JOB OVERVIEW:
This position is responsible for leading a team of outside territory managers towards achieving sales and profit goals for their respective territories through development and execution of sales strategies and programs. Assists management with the overall sales of the Company and manages to Company's gross profit initiatives. Reviews sales performance of the Territory Managers; develops staffing plans, oversees training of sales personnel, and utilizes performance evaluations to improve sales programs. Communicates and enforces company policies and practices. Interacts closely with all levels of internal management to discuss issues that have a potential impact upon sales. Reviews and contributes to all data analyses regarding Company products, customers, and selling channels.
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KEY RESPONSIBILITIES:
- Manages a regional sales force and related activities. Develops staffing plans, oversees training, and conducts performance evaluations. Develops, implements and maintains sales programs. Communicates and enforces company policy and practices. Develops and implements procedures for monitoring work activities such as, preparation of records of expenditures, progress reports, etc. in order assess and report to senior management on current sales activities. Analyzes and controls expenditures of region to conform to budgetary requirements.
- Develops sales strategies to cross sell unique products and services to customers of one or a few business categories, (i.e., merchandise, parts & equipment, service) to multiple business categories. Promotes the company as a full service Orthodontic Manufacturer to our Dental customers. Conducts sales meetings and represents the company at trade association meetings to promote products and services.
- Assigns sales territory to sales personnel. Ensures Sales Representatives keep informed of changes in territories that might affect product sales. Works closely with management concerning quarterly sales and advertising promotions.
- Interacts effectively with various internal department managers, including but not limited to Purchasing, Inventory Control, Operations, Finance, HR, Marketing and Continuing Education. Meets and communicates on a regular basis to discuss issues that have potential impact on improving sales. Provides input on Operations/Marketing efficiencies and product standardization to eliminate unprofitable items from inventory lines.
- Prepares monthly sales reports stating sales volume, potential sales, risks and opportunities. Reviews market analyses to determine customer needs, market potential, price schedules, and contracts. Responsible for annual forecasts on anticipated market sales. Develops sales campaigns to accommodate goals specified by the company. Responsible for data analysis regarding Ortho Organizers products, customers, and selling channels. Participates in developing strategies, programs and tactics, and tracks results.
- Co-travel with TM's 3 days per week, minimum 3 travels per month.
SPECIFIC KNOWLEDGE & SKILLS:
- Knowledge of Orthodontics Industry and Product.
- High/Strong people skills; Leadership skills.
- Ability to download reports and import files.
- Computer proficiency in Microsoft Word and Excel.
- Valid Driver's License with no prior suspensions or revocations.
- Adaptable to Change.
- Conduct monthly and quarterly reviews with each individual territory manager.
GENERAL SKILLS & COMPETENCIES:
- Strong management and leadership skills and ability to attract, retain, motivate, develop and mentor team members for high performance
- Outstanding verbal and written communication skills and ability to resolve disputes effectively
- Excellent presentation and public speaking skills
- Excellent independent decision making, analysis and problem solving skills
- Understand and act on financial information that contributes to business profitability
- Ability to plan and manage successful projects; understand available resources, develop timeline, budget, assign tasks and areas of responsibility
- Lead team(s) to achieve company goals in creative and effective ways
- Excellent planning and organizational skills and techniques
- Communicate effectively with senior management
- Good negotiating skills and ability to effectively manage outsourced relationships
- Ability to influence, build relationships, understand organizational complexities and manage conflict
- Broad professional and managerial skills with a good understanding of industry practices and company policies and procedures
- Ability to lead virtual teams
MINIMUM WORK EXPERIENCE:
Typically 10 or more years of increasing responsibility and complexity in terms of any applicable professional experience; 1 or more years of management experience. Prior sales experience in the Orthodontic industry.
PREFERRED EDUCATION:
Typically a Bachelor's Degree or global equivalent in related discipline. Master's degree or global equivalent a plus.
TRAVEL / PHYSICAL DEMANDS:
This position will be working in an office environment, utilizing typical office equipment. Also territory travel in and out of Orthodontic office. This position requires extensive travel. No special physical demands required.
Henry Schein, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.
For more information about career opportunities at Henry Schein, please visit our website at: www.henryschein.com/careers