Business Development Manager Military Sales - Germany

Resuscitation

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.


Purpose of the role:
As part of the EMEA Military team, you will have responsibility to achieve an annual military sales objective, while developing key relationships and driving procurement opportunities on an ever- expanding level. This individual will report to Director Military Sales EMEA.

The ideal candidate must speak fluent German, very good English and have a background encompassing the Military, Clinical experience and preferably (capital) Sales. Travel will be approx 70% within EMEA.

Required/Preferred Education and Experience

• Must have served in Military (highly desirable)
• Current relationships with key military KOLS.
• Recent experience selling to military healthcare system (desirable).
• Current experience working with NATO; NSPA a plus.
• Previous execution of successful sales strategy resulting in significant competitive military win (desirable).
• Knowledge of process driving military requirements and acquisition process acquisition, procurement and effective proposal writing.
• 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.

Responsibilities:

• Build ZOLL’s military business by both share gain and market development across the German region.
• Work in collaboration with EMEA Military Sales and Marketing team to build, nourish and develop effective network of military network to ensure maximum coverage of addressable market.
• Develop and execute plans to achieve the revenue target
• Assume primary responsibility for developing strategy and action plans to drive sales and market share within the Military market.
• Develop and maintain strong relationships with key thought leaders within the German Military market.
• Develop and maintain current knowledge of Germany logistics, contracting and procurement process.
• Define and influence Military requirements that increase revenue of ZOLL resuscitation products.
• Achieve targets for sales quota, expense controls, account/ market penetration, and business retention.
• Primary responsibility for management solicitation response preparation to RFI/RFQ/ Tender requests resulting in successful wins.
• Monitor and report competitive strategy in the Military market.
• Develop an annual Military Market Strategic Plan, assess and updated quarterly.
• Attend local, regional and national trade shows and sales meetings as needed.
• Build, manage and plan pipelines within the CRM System, monitor and deliver required activity levels in terms of quantity, direction and quality to achieve targets.
• Communicate, model, and monitor conformance to key company policies, standards of conduct and AdvaMed Code of Ethics.
• Maintain up-to-date profiles on all target markets, strategic sales opportunities and key business relationships.
• Develop effective relationships with colleagues in Europe Direct 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

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