Job Description

Job Purpose

Reporting to the Sales Director this role is a leadership role managing a defined region to achieve the overall Sales Goals within defined timescales and parameters. This will include providing overall direction to their Territory Manager Direct Reports, in line with the overall strategies and plans of the UK and wider Global organization mission and values; through engagement, devel-opment and coaching.

Main Tasks and Responsibilities

• Liaise with Sales Force and Sales Director regarding market potential within the assigned Region, preparing and implementing sales forecasts as required. Propose and implement ac-tion plans, which ensure that the sales goals are attained or exceeded.
• Identify and develop key relationships within Region, ensuring Straumann is top of mind for each account, understand key processes within each account to engage at appropriate times with regards to buying patterns, introduction of new products, Requests for Proposals (if appropriate) to be completed.
• Supervise and evaluate activities of assigned Regional Key Account and Territory Man-agers, providing training, advice, leadership, coaching , guidance and feedback to achieve the established objectives of the region. This includes co-travelling with direct reports.
• Liaise with leadership across the organization, Marketing & Education, HQ, Customer Services & Finance to ensure that sales objectives and activities are integrated with other parts of the business.
• Interpret, implement and ensure compliance of Sales strategies and tactics, ensuring legal practices and ISO 9001 quality assurance practices are followed.
• Review and analyse Regional sales, reporting to the Sales Director any product issues, loss or potential loss of key customers, or competitive sales strategies, which negatively or positively affect Regional sales. Advise about and ensure corrective action is implemented.
• Conduct regular meetings to ensure constant communication and consistent application of company sales strategy, policies, etc with Regional Sales Team to respond to Regional and wider UK issues.
• Maintain and grow business with customers in the region to ensure that challenger tech-niques and business opportunities are maximized.
• Responsible in collaboration with HR for leadership, recruitment, selection, development and performance management of direct reports.
• Responsible for the design, implementation and compliance of Sales budgets within the allocated expense budget. Monitoring the cost and effectiveness of sales activities to optimise resources and prioritise spending.
• Work with major prospects, potential customers, major key customers to help them build their business through actively engaging their businesses, understanding their business drivers and proposing realistic, tailored Straumann business solutions to improve the customer\xe2\x80\x99s over-all business profitability.
• Identify opportunities including the creation of leads for the broader group portfolio (Digi-tal/Ortho)

• Preferably degree educated or equivalent

• Significant sales/commercial leadership experience
• Analytical background
• Experience of working within a Referral Network and proven results of business growth.
• Experience of providing innovative, thought provoking solutions to business issues.
• Experience of Dental/Medical Device market desirable
• Working with Digital products and or solutions desirable

• Succinct, engaging and clear communication style
• Powerful Presenter style
• Flexible working style with ability to adapt approach depending on the person and the situation

Straumann Group