Regional Sales Manager, Dental Consumables- Richmond, VA

Company: Dentsply Sirona
Location: Wilmington
Posted on: May 27, 2023

Job Description:

Dentsply Sirona is the world's largest manufacturer of professional dental products and technologies, with a 130-year history of innovation and service to the dental industry and patients worldwide. Dentsply Sirona develops, manufactures, and markets a comprehensive solutions offering including dental and oral health products as well as other consumable medical devices under a strong portfolio of world class brands. Dentsply Sirona's products provide innovative, high-quality and effective solutions to advance patient care and deliver better and safer dentistry. Dentsply Sirona's global headquarters is located in Charlotte, North Carolina. The company's shares are listed in the United States on NASDAQ under the symbol XRAY.
Bringing out the best in people
As advanced as dentistry is today, we are dedicated to making it even better. Our people have a passion for innovation and are committed to applying it to improve dental care. We live and breathe high performance, working as one global team, bringing out the best in each other for the benefit of dental patients, and the professionals who serve them. If you want to grow and develop as a part of a team that is shaping an industry, then we're looking for the best to join us.
Working at Dentsply Sirona you are able to:
Develop faster - with our commitment to the best professional development.
Perform better - as part of a high-performance, empowering culture.
Shape an industry - with a market leader that continues to drive innovation.
Make a difference -by helping improve oral health worldwide.
The Regional Sales Manager is responsible for achieving organizational sales objectives through effective leadership in the assigned area. The regional manager will lead, coach, and develop a highly talented cross functional team that excels in supporting the build-out of Dentsply Sirona integrated offices, selling procedural efficiencies, integrated workflows, and services within the Dentsply Sirona portfolio.
Talent Management
Identify

• Recruit diverse new talent as needed yielding a best in class organization
• Develop and implement individual new-hire training plan
• Field test and assess new hire readiness to implement Dentsply Sirona sales methodologies, effectively representing the product line Coach
  • Lead sales team identifying, developing, and retaining high talent who deliver value to the company's business
  • Mentor cross functional team on business processes, cross-selling, and the benefits of procedural selling versus product selling methodologies
  • Monitor new hire training, assess gaps, and provide corrective guidance
  • Handle non-performing employees. Document areas of concern and provide guidance on corrective actions
  • Follow established processes and document problem employee situations
  • Conduct ongoing performance reviews, provide written feedback at a minimum of once annually
  • Document expected performance and goals for the upcoming year Develop
    • Drive forecasting accuracy and predictability using sales methodology and SFC
    • Recognize each team member's attributes and develop appropriate personal development plans to facilitate growth
    • Travel with team members, bring business discussions to prospects and customers, provide a positive learning experience by example Regional Culture
      • Drive a culture of growth, accountability, and disciplined execution
      • Develop strong, collaborative working relationships with all team members. Foster extreme ownership
      • Display enthusiasm and positive attitude that can be mirrored by the region
      • Set expectations, define goals, and stimulate desire to win as a team. Champion company vision and align team culture
      • Actively support team efforts in all aspects of the business to create a stronger Dentsply Sirona presence in the market Business Planning
        • Create revenue budgets to reflect individual territory growth targets
        • Develop and communicate the overall strategy. Work with field sales team to develop supporting tactics
        • Establish performance metrics and communicate progress regularly
        • Travels with field sales team. Works with customers and local distribution teams
        • Gains feedback through on-site customer interaction and adjusts tactics accordingly
        • Work with the sales director on the identification and development of Key Opinion Leaders
        • Bring KOL participation to local events, focusing on company philosophy and sales execution
        • Review data inputs, intelligence from the field, and work with sales director to develop a strategic plan, aligning with company objectives
        • Deploy cross functional workflow strategy, leveraging the unique capability of the DS Clinical Development Manager
        • Support Clinical Development Manger mission, gaining customer commitment to DS patient experience, practice expansion and efficiency
        • Strengthen the synergies of DS direct and distributor pipelines. Leverage One DS in support of DS customer ownership
        • Lead and manage regional events including site selection, budgeting, market rollout, engagement, driving attendance, and ROI Customer Relationships
          • Conduct quarterly business review with distribution managers
          • Schedule quarterly business meetings with key direct customers - review workflows, identify inefficiencies and remediate with DS workflows
          • Develop and structure partnerships with distributor and direct customers to accelerate growth
          • Primary point of contact for the local distribution management team
          • Handle sales escalations, personnel conflicts, and overall location relationship
          • Work with distribution management, key distribution team members, and key customer accounts. Reinforce the value of DS procedures and workflows
          • Assess the health of Dentsply Sirona by distributor location, work with location management to improve where needed
          • Bring successful strategies and tactics to underperforming customers, direct and distribution
          • Develop and structure partnerships with key business customers. Leverage partnership to gain new business
          • Utilize consultative techniques to educate and assist with practice efficiency and expansion Administrative Duties
            • Effectively manages and filters information and tasks (notifications, emails, divisional programming, approvals) as deemed necessary to prioritize business needs
            • Manages the annual expense budgets including Demo, Event Funds and Travel and Entertainment expenses Communication
              • Effectively communicate and reinforce company culture and initiatives
              • Actively listen, discover pain points and message effective responses
              • Develop value-based storyline presentation material
              • Able to effectively present company ethos, product line, and value proposition as a podium presenter, in small groups, and one-on-one situations.
              • Develop rapport and positive business relationships with distribution teams and key customers. Build the Dentsply Sirona brand
              • Actively engage with appropriate merchandising, marketing, and other internal employees relevant to business
              • Must display interpersonal skills and ability to interact with customers, employees and others in a professional and tactful manner
              • Ability to effectively present information and respond to questions from groups of managers, clients, customers and the general public
              • Address customer complaints in an appropriate and professional manner. Escalating concerns as required by current processes. Miscellaneous
                • Performs other duties as assigned or as may be necessary Education/Years of Experience
                  • Requires a bachelor's degree and 5-7 years of relevant work experience, or a master's degree plus 4 years of experience, or an equivalent combination of training and experience
                  • Proven track record of leading teams to success
                  • 3 or more years of prior sales management experience; dental/medical experience preferred
                  • Experience in resolving conflict and problem solving Certifications/Licensing:
                    • Valid driver's license is required Key Required Skills, Knowledge and Capabilities:
                      • Ability and willingness to travel 50% of the time
                      • Lives within assigned area, with strong working knowledge of the same
                      • Required to complete corporate and divisional sales and sales leadership training
                      • Capable of working independently
                      • Prior leadership, mentoring, coaching, and recruiting experience
                      • Demonstrated ability to deal effectively with customers
                      • Must display interpersonal skills and ability to interact with customers, employees and others in a professional and tactful manner.
                      • Ability to write reports and business correspondence.
                      • Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
                      • Sales Force CRM knowledge preferred but not required
                      • Ability to operate a motor vehicle daily up to 8 hours or more per day
                        • Proficiency in Microsoft 365 applications.
                          *The geography for this position includes Washington D.C., Virginia, and Greensboro/Raleigh, NC*
                          #LI-AF1
                          Dentsply Sirona is an Equal Opportunity/ Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, sexual orientation, disability, or protected Veteran status. We appreciate your interest in Dentsply Sirona.
                          If you need assistance with completing the online application due to a disability, please send an accommodation request to careers@dentsplysirona.com. Please be sure to include "Accommodation Request" in the subject.
                          For California Residents:
                          We may collect the following categories of personal information in connection with the submission of your resume or application materials to us for employment, and if hired, your employment with us: identifiers (e.g., name, address, email address, birthdate); personal records (e.g., telephone number, signature, education information, criminal background information, passport number and visa information); consumer characteristics (e.g., sex, marital status, veteran status, race, disability, sexual orientation); professional or employment information (e.g., resume, cover letter, employment history, background check forms, references, certifications, transcripts and languages spoken); and inferences from personal information collected (e.g., a profile reflecting abilities and aptitudes).
                          The above categories of personal information are collected for the following business purposes: performing recruitment and hiring services; processing interactions and transactions (e.g., to comply with federal and state laws requiring us to maintain certain records, managing the workforce); and security (e.g., detecting security incidents, protecting against fraudulent or illegal activity).
                          For additional details and questions, contact us at careers@dentsplysirona.com

Keywords: Dentsply Sirona, Wilmington , Regional Sales Manager, Dental Consumables- Richmond, VA, Executive , Wilmington, North Carolina