JOB DESCRIPTION:

The Sales Manager is responsible for achieving or exceeding the region’s sales target and service goals through the region’s sales force within the assigned region and increasing Nobel Biocare’s market shares, while maintaining business expenses, discount levels and local margin contribution goals within defined timeframes and parameters.

He/she leads and directs a sales team and provides leadership towards forecasting and achievement of maximum profitability and growth in line with company vision and values. He/she establishes plans and strategies to expand the customer base in the marketing area and contributes to the development of training and educational programs for clients and sales representatives. Directing the activities of the region’s sales force, in line with company strategy and ensuring and controlling the specified cost budget. In the process, the Sales Manager is obliged to comply with all local laws and regulations as well as corporate policies and procedures. In addition, the Sales Manager is ensuring that the respective region is sufficiently staffed with motivated and qualified employees. He/she is a leader who manages by example and is an excellent team player.

PLANNING & EXECUTION Responsibilities:

– Define a regional annual/quarterly/monthly tactical sales plan, in line with company strategies and plans, and competitor’s strategies to ensure forecasting and achievement of goals defining corrective action, if needed

– Review direct reports’ sales funnels to assure that opportunities are captured, reported and moving across efficiently

– Analyze regional sales trends and constantly, plan sales activities (visits, events, marketing campaigns, T&E activities, business plans, etc.) based on regional needs to ensure that territory attains or exceeds assigned monthly, quarterly and/or annual sales targets

– Manage assigned region within allocated expense budget taking into account expenses and the ROI optimizing resources and prioritize spending

– Review on a regular basis Sales Account Plans developed by sales representatives for their customers within the assigned territory and other available sales reports supported by internal tools and CRM, taking corrective measures if necessary

– Study and stay informed on products, technologies, clinical studies, competitive activity, and other general information of interest to company or to customers

– Maintain a comprehensive knowledge of all company policies and procedures and demonstrate the ability to effectively implement them at the territory level

– Regularly attend relevant company training and development initiatives (Company’s E-learning, classroom etc.)

SALES Responsibilities:

– Periodically visit top existing customers and top competitor customers to strengthen relationships and ensure satisfaction with our products, solutions and the services offered, as well as negotiating terms of sales that will maximize the country interest

– Develop and maintain relationships with key influential leaders and speakers and utilize these relationships to expand market share

– Develop and maintain relationships with dental chains and dental chain decision makers to increase Nobel Biocare market share in this special market segment

– Make the team execute patient and customer generating marketing/sales activities aimed at expanding/growing core business, taking into account the ROI, and in cooperation with Marketing and Training & Education departments

– Coordinate the service level for dental chains clinics provided by the regional sales team

– Support in local, national and international events, trade shows and company meetings as appropriate

– Be able to identify, collect, and communicate customer insights that are relevant for the sales approach

– Supporting the sales representatives in regular co-travelling and where needed conducting consultations with difficult customers

MARKET MONITORING Responsibilities:

– Ensure a constant and accurate log of active and potential customers, speakers and key opinion leaders. Information to be shared among the organization using CRM

– Coordinate information from the sales force, customer service or other internal stakeholders about any product issues, the loss or potential loss of key customers and competitive sales strategies that negatively or positively affect local sales

– Identify new generation customers leaders in their region and set development plans accordingly (in collaboration with marketing and T&E activities)

– Identify customers ambassadors speaker and onboard in every area of our product portfolio and develop T&E plans to ensure these products and solutions are being promoted by clinicals / dental labs inside the clinical community

– Identify areas for commercial strategy development and suggest changes and improvements in pricing, discounting, return policies, internal policies etc.

PEOPLE MANAGEMENT Responsibilities:

– Act as a role model within the region and within the organizational leadership team. Secure that any action undertaken is properly followed up and that the team executes systematic follow ups

– Supervise and support direct reports with activities, visits and the creation and execution of the sales account plan. Identify development areas and define corrective actions, if needed

– Define and manage annual performance objectives aligned with the company strategy

– Define an individual development plan for identified direct reports to ensure talent management and succession plan

– Plan and provide training, coaching, advice, counsel, guidance and feedback to achieve the established objectives for the region/territory with a regular co-traveling activity

– Conduct weekly meetings to ensure constant communication and consistent application of company sales strategy, policies etc. Foster team spirit, motivation and engagement among the sales force

– Manage recruitment, onboarding and off-boarding in the assigned region

– Control and approval of the travel expense reports of the sales representative as well as the representation expenses

LI-SM1

CRITICAL KNOWLEDGE AND QUALIFICATIONS:

• Bachelor Degree Commerce and/or MBA or
• Valuable academic background in business, marketing, health, business administration, and equivalent work experience
• Excellent marketing, dental market and product knowledge preferably dental implants

CRITICAL SKILLS/TECHNICAL KNOW-HOW:

• Strong Knowledge of MS Office and IT / computer tools: Office package. High user level
• Accustomed to working with CRM and reporting. (ideally Microsoft Dynamics)
• High capacity for analysis, communication, results orientation and adaptation to change
• Strong communicative skills and presentation capabilities
• Strong leadership capabilities
• Fluency in Polish and English (spoken and written)

CRITICAL EXPERIENCE:

• Minimum 5 years of experience in managing commercial teams in the dental, medical devices or similar sector where experience in direct sales or achievement-oriented sales has been consolidated
• A minimum of 5 years’ achievement-oriented sales experience within Nobel Biocare, or equivalent experience with a direct competitor, or in the medical device field
• A minimum of 3 years of management experience including coordination / coaching / motivation of peers or subordinates

Please refer the Job description for details