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Hospital System Director
3 months ago
CMS
At ZOLL, we're passionate about improving patient outcomes and helping save lives.
We provide innovative technologies that make a meaningful difference in people's lives.
Our medical devices, software and related services are used worldwide to diagnose and treat patients suffering from serious cardiopulmonary and respiratory conditions.
The Cardiac Management Solutions division of ZOLL Medical Corporation develops products to protect and manage cardiac patients, including the LifeVest wearable cardioverter defibrillator (WCD), the ZOLL cardiac monitor, and associated technologies.
ZOLL has been Pittsburgh's Manufacturer of the Year, one of Western PA's Healthiest Employers, and even one of Pittsburgh's Coolest Offices.
Job Summary
As a valued member of our North American Sales management team, the Institutional Account Director (IAD) will be responsible for advancing ZOLL's strategic position within assigned Key Accounts, Multi-Facility Health Systems, and Healthcare Networks (IDNs).
The Institutional Account Director will be charged with gaining clinical and administrative support for ZOLL's LifeVest in pursuit of well-defined single sales objectives.
This individual, in collaboration with the Area Director, Regional Managers, and Territory Managers, will hold primary responsibility for development and implementation of conceptual and strategic strategies, within targeted accounts/IDNs to ensure successful business outcomes.
Essential Functions- Sells the clinical value in protecting patients at risk of Sudden Cardiac Arrest
- Penetrate the top levels of assigned accounts to gain support for ZOLL Solutions from hospital senior management down to all decision makers and influencers. This includes CEO, COO, CFO, CMO, CIO, CNO, CQO, and other influential individuals as necessary.
- Supports clinical sales message with Interventional Cardiologists, Electrophysiologists, General Cardiologists, Hospitalists, and physician extenders (PA, APRN)
- Identifies key decision makers and influencers in the creation of standard order sets and discharge protocols
- Gains support of clinical KOLs within the accounts, hospital system IT groups, and C Suite management
- Works as a team with the Territory Managers, Regional Managers and Area Directors to drive demand within targeted accounts, and to leverage that demand to influence institutional support for LifeVest
- Negotiates and Executes IDN level Hospital Payment Agreements in target accounts
- Leverages clinical support and workflow benefits to influence hospital IT groups to accommodate and enable electronic ordering via EMR/EHR
- Create the opportunity for cross-over selling across ZOLL market segments by selling the ZOLL One Solution and promoting all ZOLL products. This includes LifeVest, TMS, EMS and ZOLL Data Solutions; to create incremental revenue and to strategically advance ZOLL's position in the market
- Bachelor's Degree required
- Must have at least 10 years of successful selling experience into the US healthcare markets required
- Extensive experience in selling into complex hospital systems, Integrated Delivery Networks, and Veterans Affairs hospitals
- Experience in communicating value benefits associated with hospital decision making required
- Valid state driver's license Required
- Advanced computer skills, including general understanding of EMR systems
- Organization and Time Management skills
- Valid state driver's license required
- Ability to read and interpret complex documents such as contracts, policies, procedure manuals, and operating and maintenance instructions. Ability to write reports and correspondence. Ability to speak effectively before groups of customers or employees of the organization.
- Demonstrated success selling concepts and solutions at the administrative levels of a healthcare organization
- 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 occasionally lift and carry up to 25 pounds.
- Must be able to drive an automobile and will be required to travel by train or airplane regularly.
- 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 is a field based position. Employee is expected to work collaboratively with team members, as well as able to work independently with limited supervision. Work will require significant computer and telephone work.
Our employees are inspired by a commitment to make a difference in patients' lives, and our culture values innovation, self-motivation and an entrepreneurial spirit.
Join us in our efforts to improve outcomes for underserved patients suffering from critical cardiopulmonary conditions and help save more lives.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
