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Associate Territory Manager

2 months ago

Ann Arbor, United States ZOLL Medical Full time

CMS, Softaid.local

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.

Heart disease is the leading cause of death for both men and women in the U.S. At ZOLL, your work will help to ensure cardiac patients get the life-saving therapy they need. To date, the LifeVest WCD has been worn by hundreds of thousands of patients and saved thousands of lives.

ZOLL has been Pittsburgh's Manufacturer of the Year, one of Western PA's Healthiest Employers, and even one of Pittsburgh's Coolest Offices. But it's our unique opportunity to impact people's lives that makes ZOLL the ideal place to build your career.

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
  • Minimum of 1 year of sales experience, either in a strong B2B, pharmaceutical, or medical device setting or at least 2 years of relevant clinical experience or Medical Device or relevant pharmaceutical field support required.
  • 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.


ZOLL is a fast-growing company that operates in more than 140 countries around the world. 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.

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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.