Senior Clinical Sales Specialist

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.

ZOLL Itamar is an innovative medical device technology company that focuses on the development and manufacturing of Home Sleep Apnea Tests to aid in the diagnosis of respiratory sleep disorders. Our core product is the WatchPAT family, a revolutionary FDA-cleared portable home sleep apnea test device, that is based on proprietary signal and analysis. 80% of patients who have sleep apnea are undiagnosed. We are committed to reach those undiagnosed patients and provide testing to promote wellness and enhance overall quality of life. WatchPAT is commercially available within major markets including the U.S., Japan, and Europe, and is the leading home sleep apnea test in the US. ZOLL Itamar's corporate headquarters, research and development and manufacturing are located in Israel with U.S. headquarters based in Atlanta, GA.

Job Summary

The Senior Clinical Sales Specialist is responsible for developing and maintaining mega-account relationships and management of those relationships in relation to ZOLL Itamar products and services, along with the Regional Sales Managers. The position is responsible for building and maintaining relationships with new and existing customers, and where possible, identifying and expanding opportunities to increase utilization and revenue. The Senior CSS will also be responsible for working with other Clinical Sales Specialists on the team to lead and train as necessary and working with the Regional Sales Managers regarding what facilities, physicians and/or staff need medical education and/or misc. trainings.

Senior Clinical Sales Specialists engage in clinical selling activities, including delivering the clinical value proposition, advancing customers across a brand belief continuum.

Essential Functions

Sales & Marketing Support

• Act as the Client's Lead for ongoing strong account implementations (which are technically supported by the CTS)

• Stay abreast of current trending and act as the "subject matter expert" to the Facility/HealthCare provider and staff

• Establish professional working relationships with Health Care Providers (GE, MLP, IM, Nurse), decision makers, support staff, and influencers within assigned customers, to support the use of the company's products - through developing and applying clinical and business expertise, and effective selling skills.

• Develop and deliver a targeted sales message based on accurate clinical information, utilizing approved marketing materials and medical reprints to support the patients, and discuss therapeutic strategies to inform and influence decision makers.

• Assist other Itamar staff in client efforts including but not limited to marketing strategies at the local level, leveraging resources appropriately and working successfully with company team members and counterparts to share ideas and information to enhance business results.

• Serve as a successful and effective Itamar representative to physicians and support staff regarding Itamar products, service, and support.

• Responsible for social networking, cold calls, and other methods in order to source new sales opportunities.

• Meet with existing and potential clients (e.g., physicians, physician office groups at hospitals) by traveling to identify their clinical needs, goals, and constraints related to patient care and to discuss and demonstrate how Itamar Medical's products can help them to achieve their goals.

• Coordinate potential customer product evaluations and demonstrations with Itamar Region Sales Managers & CSS management.

• Develop and maintain relationships with healthcare personnel to make new contacts in other departments within the hospital and to identify key decision makers to facilitate future sales.

• Respond to customer needs and complaints with a sense of urgency regarding products and service by developing creative and feasible solutions or working with other related personnel (e.g., sales, marketing, technical support) to develop optimal solutions.

• Assist in giving clinical presentations and provide support at trade shows, seminars and/or outside symposiums.

• Understand national, regional and territory sales objectives of Regional Sales Managers and overall, Company goals

• Communicate daily with Itamar colleagues any new developments in the marketplace (competitive, product, customer, training needs, needs, wants, wins/losses, etc...)

Reporting and Administration

• Update Regional Sales Managers and Clinical Technical Specialists along with other current/new staff positions concerning productivity and notify them immediately regarding issues or problems requiring follow-up.

• Communicate to Clinical Technical Specialists and Regional Sales Managers which facilities/physicians/staff need new and/or additional training and/or tech support.

• Submit all required reports on a timely basis.

Other

• Perform other job-related duties and responsibilities as may be assigned from time to time

Required/Preferred Education and Experience

• BA/BS Degree in Cardiovascular, Life Sciences, Biomedical Engineering, Exercise Physiology or Nursing required

• Minimum of (5) years' work experience in medical device or related field required and

• Cardiovascular or Pharma preferred and

• Hospital/clinic-based support preferred and

• Completion of an accredited program/degree in respiratory care preferred and

• Successful proven track record with sales projects, assignments and providing clinical and relationship management support to physicians and staff required and

• Experience working with VA hospitals and the VA System and or large managed care organizations (i.e, Kaiser) helpful required and

• Four years minimum of CRM or Salesforce required

Knowledge, Skills and Abilities

• Excellent organization and time-management skills.

• Outstanding ability to multi-task and prioritize work.

• Possess the above average communication skills to keep the circle of Regional Sales Managers, Clinical Technical Specialist and customers updated with current account information, needs and wants.

• Familiarity with clinical reimbursement, and managed care policies and procedures is highly desirable.

• Ability to make good business judgments and decisions in relationship to efficiency and effectiveness.

• Remain within assigned territory each day to be available as unscheduled needs arise.

• Travel is required – ability to travel 50% or more

• Above average proficiency in MS Office

Special Position Requirements

• Represent ZOLL Itamar in a professional manner

• Maintain a positive attitude and exhibit patience with customer concerns or requests

• Follow all company policies regarding travel, expenses, meetings, and meals in timely manner

• Self-driven to optimize performance without the need for extensive supervision

• Possess excellent verbal and written communication skills and work effectively in a demanding, fast paced environment

• Exhibit excellent presentation skills in small and large groups situations

• Good problem-solving skills, ability to evaluate a situation and prioritize factors in decision making

• Flexible: able to follow directives and accomplish tasks outside of normal duties

• Ability to exceed accuracy and productivity goal

• Understanding of terminology and ability to share and communicate effectively within a group

• Ability to work with many different customers from varying backgrounds

• Ability to function within and support a team environment and build strong working relationships

Travel Requirements

• Travel may be required up to 60%

Physical Demands

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.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• The employee is required to sit – perhaps at long intervals of time

• The employee is required to walk frequently – travel within airports, walking in hospitals, facilities and/or client offices, etc.

• The employee will be occasionally required to climb or balance; and stoop, kneel, crouch or crawl.

• The employee must frequently lift and/or move up to 25 pounds and occasionally lift and/or move up to 40 pounds.

• Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

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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The annual salary for this position is:

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

Applications will be accepted on an ongoing basis until this position is filled. For fully remote positions, compensation will comply with all applicable federal, state, and local wage laws, including minimum wage requirements, based on the employee's primary work location.