Regional Sales Manager - Implants

Regional Sales Manager, Implants (VIC, TAS, SA, WA, NT, NZ)

1. Position Overview
    

This role leads a team of sales professional and is responsible for driving business growth for the Implants Business in the designated region within ANZ.

This role works in close collaboration with the Business Leader as well as other team members within the Implant team and broader commercial team to ensure the consistent achievement of sales and profitability targets.

1. Primary Objectives

• Maximize sales volume and market share of the Dentsply Sirona Implants portfolio in the designated region through sales activity, product expertise and teamwork in accordance with Regional Sales plan and ANZ strategies.
• Deliver service and support metrics as per targets.
• Ensure behaviour of self and others is in line with the business values at all times
   

1. Specific Accountabilities

Strategy and Planning

• Develop, manage and implement the annual Regional Sales plan and budget, to ensure achievement of agreed sales and profit targets and broader total business objectives.
• Undertake ongoing strategic market analysis to ensure responsiveness to changes, market trends and competitor activities.
• Explore new business opportunities and develop a business case including financial assessment and recommendations for implementation
• Liaise with BU Leader and Marketing to review progress of regional business and identify and support initiatives.

Sales Plan Implementation

• Build relationships with both external and internal clients to capitalize on all business opportunities.
• Establish and develop business relationships with key decision makers and opinion leaders.
• Understand and communicate the needs and expectations of the client to internal stakeholders to ensure that we meet and exceed client expectations.
• Act as high-level contact to address and resolve client concerns in conjunction with relevant sales associates.
• Frequent liaison with the Marketing on the development of key product group sales.

Reporting & Analysis

• Measure success of sales strategies and activities in region and make recommendations for modification where necessary.
• Establish systems and processed to enable efficient handling of functional work load and activities.
• Ensure a robust record of activity across the region in the Salesforce CRM system
• Undertake regular analysis of sales and implement action to ensure achievement within agreed parameters
• Report to the BU Leader regularly on regional results and team individual development plan progress
• Establish systems and processes to enable efficient handling of functional workload and activities

Product Knowledge

• Ensure ongoing currency of functional knowledge, via self-directed learning, proactive and effective involvement in training and development, and market research.

• Ensure ongoing currency of systems and procedure knowledge via self-directed learning and proactive and effective involvement in training and development.

• Lead the region, in accordance with the Dentsply Mission and values, in a way which empowers others, builds a coalition, and inspires others to become leaders.
• Determine required sales and product training for region to ensure effective sales and operations.
• Provide strong functional leadership / coaching to all sales associates to assist in achievement of sales and profit targets.
• Work as part of a team, providing back up and coverage and sharing responsibility across the Dentsply business for the completion of tasks as required.
• Work closely with the team to identify and leverage opportunities to expand Dentsply business and drive related objectives.
• Lead, develop and motivate sales associates across the region.
• Complete people management processes such as recruitment, onboarding, leave management, performance and development reviews in accordance with established process and procedures.
• Develops the skills and abilities of team members so they are able to deliver optimal performance needed to meet changing business needs, and to prepare successors for Dentsply positions 

Health & safety

• Provide information, instruction and training to employees in order to perform their work safely and without risks to their health
• Monitor and review team health, safety and wellbeing performance

1. Position Dimensions

Number of positions reporting to this position is varied dependent on size and complexity of the region

• Number of direct reports: 6-8 Implantology Sales Specialists

1. Decision Making Authority

• Reviewing policies and procedures and making recommendations as required

1. Relationships

• External clients/parties: Clients, KOL’s, university and educational institutions

• Internal Dentsply Sirona Team

1. Experience and Qualifications

• Desirable - Tertiary qualification in science, business or healthcare related discipline
• Demonstrated experience in sales and sales management preferably in healthcare
• Solid knowledge of the dental / healthcare market
• Formal sales training and experience working with SFDC
• Negotiation experience at a senior level
• Experience managing and assigning sales targets and budgets
• Comfortable in matrix organizations with demonstrated experience of success

1. Skills

• Demonstrated strong commercial/financial acumen
• Strong leadership skills with high levels of personal drive and motivation
• Leads by example and acts as a role model to the broader team
• Highly articulate with the ability to resolve conflict
• Effective communicator
• Strong organisational skills