Territory Manager, Hospital (Canada)

Acute Care Technology

Job Summary

We are seeking the expertise of an experienced Hospital Territory Manager to join our organization. This individual will be responsible for meeting territory sales goals and assume overall accountability for lead generation and development including prospecting, presentation of product demos, coordination of RFPs and Proposals, and negotiating and closing deals.

Essential Functions

• Develop an advanced understanding of the Hospital industries including the unique needs and business challenges of our existing and prospective clients. Develop a strong understanding of the functionality and business uses of ZOLL’s product suite.
• Work with marketing and the sales trainer to develop an in-depth awareness of ZOLL’s competitors and the strengths and weaknesses of their product offerings.
• Canvas and develop assigned sales territory actively and conscientiously, exclusively representing ZOLL products and services. This includes prospect identification, lead generation, qualifying prospects, giving product demos via WebEx and in person, working with Sales support personnel and sales engineers as appropriate, proposal and RPF coordination, use of sales toolkits to communicate, negotiating and closing the deal.
• Attend trade shows and other marketing and networking events to generate leads.
• Actively network wherever and whenever possible with various trade organizations to promote awareness of in assigned territory.
• Adhere to Company “best practices” with regards to Sales Hand-Offs and other procedural issues to ensure customer satisfaction and operational efficiencies.
• Diligently and accurately forecast sales activity and anticipated deal closure and maintain compliance with established activity metrics.
• Responsible for quota attainment in assigned territory.
• Record all results of prospecting, sales, and customer contact in company CRM system.

Required/Preferred Education and Experience

• 4-6 years successful sales experience with a track record of meeting & exceeding quota within medical device industry required
• Valid provincial driver’s license Required

Knowledge, Skills and Abilities

• Proven ability to effectively and efficiently work a large geographic territory.
• Expert ability to converse intelligently about software and hardware products and services.
• Ability to travel upwards of 50% to facilitate in-person prospecting, product demonstrations, face to face meetings, and relationship building.
• Proven success working from a remote office.
• Must be located within the territory.

Physical Demands

• This position requires the employee to sit, stand, walk, talk, listen, hear and speak on a regular basis. May occasionally be required to stoop and bend.
• Must be able to drive an automobile and may be required to travel by train or airplane as needed.
• Must be able to lift 25 lbs. unassisted

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.
• This job is a field-based position. Employee will be responsible for working daily in hospitals, doctors’ offices and other medical establishments within the assigned territory. Occasionally may be required work atypical hours (evenings and weekends) based on business needs.

The "at plan" compensation (Base Salary + Variable Incentive Compensation) for this position is:

$200,000.00 which includes a base salary of $62,000.00 and commission in accordance with the company's sales compensation plan.

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.