Regional Sales Manager, Eastern Canada
4 weeks ago
Job Summary
This role leads the Territory Manager and Inside Sales Team to grow the contact lens category and drive sales with Owners, Practice & Store Managers, ECPs and front of house staff. Develops and manages the Territory Management Team, partnering with other RSMs to replicate best practices ensure alignment across the Canadian Business to achieve our common goals. Supports delivering inductions and ongoing training to drive increased commercial and clinical capability.
Key Responsibilities
- Maintains high standards, adheres to corporate policies, and leads by example, consistently self-evaluating and developing.
- Understands company purpose and values, staying informed about market competition, pricing, and advancements.
- Ensures comprehensive knowledge of CooperVision products, strategies, and brand messages to effectively assist customer needs.
- Understands and communicates pricing strategy, using negotiation to gain customer commitment.
- Introduces new products aligned with marketing strategy to maximize opportunities.
- Is proficient in CRM operations, ensuring Territory Managers meet CRM targets, and generates reports for analysis.
- Accurately and completely reports all administrative tasks, maintaining CRM and customer records.
- Builds strong relationships with departments like Customer Service, Professional Affairs, Finance, and Marketing.
- Manages sales in the territory, ensuring long-term growth through various contact approaches.
- Understands and navigates customer priorities and challenges using available tools.
- Organizes clinical trainings, collaborating with Professional Affairs to enhance ECP knowledge and loyalty.
- Forms close relationships with Regional Sales Managers and account representatives for training and education programs.
- Coaches and trains new starters, monitors progress, and coordinates with RSMs.
- Represents CooperVision at seminars, exhibitions, and trade association meetings.
- Attends sales meetings to understand company direction and performance requirements.
- Plans regional meetings, prepares quarterly business reviews, and evaluates sales potential and risks.
- Manages territory budgets, aligns with business objectives, and ensures adequate coverage for expenses.
- Provides flexible coaching to colleagues and customers, improving training and presentation delivery.
- Conducts coaching visits with Sales Representatives to improve skills through evaluation.
- Identifies strengths and developmental needs of team members, sets performance goals, and continuously improves skills.
- Assists in negotiations of complex accounts and collaborates with Sales Leadership Team for business priorities.
- Analyzes territory quotas, sets objectives, and monitors key performance indicators for progress.
- Pursues incremental growth opportunities, presenting to Senior Management for evaluation.
- Identifies accounts for performance incentive programs, assessing potential for continuation or inclusion.
- Formulates and implements regional sales strategies aligned with business objectives.
- Develops strategies to leverage key customer relationships.
- Recruits, trains, and leads a high-performing team of Territory Managers, providing coaching and guidance.
- Educates and develops sales personnel on strategies, policies, and procedures to meet targets.
Travel Requirements
- Approx 70% of the time spent out of the home travelling extensively across the region to support TMs and perform Co-Travels.
- National travel to other Provinces outside the Region of scope once per quarter to attend national meetings and occasional international travel, primarily to the United States.
Requirements
- Has experience in a professional sales environment with a proven track record of defining and achieving sales results.
- Effectively impacts prospective and existing customers with a positive, coaching approach.
- Builds strong relationships, demonstrates leadership, and can influence all levels of management.
- Highly proactive, works independently and within a team, manages large geographical areas, and performs well under pressure.
- Possesses excellent communication, analytical, and organizational skills.
- Proficient in CRM systems, Excel, Word, and PowerPoint.
- Recognizes and promotes opportunities for development, fostering a collaborative and respectful team environment.
Work Environment
- Home based field role, with 70% in the field, 30% remote work with Management team, direct reports and customers as needed.
- Represents the Company at evening/weekend exhibitions and seminars, including overnight stays and occasional weekend working.
Experience
- A minimum of 5 years of sales management experience, preferably in the healthcare/medical products/consumer products industries is required.
- Demonstrable experience in defining and achieving sales results using acute business acumen.
- Experience in the optical industry desired.
Education
- Bachelor's degree preferred. Consideration given to candidates with sales experience and demonstrated track record of performance and results.
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