Kerr Regional Sales Director

Job Description:

JOB SUMMARY:

The Kerr Regional Sales Director, Eastern Canada will be responsible for the strategic development and management of an assigned region that sells company-manufactured products through designated distributors/dealers. This position will establish and implement the overall sales strategy in Eastern Canada to meet the growth objectives of the business and achieve maximum results. Develops, presents, implements, and manages strategic sales efforts, to meet sales plans and forecasts.

PRIMARY DUTIES & RESPONSIBILITIES:

• Recognizes and capitalizes on all go-to-market opportunities, for profitability and business growth.
• Builds a strong direct sales team, and develops talent through coaching, feedback, and support.
• Develops a clear vision and direction for the future of the business or the organization. 
• Develops effective relationships with Marketing to drive marketing strategies and priorities.
• Maintains existing and develops new relationships with key customers and industry leaders, especially dental dealers to improve sales growth.
• Anticipates risks and devises contingency plans to manage them.
• Effectively supervises representatives within the assigned geography by coaching individuals according to the sales training process, setting clear, specific expectations that are measurable, and driving accountability at the territory level.
• Meet monthly, quarterly, and annual sales quotas established by the company.
• Manages and adheres to the budget guidelines established by the company. 
• Consistently assesses team to understand high potential associates and underperforming associates.
• Makes decisions regarding development training and top grading, manages hiring of all needed associates through clear job descriptions, and gives input on promotions.
• Prepare and deliver on-time reports including but not limited to sales forecasts, monthly reports, expense reports, policy deployment reports, problem-solving process reports, scouting reports, field ride reports, and other various reports regarding region and representative performance.
• Follow corporate policies regarding customer entertainment, customer relations, review of employee expense reports, and compliance with Envista Compliance and Laws.
• Assign annual sales goals and projections within the region based on overall goals set by the organization for the assigned geography.
• Conduct annual performance reviews for all direct reports.
• Follow and enforce all corporate policies.
• Visit potential customers to qualify them as sales prospects for the corporation.
• Understand and support the corporation’s sales policies and procedures to provide proper and effective treatment to all the corporation’s customers.
• Collect, analyze, and report competitive information to the sales and marketing departments relaying new product ideas, promotional ideas, and product extensions to management for evaluation.
• Maintain a high competency level relating to technical product information.
• Maintain relationships and a hands-on selling approach with important end-users, clinicians, and distributors.
• Proactively coordinate effective communication flow as a liaison between field sales and corporate.

Job Requirements:

• University/Bachelor’s degree or DEC.
• 7+ years of sales experience
• 2 years of management experience overseeing a sales team.

PREFERRED QUALIFICATIONS:

• A demonstrated track record for meeting sales objectives for a dynamic company.  
• Successful history in negotiating and contracting with key customers and distributors.
• Experience with different go-to-market strategies and selling channels including distribution, manufacturer’s reps, and direct and special markets.
• Excellent communication skills including oral, written, technical communication.
• Experience with prior dental or medical device sales management experience. Preference will be given to candidates with experience selling / managing small or capital equipment products.
• Selling company manufactured products through distributors. 
• Experience managing, coaching and developing a large sales team is preferred.
• Adaptable and able to work well with people in an unstructured work environment.
• Strong data analytics skills, CRM (MS Dynamics) and MS-Office applications.
• Independent, creative, and competitive track record of success.
• Adaptable/good with change.

LOCATION/TRAVEL:

• All business expenses will be reimbursed.
• Eligible for incentive trip and other company sponsored promotional activities.
• Geography:  Eastern Canada
• Key Cities: Quebec City, Montreal, Gatineau, Ottawa, Toronto, & Windsor.
• Overnight travel: approximately 30%
• Day travel: approximately 60%

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Operating Company:

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.