Associate Territory Manager

Job Summary

Associate Territory Manager (ATM) is a field-based role that encompasses both sales and sales support responsibilities. The ATM will work collaboratively with Territory Manager(s) to support sales activities and territory management tasks that include customer and administrative support, assisting with territory management, territory coverage. This position reports to and will work under the direction of the Regional Management.
The ATM Position may be a path to Territory Manager with strong performance and achievement of objectives.

Essential Functions

Primary responsibilities include persuading physicians, engaging, educating and empowering support staff via one-on-one discussions, group in-servicing, exhibits and conferences, enabling prescribing entities to become self-sufficient through enrollment and utilization of ZOLL Patient Management (ZPM), with an added focus on CDx products. Additional strategic products to be added in the future.
Responsible for selling and growth of accounts as assigned by the Region Manager
Responsible for support of sales and ongoing account management of LifeVest to promote consistent utilization
Responsible for support of sales and ongoing account management of CDx products
Responsible for achieving assigned sales objectives.
Responsible for learning, knowing, and implementing any / all Plans of Action launched to the Field Sales Organization
Develop and effectively communicate general understanding of Sudden Cardiac Arrest and LifeVest specific data and be confident advocating on behalf of LifeVest in the clinical setting to increase LifeVest awareness
Effectively engage, educate, and empower support staff to identify patients and advocating on their behalf
Enroll and train customers on the ZOLL Patient Management System
Understand, communicate, and train hospital and office staff to submit complete orders. Provide education and support to appropriate staff to reduce medical order exceptions.
Conduct level in-service meetings related to medical order process and requirements with auxiliary support staff
Assist in document collection for all new medical orders and reorders
Provide territory support during times of Territory Manager absence or vacancy (vacation, leave, time out of territory for training / meetings, etc.)
Become a company expert and resource on both ZOLL and competitive products.
Master both Integrity / GAP Model Selling skills.
Represent ZOLL in a professional and ethical manner.
Communicate openly and share information with others.
Analyze and report on trends that you observe within your territory.

Required/Preferred Education and Experience

Bachelor's Degree from a four-year college or university required
Candidates must possess one of the following experience criteria:
A minimum of one year sales experience in a strong BTB environment, pharmaceutical or medical device field
A minimum of two years of relevant field clinical support experience for a pharmaceutical or medical device company
A minimum of two years of strong clinical experience in a multispecialty hospital environment in cardiology
A minimum of three years experience as a Junior Military Officer leading a team, project or account management
Valid state driver's license required

Knowledge, Skills and Abilities

Ability to influence clinical decision-making process through sales efforts, including presentation and discussion of clinical data
Must be willing, both at time of hire and throughout tenure, to relocate at discretion of Area Director within that Area’s boundaries

Physical Demands

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 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.

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. Will at times be required to work atypical hours (evenings and weekends) based on customer and / or business needs.