Territory Manager (Southern CA)
ZOLL Medical Corporation
Summary
This position is a field-based sales role responsible for the execution of commercial strategies within an assigned geographic area, with a primary focus on the identification, development, and activation of Central Sleep Apnea (CSA) programs. This position involves direct engagement with healthcare providers, hospital systems, and sleep centers to support program adoption and drive therapy utilization. The Territory Manager is accountable for meeting sales targets, managing accounts, and coordinating cross-functional resources to ensure successful territory development and long-term customer satisfaction.
Job description
Essential Functions
- Open new Central Sleep Apnea programs to include the Heart Failure Specialists, Electrophysiologists, Sleep Center Physicians, and associated clinic staffs.
- Meet with existing and potential customers (e.g., physicians, physician office groups at hospitals, hospital administrators, reimbursement specialists) by traveling (in an automobile or airplane) to identify their clinical needs, goals, and constraints related to patient care and to demonstrate how company products can help them achieve their goals.
- Develop relationships with hospital personnel (e.g., through conversation, meetings, participation in conferences) to make new contacts in other departments within hospitals and identify key decision makers in order to drive future sales.
- Train customers at multiple levels of the hospital on the prevalence of moderate to severe CSA, the need to screen for potential patients, how to efficiently get patients into the screening pathway, and how to properly titrate the therapy to optimal levels.
- Demonstrate a strong understanding of the reimbursement dynamics associated with launching a new therapy and the ability to have a value-based sales conversation with economic buyers.
- Support unit implants in the labs and operating room of hospital accounts and performing patient follow-up to assure customer and patient success with the implanted products.
- Respond to customer needs, questions, and concerns regarding products and service.
- Exceed all quarterly sales quotas that may be designed around specific metrics for company objectives.
- Manage the company's resources within the company guidelines and governmental regulations.
- Be available for calls after normal working hours as needed by the customer/company.
- Maintain current vendor credentials to access customer facilities.
Required/Preferred Education and Experience
- Bachelor's Degree or relevant experience
- 5+ years as a high-performing medical sales representative with experience in program building
Knowledge, Skills and Abilities
- Demonstrated organizational and project management skills
- Excellent interpersonal skills with the ability to build relationships at all levels of the organization
- Clear and effective communication skills, both written and verbal
- Collaborative mindset and ability to work well within a team
- Willing to take responsibility and act independently, when necessary, with strong problem-solving abilities
Travel Requirements
- Ability to travel (including overnight stays) 30-50%; travel may vary based on territory and business needs
Requirements
- Bachelor's Degree or relevant experience
- 5+ years as a high-performing medical sales representative with experience in program building
- Demonstrated organizational and project management skills
- Excellent interpersonal skills with the ability to build relationships at all levels of the organization
- Clear and effective communication skills, both written and verbal
- Collaborative mindset and ability to work well within a team
- Willing to take responsibility and act independently, when necessary, with strong problem-solving abilities
- Ability to travel (including overnight stays) 30-50%
Benefits
- Comprehensive benefits plans
Company overview
ZOLL Medical Corporation, an Asahi Kasei Group company, is a global leader in acute critical care medical devices and software solutions. Founded in 1980 and named after Dr. Paul Zoll, the pioneering cardiologist known as "The Father of Modern Cardiac Therapy," the company develops innovative technologies that advance emergency care and save lives. ZOLL provides a comprehensive portfolio of medical devices and software solutions including defibrillators and cardiac monitors, CPR feedback systems, therapeutic temperature management devices, ventilation equipment, and sleep apnea diagnostic tools. The company's products are used worldwide by healthcare professionals, EMS and fire personnel, and lay rescuers to treat patients with serious cardiopulmonary and respiratory conditions. ZOLL's flagship products include the LifeVest wearable cardioverter defibrillator, which has protected over one million patients, and the remedē System for treating central sleep apnea. With a focus on improving clinical outcomes and operational efficiencies, ZOLL combines cutting-edge technology with comprehensive training and support services to empower medical professionals and improve patient care across the continuum of emergency response and critical care.