Role Overview
Reporting to the Head of Sales – AUS, the Regional Sales Leader is responsible for guiding a team of Implant Solutions Specialists to achieve defined net sales targets through the growth of existing accounts, expansion of the customer base, and increased utilisation of the product portfolio. This role ensures that all sales activities align with the behavioural and business standards set by Straumann's Head Office.
The team reporting to this position includes Implant Solutions Specialists and Business Development Manager within the designated region.
Key Responsibilities
Sales Leadership & Performance Management
Lead, plan, and oversee all sales activities within the region to meet defined sales objectives.
Direct day-to-day sales operations to ensure consistent achievement of targets.
Monitor regional performance, identify gaps, and implement corrective actions.
Develop strategies to grow existing customer business, expand the customer base, and improve retention.
Create a supportive and motivating environment that fosters development and high performance within the sales team.
Customer & Stakeholder Engagement
Build and strengthen relationships with existing and prospective customers of strategic importance to promote Straumann products.
Establish strong partnerships with top-tier customers and Key Opinion Leaders.
Ensure team members maintain high-level relationships with key accounts and decision makers.
Coaching & Development
Coach and mentor sales representatives on product knowledge, sales techniques, marketing initiatives, and promotional activities.
Provide regular qualitative and quantitative performance feedback to all team members.
Conduct monthly face-to-face sales meetings with the team to drive collaboration and performance.
Collaboration & Compliance
Maintain close communication with Head Office to ensure alignment with corporate sales processes, legislative requirements, and ethical standards.
Support the design, recommendation, and execution of sales and marketing programs, contributing to both short- and long-term strategies.
Assist in the implementation and integration of Quality Programs to enhance sales and account management processes.
Market Intelligence & Reporting
Analyse regional markets, competitive activity, and product trends, and report insights to the Commercial Lead Team.
Prepare accurate monthly and annual forecasts and sales reports for the region.
Manage and monitor expenses to ensure maximum return on investment.
Additional Responsibilities
Travel within the assigned region and interstate as required.
Participate in national, regional, and state trade shows, sales meetings, and quarterly review sessions.
Adhere to the Company Quality Assurance System and contribute to its ongoing improvement.
Perform other duties as assigned.
Candidate Qualifications
Education / Professional Experience
University degree or other relevant qualification;
MBA or equivalent post graduate diploma is desirable;
Minimum experience of 5 years in a healthcare sales role with demonstrable experience 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 cultivate 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;
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