#ChangeMakers Ready to make an impact? We develop, manufacture, and supply dental implants, clear aligners, instruments, CADCAM prosthetics and biomaterials for use in esthetic dentistry, tooth replacement and restoration solutions or to prevent tooth loss.
We empower our employees to perform and make an impact, to question the status quo, to drive change, to stay ahead of the competition. From the first Dental Implant in 1974 to the latest Digital Solution – we do things differently than others
We deliver innovation based on evidence. This is part of our employer culture as well as an exceptional team spirit that truly encourages diversity and a powerful "can-do" attitude.
#WeChangeDentistryevery day. Be part of it.
Position Summary
The Regional Sales Director (RSD) is responsible for all aspects of the Dental Sales function in an assigned geographic region; including achievement of defined sales targets, coaching and developing 8-10 Territory Managers (TMs), implementing sales systems and metrics provided by Sales Excellence, and providing relevant market information and analysis to Sales Leadership.
Job Responsibilities
This position is responsible for, but not limited to, the following:
• Develop short and long term sales strategies to maximize sales revenue and meet established business targets and ensure achievement of revenue. Constantly remain abreast of performance against key performance indicators.
• Coach TMs to achieve sales targets via individual business plans executed to the highest standard. Proactively manage under-performance objectively, and timely, leverage coaching and development planning as appropriate.
• Coach TMs to develop superior territory management skills, product knowledge (surgical, prosthetics and regenerative), industry knowledge, selling skills, and sales success.
• Promote, build and maintain cohesion with office functions that partner and overlap with field sales such as Education, Inside Sales, Marketing, and Human Resources.
• Promote synergy and encourage strong partnership with Lab Territory Manager and Institution Account Manager.
• Role Model a player/learner mindset within the Sales Organization by actively listening, communicating openly and candidly, embracing change, soliciting feedback, learn by doing, finding solutions, collaborating with others, and celebrating wins.
• Coach to TMs to Challenger Sales and ensure embedding of Challenger Sales Skills.
• Co-Travel in the field with TMs (a minimum of 30 days per quarter) and provide coaching and feedback on sales activities and identify development opportunities.
• Utilize sales systems, such as CRM, IANOS, and leverage analytics to identify areas of opportunity within the region. Also help TMs utilize these sales systems to their benefit.
o SAP CRM provides a platform for every field based employee to plan and measure activities to the current customer base and prospective customers. The data input provides guidance for business strategies to report trends, customer needs and identify Sales, Marketing and Education opportunities. All employees with customer facing interactions are required to log quality activities with every Straumann customer and prospect. Sales Leaders are
Manage expense and discount budgets to established guidelines.
• Create a high performance culture through encouraging others, and role modelling Straumann's Core Behaviors:
o Focus on Customers: Think commercially, build genuine relationships, and find solutions.
o Collaborate: Build and maintain effective working relationships.
o Take Ownership: Deliver what you promise, tackle challenges, go for it with passion!
o Create Opportunities: Create new and better ways to be successful. Be innovative and think big!
o Build Trust: Be honest, reliable, and win confidence.
o Engage: Encourage others to do their best and recognize their achievements.
o Communicate Effectively: Share information and knowledge, engage in difficult, crucial conversations with a sense of urgency.
o Be Agile: Embrace change, adapt proactively, have a can-do attitude.
Minimum Qualifications
Bachelor's degree
• Minimum 5+ years of sales experience required
• Previous sales experience with an exceptional track record of long-term sales growth and organic growth achievement, and experience in developing and successfully implementing and executing strategic sales plans.
• Superior organizational, analytical, and time management skills required for success.
• Excellent written and verbal skills, and proficiency in presenting product ideas.
• Proven capability with Microsoft Office applications (PowerPoint, Excel, Word, etc.)
• MBA preferred.
• Prior sales management experience preferred.
• Medical device B2B industry experience strongly preferred.
• Must have a valid driver's license, safe driving record, and be able to maintain auto insurance coverage.
• For Internal Candidates Only:
o Field Sales Trainer (FST) experience, or at minimum management equivalent experience preferred.
o Expertise selling the full Straumann product portfolio required.
o Average of 105% to plan over recent two year period required, both years being at least 100% to plan required.
Work Environment & Physical Demands
• Extensive domestic travel is required.
Whether you're looking to build your career, improve your health, or brighten your SMILE, we offer generous benefits to help you achieve your goals.
• Very Competitive total compensation plans (some positions include discretionary bonus, or Performance Share Units).
• A 401(K) plan to help you plan for your future with an employer match
• Great health, dental and vision insurance packages to fit your needs to ensure you're happy and healthy. Straumann contributes a healthy portion towards employees' premium.
• Generous PTO allowance - plenty of time to recharge those batteries!
Please understand that we do not need external support by recruiting agencies and consultants to fill this vacancy. Thank you for respecting this.
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