Sales Executive, Strategic Accounts - Seattle

ZOLL CMS Sales Team Opportunity

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.

On any given day, clinicians utilize these ZOLL products for tens of thousands of cardiac patients around the world:

• Life Vest, the world's first wearable defibrillator, has been trusted to protect more than 1M patients at risk of sudden cardiac death.
• HFMS (Heart Failure Management system) is a non-invasive, patch-based device that monitors pulmonary fluid levels and has been shown to reduce heart failure readmissions rates by 38 percent.
• Ther Ox Super Saturated Oxygen (SSO2) Therapy is the first FDA-approved therapy since the stent 20+ years ago to reduce infarct size in patients with the most severe heart attacks.

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.

As part of our ZOLL CMS Sales Team, you will be responsible for selling our non-invasive wearable cardiac defibrillator system (WCD), and other ZOLL products such as our portfolio of cardiac diagnostic services to Health Care Professionals in the hospital and out of hospital setting. This includes the initial sales call as well as support activities to promote consistent use (Local Medical Education Programs, Trade shows, clinical symposiums and conferences).

Call points include:
Physicians, (Cardiologists, Electrophysiologists, Hospitals, CT Surgeons, etc.), Nurse Practitioners, Physician Assistants, nurses, case managers and administrators. You will also be working closely with an Associate Territory Manager (ATM) to help sell and grow the ZOLL CMS products. This individual will need a wealth of experience and knowledge selling clinically in the academic hospital space.

Essential Functions

• 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 Life Vest 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 Life Vest 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 Life Vest and HFMS. The SESA will be responsible for the growth of Life Vest Medical Orders, Life Vest Fits, Life Vest 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 Life Vest 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 Life Vest and HFMS.
• Effectively manage budget by maximizing all resources.
• Maintain an in-depth understanding of all facets of the assigned territory that impact Life Vest and HFMS utilization and sales.
• The SESA will help lead and develop the assigned Associate Territory Manager (ATM), to drive business in the territory.

Required/Preferred Education and Experience

• 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…