Acute Care Technology
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 Acute Care Technology division of ZOLL Medical Corporation develops and delivers innovative lifesaving products and software solutions to EMS, hospital, public safety, and military customers globally. Products include AEDs, trauma kits, ventilators, temperature management solutions, and more. Our dedicated employees take pride in their commitment to improving patient outcomes while delivering world-class customer service.At ZOLL, you won't just have a job. You'll have a career-and a purpose.Join our team. It's a great time to be a part of ZOLL!Essential Functions
Today the ALS customer is a complex & multi-layered business with an increasing number of stakeholders & influencers. Payers, patients & policymakers are looking for companies that offer real value-added solutions. We are looking for a Strategic Account Manager (SAM) for the Latam Region to further develop the business at the highest echelons of ALS customers, working up to CEO/Senior Government Officers level and developing mutually beneficial relationships with Key Accounts 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 candidate must show team leadership, project management, and sales experience.
The Goal
To maximize our chances of winning large strategic projects in Latin American ALS accounts by creating and executing plans that are focused on solving the customer problem using our technology, therefore improving our direct contact with the account at the highest levels and increasing their satisfaction with ZOLL.
The SAM reports to the Regional Director, LATAM.
The ALS SAM as the project owner, will develop, lead, manage, and coordinate the implementation of the strategic account plan in alignment with ZOLL's commercial strategy.
Strategic Account Criteria for a Country, Segment or Region:
It is the institution that influences and/or sets the standard of care and purchasing standards for others
It is considered to be one of the largest Hospitals or EMS system.
It is considered to be the institution that sets the example for others
It is considered to be the premier institution in its specialty or in its network
Number of Projects:
Should not have more than 4 active projects in any particular month
Can manage additional projects that are on the planning stage or at a pause
Maximum of 12 projects Annually
Key areas of responsibility:
Create and coordinates implementation of the account plan with short and long-term objectives, along with a clearly defined strategy. The plan It must also include clear tactical steps and metrics necessary to achieve them.
Coordinate a total solution offering with focus on ZOLL differentiators (HQCPR, Data and Data Transmission, full product offering, local support, and educational resources).
Manage all stages of the strategic account plan by using leadership skills, coaching skills, and influencing methods.
Build an in-depth understanding of the assigned customers to align their goals and initiatives with ZOLL`s solutions to achieve sustainable growth and development of the account.
Lead multiple cross-functional teams to ensure we meet sales objectives and performance goals within the strategic account.
Coordinate resources to deliver appropriate Value-Added solutions for assigned accounts and lead the internal team for each project. Collaborate with internal stakeholders to deliver solutions to customers, including but not limited to: Area Managers, Regional Managers, Product and deployment specialists, Medical, Clinical, Education, Marketing, Product Management, Sales Engineering, Service, Regulatory, Compliance, and Legal to direct and execute account strategies.
Accountable for close and timely communication with the team referenced above and with the senior leadership of EMEA LATAM region for effective solution of challenges. Schedule team meetings to discuss progress and agree on next steps on appropriate frequency for the desired movement of the project.
Understand the needs and goals of the assigned clients and use that to improve or maintain ZOLL Medical's position within the customer to meet or exceed expectations.
Build strong relationships with government and other external organizations that regulate and recommend medical device technology, including organizations that specify products for purchasing, such as the local Ministry of Health.
Build strong relationships with the Area Manager to continuously identify customers that can be considered strategic accounts.
Continually identify and drive ZOLL Medical customer interactions to maximize our potential in an immature market by highlighting our technical and clinical advantages.
Articulate and sell the ZOLL Medical value proposition tailored to strategic accounts and look for ways to make it meaningful, creating an environment of transparency and camaraderie with the customer.
Regarding the BP support, work closely with the Area Manager responsible for the account; recommend areas for their improvement, training, and development.
Work closely with the sales organizations across the LATAM region to direct activity leading to winning the most significant opportunities.
Provide feedback of environmental knowledge, market intelligence, and sales opportunities to sales and marketing colleagues internally on an ongoing basis and be proactive in their approach to delivering this.
Master Miller Heiman's Conceptual and Strategic Selling skills and use the concepts and ideas as part of your opportunity management with each Area Manager in your region.
Plan to spend 70% of the time in the field with Area Managers on strategic accounts and collaborate with an account's Area Manager, and Business Partners regularly on strategy, next steps, and forecast details.
Keep up to date with areas such as (but not exclusive to) market trends and focus on changes in funding, service delivery, policy changes, and healthcare hubs that may affect the implementation of the ZOLL Medical Commercial Strategy in Latam. Present account reviews to senior management biweekly, or at least monthly.
Build relationships and develop fluid communications with the different departments in HQ that affect the customer experience, such as Operations, Technical Service, Product Management, logistics, and creative fFinancing for creative terms and options.
Help build strong and lasting relationships with customers by being proactive and empathetic. Use data for problem resolution and bridge the gap between the customer and the business, knowing when to advocate for the customer.
Desired Experience/qualifications
A proven track record of success in the Healthcare market, including strong knowledge of Capital Equipment sales.
Proven Leadership Skills
Strategic Thinker
Knowledgeable of ZOLL product offerings
Experience leading cross-functional teams
Excellent communication skills in Spanish and English languages. Portuguese is a plus.
Influencer and Role Model
Results oriented
Coach/Mentor
A successful track record as a Strategic Account Manager, Business Partner Manager or Area Manager in Medical Devices or in an equivalent B2B market. LAMP expertise is a plus.
Selling complex systems, concepts, and solutions in a selling environment that involves multiple decision makers at accounts of significance
Educated to Degree level with exceptional communication, negotiation, and account management capabilities.
Excellent problem solver with a collaborative approach to account management.
Internal Candidate preferred
Located in Latin America
Other Duties:
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities will be reviewed periodically as duties and responsibilities change with business necessity. Essential and marginal job functions are subject to modification.
ZOLL Medical Corporation appreciates and values diversity. We are an Equal Opportunity Employer M/F/D
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's 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.
