Job SummaryField based position to train and motivate new and tenured Territory Managers to meet and exceed their segment plans by spending 2-3 full days in the TM's territory, coaching and counseling to areas which need development post TM's participation of initial training period and attendance of corporate training.
Essential Functions- Assist new and tenured TM's with business plan (and other) initiatives to ensure progress along their individual developmental path.
- Collaborate with RM's to identify and coach to areas of opportunity
- Work collaboratively with Regional Managers to onboard and train new TM's in the most effective way possible.
- Assist TM's to execute POA's as well as other marketing and sales initiatives.
- Regularly conduct weekly scheduled field visits with TM's that coach to achieving objectives set by their RM and AD.
- Implement follow-up to coaching visits as appropriate
- Proactively provide recommendations that align with business strategies within the region
- Provide verbal and written follow-up and observation reports that highlight and address TM's strengths and areas for improvement or development.
- Summary reports of FSTS field visit serve as template for the standard for FSTS training and teaching
- Assess territory with regard to history, territory type, existing prescribers, known territory issues or concerns with TM.
- Proactively assess territory metrics and performance trends to identify areas of focus and/or improvement to achieve goals and objectives.
- Identify and promote TM best practices. Assist TM's to identify opportunities to best utilize tools, internal support resources and marketing materials (AC's, PSR's, Speakers, Mailers, Programs and exhibits)
- Develop tailored training and development strategy specific to each TM following assessment of each TM's current business plan including opportunities, expectations, objectives, implementation, and timeframes.
- Educate and reinforce the need for TM's to adopt and apply the ZOLL Selling Skills methodology and understand the sales cycle.
- Help TM's to establish risk, risk stratify, and handle objections by using relevant data in a conversational manner when meeting with physicians.
- May assist with special projects and other initiatives as assigned
- Develop, lead and manage regional training and development initiatives-. i.e. Deliver Integrity Behavioral Styles Training to field sales
Required/Preferred Education and Experience- Bachelor's Degree or equivalent relatable experience required
- Two or more years' experience working in clinical environment, sales, and/or training and mentoring role required.
- Experience in the medical products industry and working with physicians preferred.
- Clinical knowledge of/experience with ECG interpretation, basic cardiac anatomy and physiology, etc. preferred.
Knowledge, Skills and Abilities- Must have a history of success in sales
- Must have dedicated coaching/training experience
- Excellent facilitation and presentation skills, able to effectively engage small and large scale audiences with diverse backgrounds.
- Must be comfortable calling on physicians in an office or hospital setting.
- Must be self-directed, work autonomously, and follow company SOP's.
- Ability to edit and create Word documents containing graphics, manage spreadsheets, prepare presentations, send and receive e-mail, obtain information from the internet, etc. Computer Applications: Microsoft Word, Excel, PowerPoint, Access, and Outlook and audio-visual equipment.
- Good communication and phone skills, which includes the ability to communicate effectively and professionally at all levels within the organization as well as directly with TM's, RM's, and AD's.
- Ability to prioritize assignments while working on various projects simultaneously.
- Proficient with small and large scale project management experience with the ability to prioritize assignments while working on various projects simultaneously.
- Language Skills:
Ability to read and comprehend simple instructions, short correspondence, and memos. Ability to write simple correspondence. Ability to effectively present information in one-on-one and small group situations to customers, clients, and other employees of the organization. - Mathematical Skills:
Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. - Reasoning Ability:
Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems and make appropriate judgment calls to insure the correct outcome. - Computer Skills:
Computer Applications: Microsoft Word, Excel, PowerPoint, Access, and Outlook and audio-visual equipment.
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. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- While performing the duties of this job, the employee is frequently required to sit, walk, talk and hear. Employee may occasionally be required to lift and carry up to 25 pounds.
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.
- The noise level in the work environment is usually quiet.
The annual salary for this position is:
$150,000.00 to $175,000.00
Factors which may affect starting salary include geography, skills, education, experience, and other qualifications of the successful candidate. Details of ZOLL's comprehensive benefits plans can be found at www.zollbenefits.com.
Applications will be accepted on an ongoing basis until this position is filled. For fully remote positions, compensation will comply with all applicable federal, state, and local wage laws, including minimum wage requirements, based on the employee's primary work location.
