Acute Care Technology
Territory: West Region
Job Summary
Responsible for sales and distribution of all ZOLL automatic external defibrillators (AED's), Cardiac Science, and Mobilize Rescue Systems, Tracking Software and accessories into the Education (K-12 & University/College) and Utility Market segment.
This is a high-impact, hunter-focused role responsible for creating new demand, building and advancing a robust pipeline, and closing large, complex opportunities. Sales are executed through distribution partners; however, this role leads from the front creating opportunities, driving urgency, and owning outcomes.
Essential Functions
Aggressively prospect and develop new business opportunities across K-12 school systems, utilities, and industrial accounts within the assigned territory
Identify, profile, and penetrate key target accounts including large school districts, state systems, Universities, and major utility organizations
Lead strategic opportunities from initial engagement through close by owning the sales process, driving urgency, and ensuring successful execution
Execute a disciplined sales methodology including qualification, stakeholder alignment, value positioning, and closing
Develop and maintain deep expertise in K-12, University, and utility market dynamics, including funding sources, legislation, compliance requirements, and purchasing cycles
Leverage market tailwinds (grants, mandates, budget cycles) to accelerate deal timelines and create urgency
Support and align with Channel Partner Managers (CPMs) and distribution partners to drive coordinated execution while maintaining control of the opportunity
Generate and deliver effective sales presentations and product demonstrations tailored to end-user needs
Develop and maintain strong knowledge of competitive products and positioning within the Public Safety market
Assist with product implementation, in-service training, and post-sale support as needed
Participate in relevant trade shows, industry events, and vertical-specific engagements to build pipeline and brand presence
Maintain accurate and timely records in Salesforce, including opportunity management, forecasting, and activity tracking
Collaborate with internal teams (sales support, marketing, service, and leadership) to ensure a seamless customer experience
Comply with all company policies and procedures regarding sales operations, reporting, and conduct
Required/Preferred Education and Experience
Four-year BS/BA college degree and or a minimum of five years of experience selling capital equipment through distribution required and
Bachelor s degree (or equivalent combination of education/training and experience) required
5 6+ years in B2B sales with a proven track record of prospecting and closing new business is preferred
Previous business-to-business sales experience in the capital equipment industry preferred and
Previous experience using Salesforce.com or another CRM software required and
Previous experience in the selling capital equipment into the Education and/or Utility market is preferred.
Knowledge, Skills and Abilities
Solid understanding of the mechanics and nuances of working with distributors
Proven ability to create strong professional relationships
Superior verbal and written communication skills including the ability to communicate with all levels of management and across an organization
Excellent presentation and organizational skills
Excellent attention to detail
Experience in Microsoft Office
Negotiation skills
Strong ethics and integrity
Drive and the will to win
Results Oriented with High Standards
Travel Requirements
70% of time
The "at plan" compensation (Base Salary + Variable Incentive Compensation) for this position is:
$268,000.00 which includes a base salary of $85,000.00 and commission in accordance with the company s sales compensation plan.
Details of ZOLL s comprehensive benefits plans can be found at .
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.
