Regional Sales Manager- Albany, NY (64056)

Dentsply Albany , NY 12201

Posted 2 months ago

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.

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

  • 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 on a daily basis up to 8 hours or more per day

  • Proficiency in Microsoft 365 applications.

#LI-EC1

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.

icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon
lc_ad

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Senior Java Programmer Albany NY 00712032020

Eiworkforce

Posted 5 days ago

VIEW JOBS 11/29/2020 12:00:00 AM 2021-02-27T00:00 <p>eiWorkforce offers cloud workforce software and services. It is currently looking for a consultant for the following opportunity.</p><p><br />Senior JAVA Programmer Albany NY</p><p><br /><strong>Tasks the role will be performing:</strong></p><p>The Senior Programmer consultant will have skills in AngularJS and Hibernate Object Relational Mapping frameworks; experience programming Oracle WebLogic Java applications from specifications expressed by use cases, class diagrams, interaction diagrams and sequence diagrams.; experience developing Oracle database schemas, tables, procedures and permissions; experience with both SQL and JavaScript. The Senior Programmer will perform computer application development, unit testing and release management processes, code critique, orientation sessions, and technical design documentation in support of the Environmental Public Health Tracking (EPHT) grant deliverables.</p><p>The EPHT program is shifting away from updating of county-based indicators to a new architecture which provides the flexibility to visualize environmental health data using geographical information systems at varying scales of resolution. The Senior Programmer will research, design, test, document, implement and deploy Java applications that provide integrated sub-county data visualizations on an updated technology stack. The Senior Programmer will perform application development tasks including researching and documenting code repositories and technical designs, programming solutions, writing, developing and executing unit test plans, researching, resolving, and testing defects, and customer technical support. The Senior Programmer will be responsible for the release management process including technical steps to promote, test and release through the development environment, coordinating with infrastructure staff. The Senior Programmer will also serve as a liaison with grant partners throughout the project, participating in joint application design session with other technical and program staff and contribute to grant reporting activities. </p><p>&nbsp;</p><p><strong>Requirements for the position:</strong></p><ol><li>60 months of demonstrated experience as a full-stack developer working with modern web technologies</li><li>60 months experience with Hibernate Object Relational Mapping frameworks</li><li>60 months experience programming Oracle WebLogic Java applications from specifications expressed by use cases, class diagrams, interaction diagrams and sequence diagrams</li><li>48 months experience Angular 2 or above</li><li>48 months experience developing Oracle database schemas, tables, procedures and permissions</li><li>48 months experience with SQL, JavaScript and Docker.</li></ol> Eiworkforce Albany NY

Regional Sales Manager- Albany, NY (64056)

Dentsply