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The Acute Care Technology division of ZOLL Medical Corporation is focused on "beating heart" therapies for hospitals. Post-cardiac arrest, STEMI heart attack, and severe fever are some of the applications of ZOLL's unique devices.

Job Summary

We are looking for a Strategic Account Manager (SAM) to further develop the business in the higher echelons of large government and private hospitals, and healthcare buying groups. Working up to C-suite level to develop mutually beneficial relationships with hospitals and healthcare organisations, with relevant stakeholders for ZOLL Medical to become the preferred long‐term strategic partner. The SAM will have a “hunger” to continually drive profitable sales and market share growth for ZOLL Medical. The SAM will develop, lead, and implement the strategic account plans in line with the ZOLL Medical commercial strategy.

The Hospital Strategic Account Manager will advance ZOLL's strategic position within important government and private hospital groups, strategically important geographies, important competitive accounts, and selected industry groups. The SAM will collaborate closely with Business Partners, Business Partner Managers, Senior Director, and other internal stakeholders.

Approx 70% travel expected in the MEA region

10 years proven success of selling capital equipment is essential

Fluency in English, Arabic and French are expected

Required/Preferred Education and Experience​

• Relevant Bachelors degree

• 10+ years of success in capital sales, selling into EMS, Hospital, or healthcare markets. Selling complex systems, concepts, and solutions in a selling environment that involves multiple decision makers at accounts of significance required

• Experience of working with distributors and/or Business Partner Management essential

• A successful history as a Strategic Account Manager, Account Manager or Senior Territory Manager in Medical Devices

Candidates must be able to.

• Manage and grow an assigned list of accounts

• Build an in-depth understanding of target ‘strategic accounts’ to align ZOLL Medical solutions with the needs and strategic goals of the customer and business partners

• Gather comprehensive information on budget process, funding source and timeline, contracts, competitive preference, product requirements, strategic direction, and Buying Influences

• Extensive understanding of the capital sales process and customer buying process is essential. SAMs are required to support and coach our sales team/BPs in navigating these processes throughout lengthy sales cycles to ensure that ZOLL is positioned effectively

• Support our sales teams by conducting regular reviews of their Miller Heimann Blue Sheets. The ability to critically assess and make recommendations of blue sheets is desirable

• Conduct frequent in-depth strategic account reviews with individual BPs and BP Managers to ensure incremental progress against the strategic plans. Identify red flags, strengths and agree actions

• Conduct monthly strategic account reviews with the BP Managers and the SAM programme manager

• Present account reviews to senior leadership at regular intervals

• Identify key, high influence contacts in each account and develop relationships to gain support for ZOLL and the ZOLL vision

• Build strong relationships with a broad range of key buying influences to secure long-term sales growth. The (SAM) is required to take ownership of the non-clinical stakeholder mapping in ‘target accounts’ and understand how the internal goals and ‘fields of play’ impact ZOLL’s strategic plans

• Maintain ownership of the account management strategy and delivery

• Work closely with the sales support functions across ZOLL Medical by leading tender submissions, ensuring acceptance and longevity

• Strategically co-ordinate internal resources to deliver appropriate value propositions for allocated strategic accounts and lead a team internally for each opportunity. Collaborate with internal stakeholders to deliver solutions to customers including, but not limited to; BPs, BP Managers, product management, clinical and deployment specialists, data sales engineers, bids and contracts, compliance and legal to direct and execute account strategies

• Develop opportunities to sell cross-divisionally within ZOLL cross-sell different ZOLL market segments (including Data, Ventilation, Central Monitoring Systems (CMS) and Circulation to strategically advance ZOLL's position in the market and create incremental revenue

• Provide continuous feedback of environmental knowledge, market intelligence and sales opportunities to sales and marketing colleagues internally on an ongoing basis and be initiative-taking in their approach to delivering this

• Responsible for maintaining accurate account records in the company CRM, Salesforce.com.

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