Area Sales Manager

1 month ago

Calgary, Canada Envista Holdings Full time

Job Description:

As part of the Kerr sales organization, the Regional Sales Director (RSD) is responsible for the strategic development and management of an assigned region that sells company manufactured products through designated distributors/dealers. This RSD will establish and implement a sales strategy within the specific region, to meet or exceed set business performance and growth targets. As a key leader within the business, the RSD is responsible for developing talent, managing performance, and driving engagement within for a team of sales professionals.

PRIMARY DUTIES & RESPONSIBILITIES:

  1. Drives own personal leadership development plan by participating in leadership training and regular mentorship check-ins, to build trust within a small team, while achieving set targets.
  2. Understands the importance of employee development, fostering growth and development within their assigned team.
  3. Recognizes and capitalizes on all go-to-market opportunities, for profitability and business growth.
  4. Builds a strong direct sales team, and develops talent through coaching, feedback and support.
  5. Develops a clear vision and direction for the future of the business or organization.
  6. Maintains balance within the sales organization, ensuring proper attention to all routes to markets, and product lines.
  7. Fosters effective relationships with marketing, to drive marketing strategies and priorities.
  8. Maintains existing and develops new relationships with key customers and industry leaders, especially dental dealers.
  9. Prepare annual business plan and manages budget for assigned operation.
  10. Anticipates risks and devises contingency plans to manage them.
  11. Effectively supervises representatives within the assigned geography by coaching individuals according to the sales training process, setting clear, specific expectations which are measurable and drive accountability at the territory level.
  12. Meet monthly, quarterly and annual sales quotas established by company.
  13. Manages and adheres to the budget guidelines established by the company.
  14. Consistently assesses team to understand high potential associates and underperforming associates.
  15. Makes decisions regarding development training and top grading, manages hiring of all needed associates through clear job descriptions and gives input on promotions.
  16. Prepare and deliver on-time reports including but not limited to: Sales forecasts, monthly reports, expense reports, policy deployment reporting, problem solving process reports, scouting reports, field ride reports and other various reports regarding region and representative performance.
  17. Follow corporate policies regarding customer entertainment, customer relations, review of employee expenses reports and compliance to Envista Holdings Corporation Compliance and Laws.
  18. Assign annual sales goals and projections within region based on overall goals set by the organization for the assigned geography.
  19. Conduct annual performance reviews for all subordinates.
  20. Follow and enforce all corporate policies.
  21. Visit potential customers to qualify them as sales prospects for the corporation.
  22. Understand and support the corporation’s sales policies and procedures to provide proper and effective treatment to all of the corporation’s customers.
  23. Collect, analyze and report competitive information to the sales and marketing departments relaying new product ideas, promotional ideas and product extensions to management for evaluation.
  24. Maintain a high competency level relating to technical product information.
  25. Maintain relationships and a hands-on selling approach with important end-users, clinicians and distributors.
  26. Proactively coordinate effective communication flow as a liaison between field sales and corporate.

Job Requirements:

REQUIRED:

  • Bachelor’s degree or relevant sales leadership experience in lieu of education
  • 7+ years successful B2B sales experience, preferred within dental space
  • Experience leading a team of sales professionals
  • Valid driver’s license with acceptable driving record
  • Ability to travel including evenings, weekends, and overnight stays up to 40%

PREFERRED SKILLS:

  • Prefer candidate to reside within the designated geography (British Columbia or Alberta)
  • Capable of digesting and verbalizing technical product and clinical information.
  • Strong written and verbal communication skills, with ability to effectively communicate technical, chemical, and mechanical information simply and concisely
  • Ability to make decisions with consideration to business impact for both current and future opportunities
  • Ability to plan and prioritize one's own workload, as well as the workload of a team
  • Proven leadership skills in coaching, development and performance management
  • Enhanced self-awareness with a continued focus on self-improvement
  • Demonstrated leadership capabilities with a proved reputation of using strategy and innovative thinking to help the business grow
  • Knowledge of the Envista Business System (EBS), with a certification in a relevant EBS tool
  • A passion for driving results through a team
  • Strong Communication Skills – oral and written

TRAVEL/LOCATION:

  • Laptop, iPad, iPhone and company allowance provided.
  • All business expenses will be reimbursed.
  • Eligible for incentive trip and other company sponsored promotional activities.
  • Geography will consist of: British Columbia, Vancouver (Yukon and NW Territories), Alberta, Saskatchewan, Manitoba and Atlantic Canada (New Brunswick, Nova Scotia, Prince Edward Island, Newfoundland and Labrador).
  • Candidate needs to reside within the designated geography/territory.
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