Area Sales Manager
Il y a 5 mois
**Job Purpose**
Reporting to the Head of Sales BELUX this role is a leadership role managing a defined region to achieve the overall Sales Goals within defined timescales and parameters. This will include providing overall direction to their Account Manager Direct Reports, in line with the overall strategies and plans of the BELUX organization and wider Global organization mission and values; through engagement, development and coaching.
**Main Tasks and Responsibilities**
- Liaise with Sales Force and Head of Sales regarding market potential within the assigned Region, preparing and implementing sales forecasts as required. Propose and implement action plans, which ensure that the sales goals are attained or exceeded.
- Identify and develop key relationships within Area, ensuring Straumann and/or our Challenger portfolio is top of mind for each account, understand key processes within each account to engage at appropriate times with regards to buying patterns, introduction of new products, Requests for Proposals (if appropriate) to be completed.
- Supervise and evaluate activities of assigned Account Managers, providing training, advice, leadership, coaching, guidance and feedback to achieve the established objectives of the region. This includes co-travelling with direct reports.
- Liaise with leadership across the organization, Marketing & Education, HQ, Customer Services & Finance to ensure that sales objectives and activities are integrated with other parts of the business.
- Interpret, implement and ensure compliance of Sales strategies and tactics, ensuring legal practices and relevant quality assurance practices are followed.
- Review and analyze Area sales, reporting to the Head of Sales any product issues, loss or potential loss of key customers, or competitive sales strategies, which negatively or positively affect Area sales. Advise about and ensure corrective action is implemented.
- Maintain and grow business with customers in the region to ensure that Straumann & Challenger techniques and business opportunities are maximized.
- Responsible in collaboration with HR for leadership, recruitment, selection, development and performance management of direct reports.
- Responsible for the design, implementation and compliance of Sales budgets within the allocated expense budget. Monitoring the cost and effectiveness of sales activities to optimise resources and prioritise spending.
- Work with major prospects, potential customers, major key customers to help them build their business through actively engaging their businesses, understanding their business drivers and proposing realistic, tailored Straumann/Challenger business solutions to improve the customer’s overall business profitability.
- Identify opportunities including the creation of leads for the broader group portfolio (Digital equipment/Ortho)
- Responsible for all negotiations on all accounts where they are outside of set parameters (discount policy & auto-generated quotations)
**Requirements**:
- Preferably degree educated or equivalent
- Significant sales/commercial leadership experience
- Analytical background
- Experience of working within a Referral Network and proven results of business growth.
- Experience of providing innovative, thought provoking solutions to business issues.
- Experience of Dental/Medical Device market desirable
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