Key Account Representative responsible for promoting products to specialty healthcare providers in assigned territory. Engage with healthcare providers to enhance product visibility and influence treatment decisions.
About the role
- EMS Strategic Account Manager optimizing ZOLL's B2B sales, developing strategic account relationships and driving growth. Join a passionate team improving healthcare outcomes globally.
Responsibilities
- Manage an assigned list of accounts.
- Gather comprehensive information on budget process, funding source and timeline, competitive preference, product requirements, strategic direction, purchase timeframe, and Buying Influences.
- Develop and maintain a Blue Sheet for each opportunity/account.
- Identify key, high influence contacts in each account and develop relationships to gain support for ZOLL and the ZOLL vision.
- Lead a team internally for each opportunity that includes Territory Managers, Regional Managers, pro specialists, and deployment specialists to develop, direct, and execute account strategies.
- Develop opportunities to cross-sell different ZOLL market segments (i.e., Data, Ventilation, CPR etc.), to strategically advance ZOLL's position in the market and create incremental revenue.
- Present account reviews to senior management at regular intervals.
- Collaborate with an account's TM and RM regularly on strategy, next steps, and forecast details.
- Present the ZOLL vision, conduct product demonstrations, and convey benefits to all Buying Influences in the account.
- Responsible for maintaining organized account records, including account profiles and maintaining those in the company CRM, Salesforce.com.
- Responsible for providing various reports as required by management.
Requirements
- B.A/B.S. Degree preferred
- 10+ years of success in selling into EMS, Public Safety, or healthcare markets
- Managing a sales organization that sells into those markets or in an equivalent B2B market
- Selling complex systems, concepts, and solutions in a selling environment that involves multiple decision makers at accounts of significance
- Strong communication skills
- Basic technical and clinical knowledge to speak competently about ZOLL products
- Intermediate computer skills
- Knowledge of ZOLL and competitive positioning strategies
Benefits
- Details of ZOLL's comprehensive benefits plans can be found at www.zollbenefits.com
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