Role Profile-District Sales Manager

SUMMARY

This individual will have a proven track record of consistent on target performance in the medical device/healthcare industry, be passionate about sales and have a high level of business acumen. He/she will build strong ethical business relationships with customers to ensure usage of our products and gain greater market share by focusing high value activity and selling,

 

The District Sales Manager should drive their Practice development managers achieve their Operational Plan via detailed account and territory planning that includes but is not limited to; establishing account relationships with customers and potential customers, supporting the educational pathway, practice development including the provision of practice events aimed at business generation as well as proactively communicating with customers and non-customers.

 

The District Sales Manager should accomplish this through extensive support and development of their team, via one-to-one coaching and demo visits, one-to-one business reviews and ongoing personal development.

 

ESSENTIAL DUTIES AND RESPONSIBILITIES, in the area of:

 

include the following. Other duties may be assigned

• Ensures the effective fulfillment of objectives and deadlines assigned on an individual and team basis
• Report back to regional sales manager with all assigned reports in a timely and accurate manner
• Meet sales objectives in responsible area
• Drive growth and revenue through diverse existing and new channels
• Work with the regional manager to set Operational plan for future periods
• Maintain regional KOL, ensure Practice development managers engage certified doctors and develop potential for new cases
• Ensure Practice development managers engage non-certified doctors and establish their potential as an provider
• Recruit, manage and coach Practice Development Managers.
• Provide training in product knowledge, selling skills, and territory management, SFDC, and Terms and Conditions of Business
• Evaluation and coaching of Practice development manager – through observation during co-travel, frequent feedback and the analysis of data
• Keep close communication and cooperation with marketing and clinical department, involved in setting area marketing plan.
• Manage supply system in the area, including AR, distributor channels construction and maintena
• Achieve and overachieve the set objectives within area budgets
• Prepare a variety of status reports, including activity, closings, follow-up, and adherence to goals
• Acquire and maintain detailed knowledge of the company's products;
• Maintains accurate records in the companies’ CRM system
• Travels according to business needs;

 

Additional responsibilities:

• Ensures the effective fulfillment of objectives and works to meet monthly, quarterly and annual sales goals in the responsible area.
• Comply with all safety policies, practices and procedures. Report all unsafe activities to regional manager and/or Human Resources.
• Participate in proactive team efforts to achieve departmental and company goals.
• Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
• Perform other duties as assigned.
• Manage, train and coach PDMs in the responsible area.

 

QUALIFICATIONS

 

To perform this job successfully, the individual must have mastered the skill set of a Sales Specialist/Practice development manager and in addition, have demonstrated the skill set required of a District Sales Manager or show the potential to demonstrate the required skills. The requirements listed are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

EDUCATION and/or EXPERIENCE

 

• Experience within Medical device or Healthcare sales is essential
• Minimum of 5-8 years’ experience essential with at least 2-3 of those year managing a sales team
• Education to degree level with BS or BA preferred (depending on geography) and/or equivalent experience.
• Background as dental therapist/hygienist/technician and acquired valuable knowledge of the industry and its products will be
• Excellent oral and written communication skills
• Advanced presentation and negotiation skills. Maintaining a professional appearance and providing a positive company image to the public.
• Product launch, area sales planning and forecasting required
• Used to work independently and as part of a team with a high level of time management skills
• Pride in excelling and self-directed individual
• Good IT skills, including all Microsoft packages and proficiency in using modern multi-media tools

• Living within their sales area

 

 

WORK SCHEDULE / HOURS

 

The District Sales Manager normally works within regular business hours although should expect some evening and weekend work plus considerable travel and overnight stays dependent on geography and business requirements.