Regional Sales Manager - Mid-Atlantic

Job Description:

The Nobel Biocare Regional Sales Manager is responsible for achieving the region's sales goals within defined timeframes and parameters. Direct the activities of the sales force, in line with strategies and plans, which are consistent with the organization's overall mission and in line with budgeted expectations. Also, expected to prioritize/focus on top line sales, contribute to positive selling environments, communicates and implements Nobel Biocare overall philosophy/strategy, develop KOL's, and facilitate competitive conversions.

PRIMARY DUTIES & RESPONSIBILITIES:

• Responsible for achieving the region’s sales goals within defined timeframes and parameters.
• Directing the activities of the sales force in line with strategies and plans that are consistent with the organization’s overall mission and in line with budgeted expectations.
• Expected to prioritize/focus on top-line sales, contribute to positive selling environments, communicate and implement Nobel Biocare overall philosophy/strategy, develop key opinion leaders, and facilitate competitive conversions.
• Develop and maintain an effective organization through the recruiting, selection, training, compensation, coaching and motivation of personnel. Provide guidance and direction to field sales personnel to assist them in their personal and professional development.  
• Provide orientation and guidance to new field sales personnel to ensure consistency in presentation and sales ability throughout the assigned geography.
• Develop annual sales goals and projections for the designated geography.
• Understand and support the company’s sales policies and procedures.
• Relate new product ideas and product extensions from the field to the office.
• Direct and administer field promotions to promote sales and maintain favorable relations with customers.
• Develop and manage the sales training programs required to maximize the effectiveness of the field sales force.
• Be able to fill open territories and fully support the sales organization when necessary.
• Visit assigned customers on a regular basis to promote products, relate new product information, solicit feedback on the company’s products and services. 
• Meet monthly, quarterly, and annual sales quotas. 
• Review and report complaints received from customers and recommend corrective action.
• Prepare and analyze reports.
• Coordinate effective communications as liaison between the sales department and the home office as well as other sales related business units within the platform.
• Direct people responsibility with Fiscal responsibility
• Responsible for region budget
• Collaborate with Business Development Managers, Marketing, and Customer Support team.

COMPETENCIES FOR SUCCESS:

·       Demonstrate ability to manage a territory of similar size and scope. 

·       Must have a proven record of leadership and mentoring skills.

·       Completion of formalized sales training course(s) preferred. 

·       Ability to work independently and creatively. 

·       Strong organizational skills with proven time management skills. 

·       Advanced conflict management.

·       Strong negotiation skills.

·       Strong coaching/teaching skills.

·       Experience in forecasting and budgeting.

·       Knowledge of people manager skills (e.g., building trust, leading and managing diverse and inclusive teams).

·       Ability to adapt and adjust to change.

·       Possess an entrepreneurial mindset.

·       Dental practice business knowledge.

Job Requirements:

REQUIREMENTS:

• Bachelor’s degree required
• 5+ years of B2B sales achievement (100%/quota), preferably in dental or medical device sales.
• Demonstrated leadership capabilities, not just sales achievement.
• Proficient communication skills (both written and verbal) and presentation skills from groups managers, clients, customers and other business entities. 
• Proficient in MS Office Suite (Word, Excel, PowerPoint, Outlook).
• Valid state driver’s license with an acceptable driving record.

PREFERRED QUALIFICATIONS:

• Digital experience – able to navigate and train other representatives (if requested) regarding Nobel Biocare digital products
• Experience in CRM (Customer Relationship Management software)
• Advanced conflict management
• Strong negotiation skills
• Strong coaching/teaching skills
• Experience in forecasting and budgeting
• Knowledge of people manager skills (e.g., building trust, leading and managing diverse and inclusive teams).
• Ability to adapt and adjust to change
• Entrepreneurial mindset
• Dental practice business knowledge

TRAVEL/LOCATION:

• Laptop, iPad, iPhone and company car allowance.
• All business expenses will be reimbursed according to the T&E policy.
• Eligible for incentive trip and other company sponsored promotional activities.
• Geography: This position covers the Mid-Atlantic region: Washington DC, Maryland, Central Pennsylvania, Delaware, and Virginia.
• Candidate should be centrally located within the territory
• Overnight Travel: 25%-30%

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Target Market Salary Range:

Actual compensation packages take into account a wide range of factors that are unique to each candidate, including but not limited to geographic location; skill sets; relevant education and certifications; depth of experience; performance; and other business and organizational needs. The disclosed reasonable estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Envista, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. The total compensation package for this position may also include an annual performance bonus, medical/dental/vision benefits, 401K match, and/or other applicable compensation plans.

For Field Sales roles, the salary range listed reflects base pay only and does not include incentive pay opportunities under the applicable sales compensation plan

$131,400 - $160,600

Operating Company:

Nobel Biocare

Envista and all Envista Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The “EEO is the Law” poster is available at: http://www.dol.gov/ofccp/regs/ compliance/posters/pdf/eeopost.pdf.

Envista and its family of companies (Envista) will not accept unsolicited resumes from any source other than directly from a candidate.  Envista will consider unsolicited referrals and/or resumes submitted by vendors such as search firms, staffing agencies, professional recruiters, fee-based referral services and recruiting agencies (Agency) to have been referred by the Agency free of charge and Envista will not pay a fee for any placement resulting from the receipt such unsolicited resumes.  An Agency must obtain advance written approval from Envista's internal Talent Acquisition or Human Resources team to submit resumes, and then only in conjunction with a valid fully-executed contract approved by the Global Talent Acquisition leader and in response to a specific job opening.  Envista will not pay a fee to any Agency that does not have such agreement and written approval in place.