[Hiring] Area Field Sales Trainer @ZOLL Medical Corporation

Role Description

The Area Field Sales Trainer sets the standard for excellence among ZOLL ACT Territory Managers. The Field Sales Trainer is responsible for mentoring new and existing EMS Territory Managers with the goal of improving their product positioning, selling skills, objection handling, business acumen, customer orientation and overall sales performance against their quota and business objectives outlined by sales leadership.

• Work directly with EMS Sales Leadership, EMS Training Manager, and EMS Hiring Manager to create a comprehensive plan to prepare new EMS Territory Managers for a successful career at ZOLL.
• Work directly with EMS Sales Leadership and EMS Reporting Regional Managers to create a comprehensive plan for existing tenured Territory Managers to keep up their skills and expand their growth to more complex selling models and strategies.
• Assist new TMs and ensure existing TMs have created short-term and long-term plans for developing sales in their territory, including business plans, time and territory management, uncovering new business opportunities, and developing and keeping up to date an adequate pipeline of potential sales to meet territory sales expectations.
• Ensure Territory Managers maintain organized account records, including account profiles and compliance with activity documentation in the company CRM, Salesforce.com.
• Assure Territory Managers meet the standard for product knowledge, sales demonstration, and post-sale deployment and in-servicing skills.
• Emphasize the value of The One ZOLL Advantage (TOZA), how it benefits both customers and the TM, and introducing the TM to their TOZA counterparts.
• Complete all Field Sales Trainer documentation requirements in a timely manner including New Hire Checklists, Field Visit Reports, and Virtual Training Logs.
• Inform Hiring Manager and Training Manager of any training challenges or if further resources are needed to help the TMs succeed.
• Prepare and conduct New Hire Sales Training in the classroom as required throughout the year.
• Coordinate and participate in field visits with all area TMs on an appropriate rotation.
• Comply with all ZOLL policies and standards.
• Any other job responsibilities as assigned by management and subject to modification.

Qualifications

• Bachelor's Degree required
• 8-10 years of outside medical device sales experience preferred
• Any relevant direct training experience

Requirements

• Excellent communication and leadership skills
• Professional and ethical behavior and character
• Ability to facilitate conversations and provide balanced feedback
• Full compliance with all activity and documentation standards
• Track record of proven sales success
• Successful completion of any sales training programs, like Corporate Visions, Strategic Selling and Conceptual Selling programs
• Exceptional Organizational/Territory Time Management skills
• Demonstrated knowledge of both ZOLL and competitive products
• Basic technical and clinical knowledge to speak competently about ZOLL products and supporting clinical data
• Intermediate computer skills including the use of Microsoft OneNote and Teams

Travel Requirements

• At least 60% travel is expected to be working in the field with sales reps along with 2 meetings per quarter to the corporate office in Chelmsford MA

Physical Demands

• Standing - Occasionally
• Walking - Occasionally
• Sitting - Constantly
• Lifting - Occasionally (25lb)
• Carrying - Occasionally (25lb)
• Talking - Occasionally
• Hearing - Occasionally
• Repetitive Motions - Frequently

Benefits

• The annual salary for this position is: $130,000.00 to $200,000.00
• Factors which may affect starting salary include geography, skills, education, experience, and other qualifications of the successful candidate.
• Details of ZOLL's comprehensive benefits plans can be found at www.zollbenefits.com .