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Military Business Development Manager - EMEALA

Military Business Development Manager - EMEALA

Job ID 
2017-1050
Job Locations 
DE-Cologne 
NL-ELST 
Category 
International Operations
Type 
Full-Time/Regular

More information about this job

Overview

ZOLL Medical is a growing, innovation-driven company on the forefront of delivering medical devices to save lives, and software solutions to improve efficiency. With customers in more than 140 countries, we continue to expand our reach, as well as our product offerings. Hospitals, emergency medical services (EMS), and others trust us to provide high-quality products and exceptional customer service. ZOLL products are used every day across the globe to save the lives of people who suffer sudden cardiac arrest. From Real CPR Help® technology—an industry first—to the world’s only wearable defibrillator, our capabilities and features set us apart. But none of this would be possible without the motivation and dedication of ZOLL employees, and we’re invested in their success.

 

We offer competitive salaries and a comprehensive benefits package. Join our team. It’s a great time to be a part of ZOLL!    

Responsibilities

Spearhead ZOLL’s military sales strategy in EMEALA to build substantial share of the addressable EMEA military market for ZOLL’s portfolio of products

  • Build ZOLL’s military business by both share gain and market development across selected geographies of EMEA, and Latin America
  • Develop and implement sales strategy
  • Work in collaboration with Business Partner managers to build, nourish and develop effective network of military business partners to ensure maximum coverage of addressable market
  • Manage P&L budget and achieve revenue, margin, OPEX and contribution targets
  • Develop and execute plans to achieve the above
  • Work in collaboration with North American Government Sales Team to leverage experience and best practice and ensure joined up approach to NATO
  • Work in collaboration with Country Managers and BP Managers to ensure that military business gets the support it requires both pre- and post-sales and that any synergies are maximised and a collaborative working atmosphere fostered
  • Build and leverage network of key contacts and KOLs across EMEALA militaries
  • Become subject matter expert on key players in and dynamics of military procurement processes across EMEALA
  • Choreograph ZOLL resources into account teams to develop and execute account strategies
  • Organise post-sales resources to maximise customer satisfaction
  • Manage RFIs, quotes and tenders
  • Leverage CRM system to ensure pipelines are built and managed and plan, monitor and deliver required activity levels in terms of quantity, direction and quality to achieve targets
  • Develop, implement and monitor effectiveness of tactical plans for achieving required levels of military business
  • Ensure required levels of customer satisfaction in territory are achieved and maintained
  • Work with Marketing to ensure marketing programmes are effectively executed to maximise revenue generating potential and ZOLL’s profile is maximised in military market
  • Interactions with colleagues in ZOLL:
  • Develop effective relationships with colleagues in EMEA and Latam teams, HQ and NA Gov’t Sales Team to ensure business potential and customer satisfaction are maximised and a winning, professional, supportive culture of continuous improvement is fostered
  • Provide feedback as requested by colleagues in a timely and professional manner

Qualifications

  • Commercial
    • Strategic awareness
    • Strong sales leadership skills
    • Strong awareness of sales strategy and building market share
    • Strong commercial edge
    • Continuous improvement mind-set
    • Track record of strong sales executions
    • Time management and personal organisation skills
    • Negotiation skills
    • KOL development skills
    • Strong interpersonal skills
    • Presentation skills
    • Appreciation of capital sales process and cycles
    • Closing and finishing skills
    • Influencing skills

     

  • Personal
    • Strong ethics
    • High personal standards
    • High self-discipline
    • Drive and will to win
    • Team player
    • Self-motivation
    • Tenacity and resilience
    • Assertiveness
    • High calibre and personal credibility
    • Competitiveness
    • Discernment
    • High levels of energy
    • Ability to inspire and energise others

     

    Experience:

    • Recent working knowledge of international military healthcare system to include-
      • Must have served in Military (essential)
      • current relationships with key military KOLS
      • establish business partners aligned with respective country military procurement process
      • recent experience selling to military healthcare system (desirable)
      • knowledge of process driving military requirements and acquisition process
      • acquisition, procurement and effective proposal writing
      • current experience working with NATO; NSPA a plus
    • previous execution of successful sales strategy resulting in significant competitive military win
    • Undergraduate degree
    • 5-year plus Military capital equipment sales (desirable)
    • Highly specified/premium priced products
    • Working for a growth company with highly/specified/premium price
    • Taking share from a market leader
    • Track record of sustained, strong sales execution
    • Languages – Fluency in written and spoken English/Spanish essential plus one other European language like French highly desirable

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.

 

EOE/Minorities/Women/Vets/Disabled