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, USA. 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.
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
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
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
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
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
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
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
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.
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
Experience in resolving conflict and problem solving
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 on a daily basis up to 8 hours or more per day
Proficiency in Microsoft 365 applications.
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.
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