Territory Manager EMS

Acute Care Technology

About Us
Zoll Medical is committed to delivering top-tier medical devices and solutions that help save lives. Our team provides outstanding service and support to customers in the healthcare sector, focusing on quality, innovation, and operational excellence.

ZOLL Medical Corporation, part of the Asahi Kasei Group, develops and markets lifesaving medical devices and software solutions, including AEDs, ventilators, trauma kits, temperature management systems, CPR feedback tools, and more. Our mission: improve outcomes in emergency and critical care across EMS, hospital, and public safety channels. We're driven by innovation, integrity, and impact.

The Role
As the Territory Manager – EMS (Emergency Medical Services) for Queensland, you will play a critical role in driving the growth and market presence of ZOLL Medical's industry-leading EMS product portfolio across the state. This role is responsible for building strong, consultative relationships with key stakeholders in the pre-hospital space

You will act as the face of ZOLL for EMS customers in Queensland, identifying opportunities to introduce our advanced technologies, managing complex solution-based sales cycles, and ensuring seamless support throughout the customer journey—from initial engagement to implementation and beyond. Your ability to deeply understand the clinical and operational needs of emergency care environments will be essential to your success.

Working both autonomously and collaboratively with internal teams, you will be responsible for territory planning, sales execution, training and education, account development, and customer support. This role offers a unique opportunity to contribute to meaningful, lifesaving outcomes by equipping frontline responders with the tools they need to save lives
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Key areas of accountability include

• Sales Performance & Revenue Growth Achieve and exceed defined sales targets for capital equipment, consumables, and service offerings in the EMS sector. Monitor and manage sales performance through accurate forecasting, regular pipeline reviews, and proactive activity planning to maximise opportunities within the territory.
• Territory Management & Planning Develop and execute a strategic territory business plan aligned with national and regional goals. This includes mapping out key customers and influencers, identifying new business opportunities, and ensuring consistent territory coverage through a disciplined sales cadence. You will prioritise high-value accounts and manage your time effectively across metro, regional, and remote QLD.
• Customer Relationship Management Build and maintain strong relationships with new and existing EMS clients, Provide a consultative approach by understanding customer needs, offering tailored solutions, and delivering consistent follow-up and support. Be viewed as a trusted advisor to your accounts.
• Product Education & Clinical Support Deliver comprehensive in-service training, product demonstrations, and education to ensure customer competency and confidence in using ZOLL's products. Act as the primary clinical resource during trial deployments and product evaluations. Support successful implementation and user adoption by collaborating closely with clinical educators, trainers, and product specialists.
• Market Development & Opportunity Identification Identify emerging opportunities in the EMS market through continuous research, field engagement, and competitor analysis. Leverage market insights to expand ZOLL's footprint, introduce new solutions, and respond to evolving customer requirements. Champion the adoption of ZOLL's latest innovations across the territory.
• Cross-Functional Collaboration Work closely with internal teams including marketing, customer service, logistics, and technical support to ensure a seamless customer experience. Collaborate with national and regional colleagues to share insights, align on strategy, and contribute to broader business success.
• Account Administration & Reporting Maintain accurate and up-to-date records in CRM systems (e.g. Salesforce), including account profiles, contacts, activities, forecasts, and opportunities. Submit reports, travel plans, and expense claims in a timely manner. Use data to track territory performance and inform planning decisions.
• Demo Equipment & Trial Management Manage and maintain demo and evaluation units, ensuring availability, cleanliness, and full operational functionality. Coordinate all trial deployments, track usage and feedback, and facilitate returns or conversions into sales.
• Event Participation & Brand Promotion Represent ZOLL Medical at industry events, exhibitions, conferences, and customer meetings to promote our brand and demonstrate product capabilities. Prepare and deliver engaging presentations that reflect ZOLL's value proposition and thought leadership in EMS care.
• Compliance & Ethical Conduct Adhere to all company policies, local regulations, and industry codes of conduct. Ensure ethical, professional, and transparent interactions with all stakeholders, including procurement teams and government agencies. Safeguard company reputation through responsible sales practices.

Requirements And Skills

• Bachelor's degree preferred, equivalent experience acceptable.
• Minimum 3 years of B2B sales experience—preferably in EMS, medical devices, healthcare, or related sectors. ZOLL experience is a plus.
• Territorial Expertise
• Proficient understanding of ZOLL products and competitive offerings. Ability to discuss technical and clinical details with credibility
• Strategic, consultative selling approach
• Excellent communication, presentation, and interpersonal skills
• Ethical, organized, detail-oriented, and self-motivated
• Strong computer literacy (CRM, MS Office suite)
• Physical & Travel Requirements:
• Comfortable lifting and setting up demo units (approx. 20–25 lbs / 9–12 kg)
• Ability to travel
• Commitment to the quality, environment, health, and safety and proactively reporting any risks and issues to your manager or Supervisor.
• Carrying out the roles and responsibilities as detailed in the quality, environment, health and safety policies and procedures.
• Understanding the company mission, vision, policies, objectives and other requirements of the quality, environment, health, and safety management system
• Your involvement is essential in identifying potential hazards that can be eliminated, or minimised, before injuries occur.
• Participating in trainings, and inductions and e learning
• Take reasonable care for your own health and safety.