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Regional Sales Director

3 months ago

Old Toronto Ontario, CA ZEISS Group Full time

About Us:

How many companies can say they’ve been in business for over 177 years?

Here at ZEISS, we certainly can As the pioneers of science, ZEISS handles the everchanging environments in a fast-paced world, meeting it with cutting edge technologies and continuous advancements. ZEISS believes that innovation and technology are the key to a sustainable future and solutions for global change. We have a diverse range of portfolios throughout the ZEISS family in segments like Industrial Quality & Research, Medical Technology, Consumer Markets, and Semiconductor Manufacturing Technology. We are a global company with over 42,000 employees and have over 4,000 in the US and Canada alone Make a difference, come join the team

Location/Region: This position is located in the Toronto area. Other areas can be British Columbia, Ontario, or Montreal.

What’s the role?

As a Regional Sales Director, you get to work with an astonishing team that plays a vital role in sales. Showcase your skills and experience with process enhancement.

Here’s what you’ll do:

  • Profitably achieve sales and business volume in the region.
  • Attain or exceed annual revenue and profit goals for area of responsibility while managing within a specific expense budget.
  • Implement sales and service strategy as per the Head of Medical Technology and Head of Service and guide the overall direction of the appropriate region.
  • Craft annual regional strategic plan.
  • Conduct regional performance acceleration meetings quarterly each FY.
  • Provide constructive feedback and personal views on time and when appropriate.
  • Volunteer for and accept assignments and responsibilities at the national level.
  • Serve as an active participant/lead sales activities & planning in national/regional meetings accordingly.
  • Manage area inventory and receivables to meet annual guidelines.
  • Management, motivation, and training of members of the team in profit objectives and P&L responsibility.
  • Aid in the design of marketing programs, advertising, product promotion, sales contests, and future product direction.
  • Recruit, hire, and develop the most proven and experienced representatives within the industry.
  • Conduct performance reviews annually and document discipline issues according to HR policy.
  • Document monthly revenue and expense projections, review customer problems, plan monthly activity, and evaluate competitive business encounters in a monthly forecast. A rolling 12-month forecast is updated monthly.
  • Attend to customer complaints or issues raised from the customer survey responses and document their resolution. Prioritize customer satisfaction.
  • Coordinate, promote, and implement incremental business opportunities with strategic partners.
  • Assist in the assessment and development of senior sales representatives and National Accounts Managers. Assist in the development of commission plans, sales contests, sales meetings, and new product implementation and represent the sales force to other departments in the home office.
  • Provide leadership for ZEISS’s internal/external customers in all assigned tasks, while upholding ZEISS Values at all times: inclusive of constructive problem solving, facilitating creative improvements, & inspiring others.
  • Achieve the Region’s revenue and KPIs for ZEISS products and services as they are sold into all applicable customer segments within the Region. Establish an environment and foundation for future sales and service growth. Sell and teach/coaches others how to sell value and solutions to ZEISS’s customers.
  • Direct the selling and support activities within the Region, inclusive of resource deployment and customer interactions. Prioritize effectively and in accordance with corporate objectives.
  • Efficiently manage the region’s Customers including Hospitals, Professional Education, Private Practices, and Buying Group relationships as assigned. Work in conjunction with the Corporate and Buying Groups team to ensure attention and growth in the key account segments.
  • Lead the Region's staff inclusive of managing performance, coaching, mentoring, hiring, and career development.
  • Responsible for the Region’s forecasting and sales and service tracking and KPI performance management.
  • Set the vision for the Region and develop and adhere to a business plan to attain this vision.
  • Evaluate market trends and gather competitive information, identify trends that affect current and future growth of regional sales and profitability. Disseminate information to regional sales representatives, marketing, service management, and sales operations.
  • Special projects and other duties as assigned.

Do you qualify?

  • A degree in science is required, B.Sc minimum. MBA an asset.
  • Minimum six (6) years of successful Senior Regional Sales Manager experience (national account experience preferred) and min 10+ years of ophthalmic experience.
  • Knowledge of healthcare, medical devices, and market segments.
  • Proven leadership skills, strong analytical skills.
  • A proven track record of recruiting and building an A-class team.
  • Strategic project planning and implementation skills.
  • Strong Sales, business, and profit-oriented, proactive thinking.
  • The proven builder of business in a highly competitive environment with a main emphasis on customer relations and satisfaction.
  • Demonstrated record of achievement in a prior sales and management position.
  • Strong closing skills. Prior attendance at formal sales training courses a plus.
  • Proven oral, written, telephone, and presentation skills. Strong interpersonal skills.
  • Ability to learn and retain product-specific information and utilize it to position the features and benefits to customers.
  • Computer literate with knowledge of all Microsoft Office Applications especially Excel.
  • High level of technical/clinical product knowledge.
  • Ability to manage multiple tasks with strong organizational and communication skills.
  • Computer literacy in word processing, spreadsheet, and database management.
  • Exceptional negotiating and diplomacy skills.
  • Ability to develop and make corporate-level presentations.
  • Excellent team building, teaching, and motivation skills are required.
  • Requires clean DMV record and current valid driver’s license.

Working Hours:

  • Hours may vary and will require evening and weekend work depending on business needs and will require working overtime.

Travel:

  • Ability to travel as required by role (up to 75% of the time).

Physical Demands:

  • Ability to lift and carry 50 pounds (demonstration equipment).
  • Digital dexterity and hand/eye coordination in the operation of office equipment.
  • Ability to speak to and hear customers and/or employees via phone and in person.
  • Body motor skills sufficient to enable the incumbent to move from one office location to another.

We have amazing benefits to support you as an employee at ZEISS

  • Medical
  • Vision
  • Dental
  • 401k Matching
  • Employee Assistance Programs
  • Vacation and sick pay
  • The list goes on

The pay offered for this role may be influenced by factors such as job location, scope of role, qualifications, education, experience, & complexity/specialization/scarcity of talent.

This position is also eligible for a performance bonus or sales commissions. ZEISS also offers robust benefits, including medical plans, retirement savings plan, and paid time off.

ZEISS is an EEO/AA/M/F/Disabled Veteran Employer.

Your ZEISS Recruiting Team:

Jo Anne Mittelman

COVID-19 Considerations:

At ZEISS our highest priority is the safety of our employees and Customers. As a result, we are adopting additional prevention measures to ensure the safety of our employees and Customers. Therefore, any offer of employment is conditional upon you submitting proof that you have been fully vaccinated with a Health Canada or World Health Organization (WHO) approved COVID-19 vaccination as soon as possible and no later than fourteen (14) calendar days prior to the effective start date, in addition to satisfying any other condition(s) that may be set out in an offer. If a candidate fails to satisfy this condition (or any other condition(s) set out in an offer), any offer of employment shall be immediately rescinded.

Accommodation:

ZEISS is committed to creating an accessible and inclusive organization. We are committed to providing barrier-free and accessible employment practices. Should you require Code-protected accommodation through any stage of the recruitment process, please make them known when contacted and we will work with you to meet your needs.

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