.
This is a remote/ field-based position.
Job purpose
Associate Territory Manager (ATM) is a field-based role that encompasses both sales and sales support responsibilities. The ATM will work collaboratively with Territory Manager(s) to support sales activities and territory management tasks that include customer and administrative support, assisting with territory management, and territory coverage. This position reports to and will work under the direction of the Regional Management.
The ATM Position may be a path to Territory Manager with strong performance and achievement of objectives.
Duties and responsibilities
- Primary responsibilities include persuading physicians, engaging, educating, and empowering support staff via one-on-one discussions, group in-servicing, exhibits and conferences, enabling prescribing entities to become self-sufficient through enrollment and utilization of ZOLL Patient Management (ZPM), with an added focus on CDx products. Additional strategic products to be added in the future.
- Responsible for selling and growth of accounts as assigned by the Region Manager
- Responsible for support of sales and ongoing account management of LifeVest to promote consistent utilization
- Responsible for support of sales and ongoing account management of CDx products
- Responsible for achieving assigned sales objectives.
- Responsible for learning, knowing, and implementing any / all Plans of Action launched to the Field Sales Organization
- Develop and effectively communicate a general understanding of Sudden Cardiac Arrest and LifeVest specific data and be confident in advocating on behalf of LifeVest in the clinical setting to increase LifeVest awareness
- Effectively engage, educate, and empower support staff to identify patients and advocate on their behalf
- Enroll and train customers on the ZOLL Patient Management System
- Understand, communicate, and train hospital and office staff to submit complete orders. Provide education and support to appropriate staff to reduce medical order exceptions.
- Conduct level in-service meetings related to medical order process and requirements with auxiliary support staff
- Assist in document collection for all new medical orders and reorders
- Provide territory support during times of Territory Manager absence or vacancy (vacation, leave, time out of the territory for training/meetings, etc.)
- Become a company expert and resource on both ZOLL and competitive products.
- Master both Integrity / GAP Model Selling skills.
- Represent ZOLL in a professional and ethical manner.
- Communicate openly and share information with others.
- Analyze and report on trends that you observe within your territory.
- Performs other duties as assigned by Management.
Qualifications
- Bachelor’s Degree from a four-year college or university,
- Minimum of 1 year of sales experience, either in a strong B2B, pharmaceutical, or medical device setting OR at least 2 years of relevant clinical experience or Medical Device or relevant pharmaceutical field support.
- Ability to influence clinical decision-making process through sales efforts, including presentation and discussion of clinical data
- Must be willing, both at time of hire and throughout tenure, to relocate at the discretion of the Area Director within that Area’s boundaries
- Valid state driver’s license
Working Conditions
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
This job is a field-based position. The employee will be responsible for working daily in hospitals, doctors’ offices, and other medical establishments within the assigned territory. Will at times be required to work atypical hours (evenings and weekends) based on customer and/or business needs.
Physical requirements
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
This position requires the employee to sit, stand, walk, talk, listen, and speak regularly. May occasionally be required to stoop and bend. Must be able to drive an automobile and may be required to travel by train or airplane as needed.
Supervisory responsibility: None
AAP/EEO Statement
ZOLL is committed to fostering an inclusive workplace, where unique identities, backgrounds, cultures, perspectives, and experiences are respected and valued.
Equal Opportunity Employer – Disability and Veteran
Other Duties:
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities will be reviewed periodically as duties and responsibilities change with business necessity. Essential and marginal job functions are subject to modification.
