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 the Director of 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 the Military (highly desirable).
• Current relationships with key military KOLs.
• Recent experience selling to the military healthcare system (desirable).
• Current experience working with NATO; NSPA a plus.
• Previous execution of a successful sales strategy resulting in significant competitive military wins (desirable).
• Knowledge of process driving military requirements and acquisition process, procurement, and effective proposal writing.
• 5+ years of Military capital equipment sales (desirable).
• Experience with highly specified/premium priced products.
• 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 the EMEA Military Sales and Marketing team to build, nourish, and develop an effective network of military contacts to ensure maximum coverage of the 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.
• Maintain current knowledge of Germany's logistics, contracting, and procurement processes.
• 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 update quarterly.
• Attend local, regional, and national trade shows and sales meetings as needed.
• Build, manage, and plan pipelines within the CRM System, monitoring and delivering 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 maximized and a winning, professional, supportive culture of continuous improvement is fostered.