Territory Manager EMS Iberia

Acute Care Technology

Acute Care Technology division of ZOLL Medical Corporation develops and delivers innovative, life-saving products and software solutions to EMS, hospital, public safety, and military customers worldwide. Its product portfolio includes monitor/defibrillators, AEDs, ventilators, temperature management solutions, and more. Our dedicated employees take pride in their commitment to improving patient outcomes while delivering world-class customer service.

Job Summary

The ideal candidate will have extensive experience selling medical equipment within the EMS segment in Iberia (Spain and Portugal). The candidate will be responsible for achieving the territory sales quota, developing a strong customer base through both direct and indirect business channels, and contributing to ZOLL's profitability. The role covers the assigned territory, promoting products to the pre-hospital (EMS) market, including fire departments, ambulance services, and municipal agencies.

Travel will be 60% across the region and the person should located in Spain

Essential Functions

• Achieve sales quotas for capital equipment and consumables.


• Maintain short- and long-term plans for developing sales within the assigned territory.


• Identify new business opportunities and develop and maintain an up-to-date sales pipeline sufficient to meet territory sales objectives.


• Grow the business by gaining competitive market share within the assigned territory.


• Ensure that the appropriate technical scope review has been completed prior to each sale.


• Cultivate and strengthen relationships with existing end customers and distribution partners while actively identifying and onboarding new, high-potential distributors.


• Provide comprehensive sales training and ongoing support to ensure distributor alignment with ZOLL's brand, values, and service standards.


• Utilize targeted sales tools and tactical marketing programs to achieve territory growth and margin objectives.


• Lead distributor management activities, serving as the primary point of contact and providing support for distributor sales teams.


• Execute a robust marketing and channel sales strategy to maximize market penetration and profitability within the EMS sector.


• Utilize CRM tools (Salesforce.com) and provide reports as required by management, including expense reports, monthly and quarterly forecasts, and regular activity updates.


• Deliver in-service education and product demonstrations to customers as needed.


• Track demonstration units and maintain demo and evaluation inventory.

Required/Preferred Education And Experience

• Strong strategic and customer-focused selling skills.


• Excellent organizational and territory management skills.


• Strong interpersonal and communication skills.


• Basic technical and clinical knowledge to discuss ZOLL products competently.


• Bachelor's degree and a minimum of two years of proven experience in the medical device and/or EMS industry.


• Demonstrated success in strategic selling and commercial execution, with strong customer orientation.


• Fluency in Spanish and high level in English is required. Portuguese will be a plus.


• Ability to represent a premium brand with professionalism and credibility.


• Strong negotiation and influencing skills.