Market Specialist

Job Summary

Responsible for sales and distribution of all ZOLL automatic external defibrillators (AEDs), Cardiac Science, and Mobilize Rescue Systems, Tracking Software and accessories into the Education (K-12 & University/College) and Utility Market segment. This is a high-impact, hunter-focused role responsible for creating new demand, building and advancing a robust pipeline, and closing large, complex opportunities. Sales are executed through distribution partners; however, this role leads from the front—creating opportunities, driving urgency, and owning outcomes.

Essential Functions

• Aggressively prospect and develop new business opportunities across K-12 school systems, utilities, and industrial accounts within the assigned territory
• Identify, profile, and penetrate key target accounts including large school districts, state systems, Universities, and major utility organizations
• Lead strategic opportunities from initial engagement through close by owning the sales process, driving urgency, and ensuring successful execution
• Execute a disciplined sales methodology including qualification, stakeholder alignment, value positioning, and closing
• Develop and maintain deep expertise in K-12, University, and utility market dynamics, including funding sources, legislation, compliance requirements, and purchasing cycles
• Leverage market tailwinds (grants, mandates, budget cycles) to accelerate deal timelines and create urgency
• Support and align with Channel Partner Managers (CPMs) and distribution partners to drive coordinated execution while maintaining control of the opportunity
• Generate and deliver effective sales presentations and product demonstrations tailored to end-user needs
• Develop and maintain strong knowledge of competitive products and positioning within the Public Safety market
• Assist with product implementation, in-service training, and post-sale support as needed
• Participate in relevant trade shows, industry events, and vertical-specific engagements to build pipeline and brand presence
• Maintain accurate and timely records in Salesforce, including opportunity management, forecasting, and activity tracking
• Collaborate with internal teams (sales support, marketing, service, and leadership) to ensure a seamless customer experience
• Comply with all company policies and procedures regarding sales operations, reporting, and conduct

Required/Preferred Education and Experience

• Four-year BS/BA college degree and or a minimum of five years of experience selling capital equipment through distribution required
• Bachelor's degree (or equivalent combination of education/training and experience) required
• 5 – 10+ years in B2B sales with a proven track record of prospecting and closing new business is preferred
• Previous business-to-business sales experience in the capital equipment industry preferred
• Previous experience using Salesforce.com or another CRM software required
• Previous experience in the selling capital equipment into the Education and/or Utility market is preferred

Knowledge, Skills and Abilities

• Solid understanding of the mechanics and nuances of working with distributors
• Proven ability to create strong professional relationships
• Superior verbal and written communication skills including the ability to communicate with all levels of management and across an organization
• Excellent presentation and organizational skills
• Excellent attention to detail
• Experience in Microsoft Office
• Negotiation skills
• Strong ethics and integrity
• Drive and the will to win
• Results Oriented with High Standards

Travel Requirements

70% of time