Market Specialist

Advancedcirculatory; United States; On-site; USD 150,000 - 320,000; Full time

Job summary

ZOLL Medical Corporation is seeking a high-impact salesperson for the West Territory to drive AEDs, training, and related solutions into K-12, universities, and utilities. You will lead from the front, create demand with distributors, and own complex deals from qualification to close.

Ideal candidates have 5+ years in B2B capital equipment sales, experience with Salesforce, and a proven track record of building robust pipelines and winning large opportunities. Travel ~70% is required.

Qualifications

• BS/BA degree or equivalent with 5+ years in B2B capital equipment sales.
• Experience selling through distribution channels and using Salesforce.
• Proven ability to prospect, close deals, and build a robust pipeline.

Responsibilities

• Prospect and develop new business across education and utility markets within the territory.
• Lead opportunities from engagement through close, coordinating with partners.
• Deliver tailored sales presentations and product demonstrations to end users.
• Maintain accurate opportunity records and collaborate with internal teams.

Skills

Distributor relationships

Prospecting

Closing deals

Sales presentations

Education

BS/BA degree

Tools

Salesforce

Job description

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!

Territory: West Region

Job Summary

Responsible for sales and distribution of all ZOLL automatic external defibrillators (AED's), Cardiac Science, and Mobilize Rescue Systems, Tracking Software and accessories into the Education (K-12 & University/College) and Utility Market segment.

This is a high-impact, hunter-focused role responsible for creating new demand, building and advancing a robust pipeline, and closing large, complex opportunities. Sales are executed through distribution partners; however, this role leads from the front-creating opportunities, driving urgency, and owning outcomes.

Essential Functions

• Aggressively prospect and develop new business opportunities across K-12 school systems, utilities, and industrial accounts within the assigned territory
• Identify, profile, and penetrate key target accounts including large school districts, state systems, Universities, and major utility organizations
• Lead strategic opportunities from initial engagement through close by owning the sales process, driving urgency, and ensuring successful execution
• Execute a disciplined sales methodology including qualification, stakeholder alignment, value positioning, and closing
• Develop and maintain deep expertise in K-12, University, and utility market dynamics, including funding sources, legislation, compliance requirements, and purchasing cycles
• Leverage market tailwinds (grants, mandates, budget cycles) to accelerate deal timelines and create urgency
• Support and align with Channel Partner Managers (CPMs) and distribution partners to drive coordinated execution while maintaining control of the opportunity
• Generate and deliver effective sales presentations and product demonstrations tailored to end-user needs
• Develop and maintain strong knowledge of competitive products and positioning within the Public Safety market
• Assist with product implementation, in-service training, and post-sale support as needed
• Participate in relevant trade shows, industry events, and vertical-specific engagements to build pipeline and brand presence
• Maintain accurate and timely records in Salesforce, including opportunity management, forecasting, and activity tracking
• Collaborate with internal teams (sales support, marketing, service, and leadership) to ensure a seamless customer experience
• Comply with all company policies and procedures regarding sales operations, reporting, and conduct

Required/Preferred Education and Experience

• Four-year BS/BA college degree and or a minimum of five years of experience selling capital equipment through distribution required and
• Bachelor's degree (or equivalent combination of education/training and experience) required
• 5 - 10+ years in B2B sales with a proven track record of prospecting and closing new business is preferred
• Previous business-to-business sales experience in the capital equipment industry preferred and
• Previous experience using Salesforce.com or another CRM software required and
• Previous experience in the selling capital equipment into the Education and/or Utility market is preferred.

Knowledge, Skills and Abilities

• Solid understanding of the mechanics and nuances of working with distributors
• Proven ability to create strong professional relationships
• Superior verbal and written communication skills including the ability to communicate with all levels of management and across an organization
• Excellent presentation and organizational skills
• Excellent attention to detail
• Experience in Microsoft Office
• Negotiation skills
• Strong ethics and integrity
• Drive and the will to win
• Results Oriented with High Standards

Travel Requirements

• 70% of time

Compensation

The "at plan" compensation (Base Salary + Variable Incentive Compensation) for this position is:
$268,000.00 which includes a base salary of $85,000.00 and commission in accordance with the company's sales compensation plan.

Details of ZOLL's comprehensive benefits plans can be found at www.zollbenefits.com .

Applications will be accepted on an ongoing basis until this position is fi