Regional Sales Manager (Dental products) WA/SATo lead a team of Sales Specialists to achieve the regions defined net sales targets, by growing existing customer’s accounts and growth of customer base (prospects) and the customer’s utilization of portfolio products. To ensure the sales team operates within the parameters of behavior and business practice as directed by the Straumann Head Office. Reporting to this person are the following: Sales and Senior Sales Specialists within the defined region.Major ResponsibilitiesPlan, direct, and monitor the activities of a sales team within a specified region to achieve defined sales targets;Manage and direct the day to day sales force activities to achieve sales targets and goals within that region;Monitor the performance 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;Establish a climate that encourages the development of the sales force within the organization;Strengthen and build relationships with existing and new customers who are of strategic importance to the organization to actively promote Straumann products;Build relationships with top Level Customers and Key Opinion Leaders;Coach sales representatives on the technical aspects of the organization'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;Identify key accounts and ensure that subordinates establish high level of relationship with the customers/decision makers;Maintain regular liaison with Head Office to ensure corporate sales processes, legislative requirements and ethical standards are met and maintained;Assist in the design, recommendation and implementation of sales and marketing programs and set short and long-term sales strategies and objectives;Assist and support the implementation and integration of Quality Programs to ensure maximum efficient and effective management of Sales processes and account management;Analyze regional market and competitor’s products and provide market intelligence to Head of Marketing, Training Development & Support Manager and the Senior Management team;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 by the National Sales Manager;Develop and deliver accurate monthly / annual forecasts and sales reports for the region as required;Provide timely quantitative and qualitative performance reviews for all team members;Manage and monitor expenses to maximize return on investment;Adhere to Company Quality Assurance System and contribute to its continued development;Undertake other duties as required.The QualificationUniversity degree or other relevant qualification;MBA or equivalent post graduate diploma is desirable;A minimum experience of 5 years in a healthcare sales role with demonstrable experiences in managing and leading a team;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;Solid knowledge and previous experience in the Dental market is a plus;Energetic, straightforward and performance-driven professional with entrepreneurial spirit and strong execution abilities.Leadership CompetenciesProvide 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;Understands our business and directions for the future development of the organization;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 relationships;Has proven team leadership and management skills.
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