Field Sales Training Specialist - Texas/Oklahoma

Job Summary

Field based position to train and motivate new and tenured Territory Managers to meet and exceed their segment plans by spending 2-3 full days in the TM's territory, coaching and counseling to areas which need development post TM's participation of initial training period and attendance of corporate training.

Essential Functions

• Assist new and tenured TMs/ATMs with business plan (and other) initiatives to ensure progress along their individual developmental path.
• Collaborate with RM's to identify and coach to areas of opportunity.
• Work collaboratively with Regional Managers to onboard and train new TMs/ATMs in the most effective way possible.
• Train and assist TMs/ATMs to execute POA's as well as other marketing and sales initiatives.
• Regularly conduct weekly scheduled field visits with TMs/ATMs that coach to achieving objectives set by their RM and AD.
• Implement follow-up to coaching visits/calls as appropriate.
• Proactively provide recommendations that align with business strategies within the region.
• Provide verbal and written follow-up and observation reports that highlight and address TMs/ATMs strengths and areas for improvement or development.
• Assess territory with regard to history, territory type, existing prescribers, known territory issues or concerns with TM.
• Proactively assess territory metrics and performance trends to identify areas of focus and/or improvement to achieve goals and objectives.
• Identify and promote TM/ATM best practices.
• Assist TM's to identify opportunities to best utilize tools, internal support resources and marketing materials.
• Develop tailored training and development strategy specific to each TM/ATM following assessment of each TM's current business plan.
• Educate and reinforce the need for TMs/ATMs to adopt and apply the ZOLL Selling Skills methodology and understand the sales cycle.
• Help TMs/ATMs to establish risk, risk stratify, and handle objections by using relevant data in a conversational manner when meeting with physicians.
• May assist with special projects and other initiatives as assigned.
• Create and update presentations and deliver content in assigned Phase I and II classes.
• Develop, lead and manage regional training and development initiatives, i.e. deliver Integrity Behavioral Styles Training to field sales.

Required/Preferred Education and Experience

• Bachelor's degree required.
• Two or more years experience working in clinical environment preferred.
• Two or more years working in sales, training and/or mentoring role required.
• Experience in the medical products industry preferred.
• Two or more years with successful sales history required.
• Must have dedicated coaching/training experience.
• Must have experience and proficiency calling on physicians in an office or hospital setting.
• Clinical knowledge of/experience with ECG interpretation, basic cardiac anatomy and physiology, etc. preferred.

Knowledge, Skills and Abilities

• Must have a history of success in sales.
• Must have dedicated coaching/training experience.
• Excellent facilitation and presentation skills, able to effectively engage small and large scale audiences with diverse backgrounds.
• Must be comfortable calling on physicians in an office or hospital setting.
• Must be self-directed, work autonomously, and follow company SOP's.
• Ability to edit and create Word documents containing graphics, manage spreadsheets, prepare presentations, send and receive e-mail, obtain information from the internet, etc.
• Computer Applications: Microsoft Word, Excel, PowerPoint, Access, and Outlook and audio-visual equipment.
• Good communication and phone skills, which includes the ability to communicate effectively and professionally at all levels within the organization as well as directly with TMs/ATMs, RMs, and ADs.
• Ability to prioritize assignments while working on various projects simultaneously.
• Proficient with small and large scale project management experience with the ability to prioritize assignments while working on various projects simultaneously.

Travel Requirements

90% travel. This role requires travel 2-3 days a week to work with TMs/ATMs in their territories.