Distribution Manager Hospital - North LATAM

at  ZOLL Medical Corporation

Resuscitation
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. 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!

JOB SUMMARY

Drive sales and Distribution Management for our hospital products in the territory consisting of Mexico, Central America and the Caribbean. The job location will be in preferably Panama. You will report to the Director – Latin America.

REQUIRED/PREFERRED EDUCATION AND EXPERIENCE

• Bachelor’s degree in a related field is desirable (i.e. Biomedical engineering, etc.)
• Minimum experience of 10 Years within Indirect (distribution) and direct sales management healthcare market.

KNOWLEDGE, SKILLS AND ABILITIES

• Strong commercial edge.
• Continuous improvement mentality.
• Strong strategic and tactical selling and relationship building skills.
• Commercial judgement and acumen.
• Time management and personal organization skills.
• Persuasion and influencing skills.
• Exceptional negotiation, communication, and presentation skills.
• IT competence (MS Office).
• Strong understanding of the industry and market trends, as well as our products and services.
• Demonstrable capacity to understand and present medical devices to distributors and end customers.
• Demonstrable capacity to understand and convey complex technical information.
• Graduate level education.
• Strong ethics and integrity.
• Resilience.
• High energy.
• Passion.
• Finishing and execution skills.
• Dynamism and action orientation.
• Positive can-do attitude.
• Drive and will to win.
• Effective communication skills.
• High personal standards.
• Tenacity and resilience.
• Assertiveness.
• Personal credibility.
• Competitiveness.
• Excellent problem-solving and decision-making abilities.
• Individual must be willing to travel up to 50% of time including internationally.
• Market development experience
• Experience in selling premium products will be valued.
• Experience in working for a growth company.
• Experience in the Mexican market (hospital) is highly desirable.

TRAVEL REQUIREMENTS

• Individual must be willing to travel up to 50% of time including internationally.

ESSENTIAL FUNCTIONS

• Provide leadership and contribute to growing sales in the territory of Mexico, Central America and Caribbean.
• Provide strategic perspective, distribution management and sales support to the distributor´s sales team.
• Maintain an accurate Book of Business in Salesforce.com
• Compile and deliver order and sales forecasts, experience in CRM (Sales Force) tools will be valued.
• Develop strong relationship with Business Partners and seek to understand their business model, and propose changes or additions that will result in increases of ZOLL products.
• Responsible for maintaining short range and long-term plans for developing sales within the assigned territory. These plans include annual business plan and strategic selling analysis (Blue Sheets).
• Evaluate weaknesses in the distribution plan for the territory and address by improving reach of existing distributors or signing up new distributors to improve coverage.
• Evaluate performance of business partners and plan to replace or improve weak channels.
• Launch new products, and secure product registrations for all products for sale in the territory.
• Develop and implement sales, clinical and marketing strategy to maximize revenue and profit potential in the market segment: hospital, including customers in the military, government and private hospitals and clinics.
• Build on the strong market presence already established in key market segments and further strengthen ZOLL’s reputation in the market as a premium supplier with a strong reputation for leading edge technology and high customer satisfaction.
• Plan for registering all ZOLL products appropriate for sale in the territory.
• Develop strong working relationships with key Opinion Leaders and end customers in the region.
• Become a company expert and resource on both ZOLL and competitive products.
• Provide sales and in-service training in ZOLL products to our distributor.
• Deliver compelling sales presentations and demonstrations to potential clients, showcasing the value and benefits of our offerings.
• Assume and own end customer management in accounts that are considered strategic to ZOLL.
• Developing effective relationships with colleagues to ensure business potential and customer satisfaction are maximized and a winning, professional, supportive culture is fostered.
• Provide feedback as requested by colleagues in a timely and professional manner.
• Ensure agreed actions are followed up in a timely fashion.
• Close engagement with other segment managers such as EMS Manager, PS Manager, and Strategic Account Manager.

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

• Standing - Occasionally
• Walking - Occasionally
• Sitting - Constantly
• Talking - Occasionally
• Hearing - Occasionally
• Repetitive Motions - Frequentl