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Regional Sales Director

2 months ago

Toronto, Ontario, Canada Institut Straumann AG Full time

Job Summary

The Regional Sales Director will oversee all facets of the Straumann Premium Sales function within a designated geographic area. This includes meeting predefined sales targets, mentoring and fostering the growth of assigned Territory Managers, integrating sales systems and metrics as directed by Sales Excellence, and delivering pertinent market insights and analysis to Sales Leadership.

Key Responsibilities

  • Develop short- and long-term sales strategies to maximize sales revenue and meet established business targets and ensure achievement of revenue. Constantly remain abreast of performance against key performance indicators.
  • Coach Territory Managers to achieve sales targets via individual business plans executed to the highest standard. Proactively manage under-performance objectively, and timely, leverage coaching and development planning as appropriate.
  • Coach Territory Managers to develop superior territory management skills, product knowledge, industry knowledge, selling skills, and sales success.
  • Promote, build and maintain cohesion with office functions that partner and overlap with field sales such as Education, Inside Sales, Marketing, and Human Resources.
  • Promote synergy and encourage strong partnership with Lab Territory Manager and Institution Account Manager.
  • Role Model a player/learner mindset within the Sales Organization by actively listening, communicating openly and candidly, embracing change, soliciting feedback, learn by doing, finding solutions, collaborating with others, and celebrating wins.
  • Coach to Territory Managers to Challenger Sales and ensure embedding of Challenger Sales Skills.
  • Co-Travel in the field with Territory Managers (a minimum of 30 days per quarter) and provide coaching and feedback on sales activities and identify development opportunities.
  • Utilize sales systems, such as CRM, IANOS, and leverage analytics to identify areas of opportunity within the region. Also help Territory Managers utilize these sales systems to their benefit.
  • Manage expense and discount budgets to established guidelines.
  • Create a high-performance culture through encouraging others, and role modelling Straumann's Core Behaviors.
  • Travel (including overnight travel) within the assigned region.

Management Responsibilities

  • This position manages up to 9 field-based Territory Managers.

Requirements

  • 5+ years of sales experience in high growth corporate markets.
  • Valid driver's license, safe driving record, maintaining auto insurance coverage.

Preferred Qualifications

  • Previous sales experience with an exceptional track record of long-term sales growth and organic growth achievement, and experience in developing and successfully implementing and executing strategic sales plans.
  • Superior organizational, analytical, and time management skills required for success.
  • Excellent written and verbal skills, and proficiency in presenting product ideas.
  • Proven capability with Microsoft Office applications (PowerPoint, Excel, Word, etc.).
  • Bachelor's degree or advanced, MBA strongly preferred.
  • Medical device B2B industry experience strongly preferred.