About this role
Responsibilities
This position is responsible for, but not limited to, the following:
Key Activities
- Achieve revenue growth and margin targets
- Plan, direct, and monitor the activities of a sales team within a specified region to achieve defined sales targets
- Achieve new business targets by proactively identifying, targeting, and converting prospect accounts and new business with dentists and oral surgeons in the defined region. Manage the day-to-day activities of a regional sales force to implement the organisation's overall sales strategy for an assigned region
- Monitor the performance of the sales areas 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
- Strengt h en / build relationship with existing and new customers who are of strategic importance to the organisation
- Coach sales representatives on the technical aspects of the organisation'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
- Build relationship with Key Customers of the region.
- Ensure that subordinates establish high level of relationship with the customers / decision makers
- Analyse regional market and competitor’s products
- Deliver accurate forecasts
- Prepare sales reports for sales meetings
- 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.
- Provide timely quantitative and qualitative performance reviews for all team members
- Manage and monitor expenses to maximize return on investment.
- Achieve new business targets by proactively identifying, targeting, and converting prospect accounts and new business with dentists and oral surgeons in the defined region.
Qualifications
- Education / Professional Experience
- University degree or other relevant qualification.
- MBA or equivalent post graduate qualification is desirable.
- A minimum experience of 8-10 years in a healthcare sales role with demonstrable experiences 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 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.
- 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.