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JOB TITLE:
| Regional Sales Manager - West (SFO / East Bay) |
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JOB SUMMARY:
The Regional Sales Manager, Dental will manage the achievement of annual revenue and profit goals for sales of a specific geographic area, ensure the recruitment, training, motivation and career development of Territory Managers and/or Independent Sales Representatives. He/She will communicate corporate goals, strategies and tactics to Field Sales, recommend marketing strategies, budget considerations, pricing policies, promotional programs, territory configurations and future products to upper management, all of which would contribute to the generation of new business.
ESSENTIAL FUNCTIONS:
- Maintain currency of, and adhere to applicable GMP and ISO 9001 processes and procedures. Abide by state and federal employment laws.
- Attain or exceed annual revenue and profit goals for area of responsibility while managing within a specific expense budget.
- Manage area inventory and receivables to meet annual guidelines.
- Management, motivation and training of 7-10 distributor groups (independent reps) 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 dental representatives within the industry.
- Conduct quarterly sales performance reviews of all Office Distributors within region.
- Document monthly revenue and expense projections, review customer problems, plan monthly activity and evaluate competitive business encounters in a monthly forecast. A rolling 6 month forecast is updated monthly.
- Attend to customer complaints or issues raised from the customer survey responses and document their resolution in the in the system. Prioritize customer satisfaction.
- Coordinate, promote and implement incremental business opportunities with strategic partners.
- Assist the Director of Sales in assessment and development of Distributor representatives. Assist in the development of commission plans, sales contests, sales meetings, new product implementation and represent the sales force to other departments in the home office.
- Work with Key Opinion Leaders within the region to further develop Zeiss relationships: includes all dental schools and Department heads, dental labs, and new strategic business partners.
Note: Essential functions may not be limited to the tasks and responsibilities listed within this section. Ordering of essential functions does not necessarily reflect importance of item.
WORKING RELATIONSHIPS:
The employee reports to the Director of Sales (Office Group) and works closely with Director of Marketing, Director of Sales Administration, MARCOM, Product Management, all Field Service personnel, and the Sales Training Depoartment.
FINANCIAL IMPACT:
Comprehensive analysis prior to decision-making is crucial. Erroneous decisions will have a serious impact on the overall success of company operations and may jeopardize business activities.
REQUIREMENTS:
- Four-year college degree or equivalent industry experience along with 5+ years dental experience.
- Minimum three (3) years of successful Regional Sales Manager experience.
- High level of technical/clinical product knowledge.
- Ability to manage multiple tasks.
- 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.
SPECIAL DEMANDS:
- A minimum of 50% travel is essential involving most often air travel and driving in representatives’
- vehicles.
- Computer and phone work is required, often after standard business hours, in order to fulfill job
- responsibilities.
- While performing the duties of this job, the employee is regularly required to sit, talk, listen, and use hand tools, objects or controls. The employee is occasionally required to stand, walk and reach with his hands and arms. The employee must occasionally lift and/or move up to 75 pounds.
Carl Zeiss Meditec, Inc. is an Equal Opportunity Employer (EOE) and strongly supports diversity in our workplace.
To Apply, please forward resumes to d.jobs@meditec.zeiss.com and reference # CZMIR10069 | |
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