Strategic Account Manager

ZOLL Medical Corporation   •  

Orlando, FL

Industry: Healthcare

  •  

11 - 15 years

Posted 33 days ago

Overview

ZOLL Medical is a growing, innovation-driven company on the forefront of delivering medical devices to save lives, and software solutions to improve efficiency. With customers in more than 140 countries, we continue to expand our reach, as well as our product offerings. Hospitals, emergency medical services (EMS), and others trust us to provide high-quality products and exceptional customer service. ZOLL products are used every day across the globe to save the lives of people who suffer sudden cardiac arrest. From Real CPR Help® technology—an industry first—to the world's only wearable defibrillator, our capabilities and features set us apart. But none of this would be possible without the motivation and dedication of ZOLL employees, and we're invested in their success.

The Strategic Account Manager, will be charged with advancing ZOLL's Strategic positioning within assigned Target Accounts, Multi-Facility Health Systems and Healthcare Networks. The primary responsibility is to penetrate large and competitive health systems, develop, negotiate, and implement contracts at the regional and National level. The position will represent all ZOLL Hospital division products and services, including resuscitation products, Temperature Management products, Ventilation products, LifeVest, Data Solutions and Hospital Wearable Defibrillator, as well as new products introduced into the ZOLL Total Solution product portfolio.

In collaboration with Corporate Leadership, SAMs, Region Managers and others, the SAM will hold primary ownership of assigned target accounts and is responsible for development and implementation of conceptual and strategic strategies to insure successful business close and ZOLL contract award. The Strategic Account Manager will be responsible to deliver above market growth rates in terms of product market share, manage average selling price (ASP) and provide incremental revenue to assist the organization in meeting its stated revenue and growth objectives.

This individual will report directly to the Director of Strategic Accounts.

Responsibilities

  • Penetrate the top levels of Target Accounts, Multi-Facility Health Systems and Healthcare Networks to gain support for and contract commitment to ZOLL Products and Solutions. This may also include interactions with facility specific senior management to include CEO, COO, CFO, CMO, CIO, CNO, CQO, Supply Chain Managers, Risk Managers and other influential individuals as necessary.
  • Penetrate accounts, markets, competitive accounts and geographies and turn Market Movers into ZOLL customers.
  • Achieve cross-divisional selling success across all ZOLL market segments by selling the ZOLL One Solution and promoting all ZOLL products. This includes LifeVest, TMS, EMS and ZOLL Data Solutions, and Hospital Wearable Defibrillator: to create incremental revenue and to strategically advance ZOLL's position in the market
  • Work as a team with SAMs, RMs and TMs and cross-divisional resources/individuals to maximize ZOLL success at the highest levels of organizational management.
  • Sell ZOLL's solutions in the Executive Offices of Healthcare Organizations, clinicians, committees and others throughout the healthcare system.
  • Finding and closing significant business opportunities which have a strategic impact on ZOLLs market growth.

Qualifications

  • Must have at least 10 years of successful selling experience into the healthcare markets.
  • Extensive capital medical equipment experience required with a track record of success at the highest levels.
  • Proven track record of managing and closing million and multi-million dollar deals.
  • Demonstrated success selling system solutions, conceptual and complex sales experience at the administrative levels of IDNs and healthcare organizations.
  • Must have strong negotiating, business deal development and management experience.
  • Advanced computer skills.
  • Organization and Time Management skills.
  • Excellent communication and presentation skills.

Education Requirements:

  • B.A/B.S. Degree required
  • MHS/MBA Degree preferred.