Reporting to the Head of Ortho UK, 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 Territory Manager Direct Reports, in line with the overall strategies and plans of the UK and wider Global organization mission and values; through engagement, development and coaching.
Main Tasks And Responsibilities
* Liaise with marketing and Head of Ortho 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 Region, ensuring ClearCorrect is top of mind for each account, working to support the team to grow existing customers and acquire new customers in a strategically profitable manner.
* Supervise and evaluate activities of assigned Territory Managers, Clinical Advisors and Customer Success Managers providing 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, particularly the other managers of other business units as well as Marketing & Education, 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 ISO 9001 quality assurance practices are followed.
* Review and analyse data on Salesforce.com, reporting to the Head of Ortho any product issues, loss or potential loss of key customers, or competitive sales strategies, which negatively or positively affect Regional sales. Advise about and ensure corrective action is implemented.
* Conduct regular meetings to ensure constant communication and consistent application of company sales strategy, policies, etc with Regional Sales Team to respond to Regional and wider UK issues.
* Maintain and grow business with customers in the region to ensure that new techniques and digital workflows are front of mind with the team and the customers.
* Responsible in collaboration with HR for leadership, recruitment, selection, development and performance management of direct reports.
* Responsible for the design, implementation and compliance of local sales budgets within the allocated expense budget. Monitoring the cost and effectiveness of sales activities to optimise resources and prioritise spending.
* Work with Territory Managers on their 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 business solutions to improve the customer’s overall business profitability.
* Identify opportunities including the creation of leads for the broader group portfolio especially within the DSO space.
Requirements Needed
Education
* Preferably degree educated or equivalent.
Work Experience
* Significant sales/commercial leadership experience (5 years +).
* Ability to extract and interpret data – experience of SFDC an advantage.
* Experience of providing innovative, thought provoking solutions to business issues and a consultative sales approach.
* Experience of Dental/Medical Device market desirable.
Personal Attributes
* Strong emotional intelligence and self-awareness.
* Flexible working style with ability to adopt situational leadership.
* Ability to inspire motivate and guide a team.
* Resilience and determination.
* Integrity and accountability.
The Straumann Group is an equal opportunity employer and values diversity in all its forms. We are committed to building a culture of inclusion that reflects the patients and professionals we serve.
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