Description

Overview:

At Zebra, we are a community of innovators who come together to create new ways of working. United by curiosity and a culture of caring, we develop smart solutions that anticipate our customer's and partner's needs and solve their challenges.

Being part of Zebra Nation means you are seen, heard, valued, and respected. Drawing from our unique perspectives, we collaborate to deliver on our purpose. Here you are part of a team pushing boundaries today to redefine the work of tomorrow for organizations, their employees, and those they serve.

You'll have opportunities to learn and lead in a forward-thinking environment, defining your path to a fulfilling career while channeling your skills toward causes you care about-locally and globally.

Come make an impact every day at Zebra.

What We're Looking For:
Takes ownership of new product, services, and/or solutions sales for assigned end-user account(s) or territory. Develops and executes sales strategy for assigned account(s) or territory with manager's input; develops strong relationships with key customer contacts and leverages to Zebra's advantage; creates and delivers high impact sales presentations and capable of product training; often used for those with strong technical background but limited sales experience.

• Knowledge/Expertise
  • Technical Skills - Uses moderate domain/solutions knowledge
  • Knowledge of Zebra - Utilizes solid understanding of all Products/Services in business
  • Sales Skills - Applies Solution Selling concepts to customer situations; excellent communication and interpersonal skills
  • Managerial Skills - Understands policies and practices related to role and shares ideas for improvement
  • Business Acumen - Understands and explains how Zebra solutions can help customer's business results; obtains profitable revenue growth via value proposition vs. competition
  • Market/customer Knowledge - Uses full knowledge of customer's business and market economics/trends to position effectively versus competition
• Solution Complexity/Strategic Thinking
  • Nature of Problems Solved - Solves routine problems of moderate complexity (e.g. verifying technical compatibility) at the customer level
  • Role in Addressing Problems - Understands and resolves problems with support from technical resources
  • Complexity of Solutions - Typically medium complexity (e.g. value proposition vs. competition), but may have some complex projects that require unique coordination of technical resources
• Freedom to Act
  • Level of Guidance - Works under general supervision. Makes decisions of moderate complexity that impact deliverables of projects; exercises judgment in approach, sometimes requiring and assessing tradeoffs
  • Takes Direction From - Group Manager and Directors
• Customer Interface
  • Role - Acts independently or as a team lead for ad-hoc teams
  • Level of Customer Contact - Buyers/decision makers for small and mid-sized deals and end users
  • Main Level of Interaction - Responsible for influencing the customer to purchase moderate size projects
  • Required Knowledge of Customer - Operational strategies for success and competitors
• Accountability
  • Business and Financial Impact - Responsible for individual revenue attainment with established prices and personal expenses
  • Relative Size and Scope - Moderate to average individual quota size for business and like roles
  • Types of Projects - Many transactions with some moderately complex deals
  • Strategic Impact for Zebra - Medium/mid-term
• Strategic Healthcare Sales: Proven ability to develop and execute complex sales strategies for high-value healthcare accounts, including hospital networks, Group Purchasing Organizations (GPOs), and Integrated Delivery Networks (IDNs).
• Clinical Value Proposition: Expertise in articulating a product's clinical and economic value proposition to diverse stakeholders, from surgeons and clinical staff to hospital administrators and procurement managers.
• Complex Negotiation: Skilled in negotiating high-stakes contracts for medical supplies and technology, ensuring favorable terms while aligning with healthcare budget cycles and purchasing processes.
• Key Account Management: A strong track record of managing and growing key healthcare accounts, fostering long-term partnerships, and driving customer loyalty and retention within the clinical environment.

• Bachelors or equivalent experience
• 2-5 years of applicable work experience
• Uses moderate domain/solutions knowledge
• Applies Solution Selling concepts to customer situations; excellent communication and interpersonal skills
• Understands policies and practices related to role and shares ideas for improvement

Preferred Qualifications:

• Key Competencies:
  
  • Solution-Oriented Approach: The ability to propose advanced purchasing models like blanket orders or the Supplies Management Program.
  • Long-Term Relationship Building: Creating "stickiness" through convenience and security, making price a secondary factor.
  • Proactive Thinking: Anticipating customer needs so they never run out of stock, ensuring a recurring and predictable revenue stream.
• Strategic Vision for Cross-Selling
  
  The SDR must see the sale of supplies as a gateway to larger opportunities.
  
  • Key Competencies:
    
    • Active Listening: Using conversations about supplies to detect signals of need for new hardware (obsolete printers, manual processes, etc.).
    • Business Acumen: Understanding that their role is to connect the customer to Zebra's entire ecosystem, not just sell their product.
    • Communication with Other Teams: The ability to pass qualified hardware leads to the appropriate sales team.
• Key Competencies:
  
  • Autonomy and Curiosity: The ability to self-educate using platforms like the Zebra Supplies Knowledge Platform and the Supplies eBook.
  • Internal Collaboration: Knowing when and how to involve the Zebra Quoting Team to expedite complex quotes.
  • Strategic Use of Incentives: Actively proposing the Free Custom Label Trial Fund as a tool to eliminate customer risk and close the sale
• Consultative and Technical Selling

Benefits:

We understand the importance of work-life balance and wellbeing, which is why we offer flexibility for our teams including: hybrid work, adaptable hours, Summer Flex Fridays, Focus Fridays, and an annual companywide well-being day to promote revitalization and success.

Job Posting Statement:

To protect candidates from falling victim to online fraudulent activity involving fake job postings and employment offers, please be aware our recruiters will always connect with you via @zebra.com email accounts. Applications are only accepted through our applicant tracking system and only accept personal identifying information through that system. Our Talent Acquisition team will not ask for you to provide personal identifying information via e-mail or outside of the system. If you are a victim of identity theft contact your local police department.

AI Technology Statement:

Zebra Technologies leverages AI technology to evaluate job applications using objective, job-relevant criteria. This approach enhances efficiency and promotes fairness in the hiring process. However, every decision regarding interviews and hiring is made by our dedicated team, because we believe people make the best decisions about people. For more on how we use technology in hiring and how we process applicant data, see our Zebra Privacy Policy.