Regional Sales Manager/ Area Sales Manager

About the company:

Straumann is a global leader in implant and restorative dentistry and oral tissue regeneration.

Having pioneered many of the most influential technologies and techniques in our field, we have a tradition of doing more to advance dental regeneration, restoration, and replacement, as well as patient care.

For more information visit http://www.straumann.com

• Promote sales and customer development

Responsibilities

This position is responsible for, but not limited to, the following:

Key Activities

• Achieve revenue growth and margin targets
• Plan, direct, and monitor the activities of a sales team within a specified region to achieve defined sales targets
• Achieve new business targets by proactively identifying, targeting, and converting prospect accounts and new business with dentists and oral surgeons in the defined region. Manage the day-to-day activities of a regional sales force to implement the organisation's overall sales strategy for an assigned region
• Monitor the performance of the sales areas within the region and initiate corrective actions to improve overall results
• Contribute to the development of sales of existing customers, customer base growth and customer retention for the region
• Strengthen / build relationship with existing and new customers who are of strategic importance to the organisation
• Coach sales representatives on the technical aspects of the organisation's products and services; on marketing campaigns and sales promotions; and on sales techniques, procedures and standards that will help them achieve their sales targets
• Build relationship with Key Customers of the region.
• Ensure that subordinates establish high level of relationship with the customers / decision makers
• Analyse regional market and competitor’s products
• Deliver accurate forecasts
• Prepare sales reports for sales meetings
• Travel as required within the defined sales region and/or interstate.
• Participate in National, Regional & State trade shows, sales meetings, and quarterly regional review meetings and attend other meetings as directed.
• Provide timely quantitative and qualitative performance reviews for all team members
• Manage and monitor expenses to maximize return on investment.
• Achieve new business targets by proactively identifying, targeting, and converting prospect accounts and new business with dentists and oral surgeons in the defined region.

Qualifications

• Education / Professional Experience

• University degree or other relevant qualification.
• MBA or equivalent post graduate qualification is desirable.
• A minimum experience of 8-10 years in a healthcare sales role with demonstrable experiences in managing and leading a team

• Personal / Competencies

• Strong leadership, presentation, strategic, selling and negotiation skills.
• Strong analytical skills and result-orientation.
• Strong developing and implementation skills using previous experience.
• Able to cope with work pressure, fast pace, and high expectation.
• Excellent communication skills.
• Solid knowledge and previous experience in the Dental market is a plus.
• Energetic, straight forward and performance driven professional with entrepreneurial spirit and strong execution abilities.

• Leadership Competencies

• Provide strong leadership to team by setting goals and driving the organization toward achieving company’s goals.
• Sense of urgency - ability to set priorities and goals, and to make decisions under explicit considerations of sustainable and profitable growth.
• Ability to energize others around common goals and to get things done.
• Ability to develop organization.
• Displaying personal and professional ethics and ability to embrace Straumann’s Mission and Culture.
• Strong interpersonal skills and actively cultivates a network of productive relationships in an international environment.
• Proven team leadership, coaching, development, and management abilities.
• High level of integrity, commitment, and ethics.

• Key Leadership Criteria

• Understands our business and directions for the future development of the organisation.
• Ability to address business issues proactively through sales and marketing initiatives and collaboration.
• Experience, confidence, and stature to effectively address senior level issues.
• Has strong interpersonal skills and actively cultivates a network of productive relationship.
• Has proven team leadership and management skills.