Regional Sales Manager

Through the training, development, and supervision of our Orthodontic Territory Sales Executives, the Regional Sales Manager (RSM) manages the promotion and sale of products and participates in developing sales strategies and programs to broaden and maximize the sales of GCOA products. The RSM works and cooperates with the Senior Sales Manager in interpreting and fulfilling responsibilities. Ultimately, the RSM is held accountable for the budget achievement by their Territory Sales Executives, individually and collectively.

Under the guidance of the Senior Sales Manager, the RSM must aggressively maintain and develop markets in a very competitive field. Thus, the RSM is responsible for planning, developing, and supervising the sales program.

ESSENTIAL DUTIES and RESPONSIBILITIES:

Planning: Develop a Regional Business Plan encompassing assigned territories and align expectations within the Orthodontic Territory Sales Executives and communicate the status of the plan to the corporate office. Modify as needed based on business changes. Develop additional plans and proposals for general improvement concerning various targets, such as territory realignment, personnel expansion or reduction, sales policies, special promotions, participation in conventions and exhibits, and wholesaling. Evaluate market trends and develop commercial intelligence by using methods such as dealer surveys and field evaluations.

People Development: Develop sales and training programs for the Territory Sales Executives that emphasize the commercial/marketing aspects designed to achieve budget rather than technical aspects; guide the Territory Sales Executives in developing a thorough knowledge of products, the application of these products to orthodontists’ problems, the relative advantages and disadvantages of competitive products, and the nature and specific forms of competitive products and promotions. Ensure effective Time and Territory Management.

Performance Management: Evaluate selling skills through observation on, but not limited to, co-travels, conventions, and educational events. Guide and participate with the Territory Sales Executives in developing effective territory coverage and provide remedial training as necessary in planning, record keeping, and reporting procedures through effective use of CRM activities. Develop and maintain contacts with national accounts, group practices, and KOLs.

Hiring: Recruit, screen, and hire; motivate and develop Territory Sales Executives on a continual basis.

Administrative: Maintain effective financial, HR, and administrative reports required by the Senior Sales Manager.

Accountabilities

Planning:

· Create quarterly and annual business plans consistent with corporate objectives and submit them to the Senior Sales Manager on a quarterly basis

· Provide monthly Management Update to Senior Sales Manager (accomplishments, significant sales developments affecting the Company, recommend the addition of new products to the line or the modification or elimination of existing items)

People Development:

· Work with each Territory Sales Executive throughout the year to develop and refine individual Time and Territory Management plans through effective CRM usage.

· Ensure that all new hires are prepared for in-house training within 30 days of start

· Provide continual skill-up training with Territory Sales Executives based on co-travels and sales results

Performance Management:

· Co-travel a minimum of 2 times with each rep in your region within a 6-month time frame

· Co-travel reports to be completed and emailed to Territory Sales Executives within 48 hours of co-travel

· Guide Territory Sales Executives to set appropriate expectations/goals, approve and submit to corporate all Territory Sales Executives individual Quarterly Activity Plans within one week of the active quarter

· Hold team accountable to 5-8 daily sales call activity updates in CRM

· Hold the team accountable for daily CRM system utilization,

· Lead monthly performance management webinar updates with Territory Sales Executives or more frequently as needed

· Ensure that 3 KOL programs are executed within the Region on an annual basis

· Conduct quarterly and annual performance reviews on all in a timely manner. Complete the PAR assessment by April 30th

· Ensure the team is technically competent with sales tools (CRM system, BOBJ, Sharepoint, etc.) and make recommendations and/or execute skill-up where necessary

Recruiting:

· Lead the interview process and identify qualified candidates for final interviews

· Continually analyze region for optimal coverage and ensure all district positions are recruited for and hired within 90 days of vacancy

Administrative:

· Approve all expense reports and grip stock request forms within 48 hours of receipt

· Complete all personal reporting in a timely fashion (Calendar, Activity Plans, Business Plans, Expenses, and additional reports as requested)

· Maintain regional Expense and Grip Stock Budgets

· Respond to all messages within 24 hours or as requested

· Check phone and email messages a minimum of 2 times per day

MINIMUM QUALIFICATIONS:

• Bachelor's degree
• 5 years of orthodontic sales experience
• Applicants must be located in the western region of the United States
• Consultative selling approach
• Willing to coach and develop peers
• Travel up to 60% of your time
• Strong customer service and rapport
• Great persuasive and negotiation skills
• Good interpersonal and presentation skills
• Proficient in technology and dealing with equipment and software
• Driver’s license required
• Basic computer skills required
• Working knowledge of Microsoft Office products (Word, Excel, PowerPoint, and Outlook email required

Benefits and Perks:

• Company car
• 401(k) through Fidelity and company matching 10%
• Dental insurance with Delta Dental PPO
• Health insurance BCBS Illinois PPO
• Employee Assistance Program
• Health Savings Account
• Company Paid Life Insurance (two times annual salary)
• Paid time off, including an extra paid week off the week between Christmas and New Years
• Tuition reimbursement
• Vision insurance through EyeMed
• 10 paid holidays