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Manager, Regional Sales- Zahn

JOB SUMMARY:
Responsible for leading a team of field sales consultants towards achieving sales and profit goals for their respective region of the company through development and execution of sales strategies and programs. Develops sales strategies and executes programs that are necessary to achieve the sales and profit goals for the region of the company. Assists with the overall sales of the company and maintains company's gross profit initiatives. Reviews sales performance of the Field Sales Consultants. Oversees staffing, training, and performance evaluations to develop sales programs. Interprets company policy to employees and enforces company policies and practices. Coordinates sales distribution by establishing sales territories, quotas, and goals. Interacts closely with various internal management to discuss issues that have potential impact on improving sales. Oversees all data analysis aimed at segmenting Zahn Dentals products, customers, and selling channels.
ESSENTIAL RESPONSIBILITIES & ACCOUNTABILITIES:
Manages a regional sales force and related activities.
Oversees staffing, training, and performance evaluations and develops and controls sales programs.
Co-travel with Territory Sales Consultants on a regular basis to provide on-going coaching and selling skills development leading to increased productivity and sales.
Provide on-going written feedback on overall territory performance.
Interprets company policy to employees and enforces company policy and practices.
Develops and implements methods and procedures for monitoring work activities, such as preparation of records of expenditures, progress reports, etc in order to inform senior management of current status and various sales activities.
Submits reports of sales activity and maintains records.
Analyzes and controls expenditures of division to conform to budgetary requirements.
Develops sales strategies to cross sell unique products and services to customers of one or few business categories, (i.e., merchandise, parts & equipment, service) to multiple business categories.
Promotes the company as a full service dealer to our Dental Lab customers.
Holds sales meetings and represents the company at trade association meetings to promote products and services.
Coordinates sales distribution by establishing sales territories, quotas, and goals.
Assigns sales territory to sales personnel. Ensures Sales consultants keep informed of changes in territories that might affect product sales.
Also works closely with manufacturers concerning quarterly sales and advertising promotions.
Interacts closely with various internal department management, including Purchasing, Inventory Control, Operations, Finance, and Credit. Meets and communicates effectively on a regular basis to discuss issues that have potential impact on improving sales. May also work with Operations Management on efficiencies and product standardization to eliminate unprofitable items from inventory lines.
Prepares monthly sales reports showing sales volume, potential sales, risks and opportunities.
Reviews market analyses to determine customer needs, market potential, price schedules, and contracts.
Responsible for annual forecasts on anticipated market sales.
Develops sales campaigns to accommodate goals specified by the company. Responsible for data analysis aimed at segmenting Zahn Dental products, customers, and selling channels. Determines strategies, develops programs and tactics, and tracks program results.
Maintains assigned territory.
Participates in special projects and performs other duties as required.
In addition to the essential duties and responsibilities listed above, all positions are also responsible for
Meeting company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work related tasks in a manner that is in compliance with all Company policies and procedures including World Wide Business Standards.
Adhering to Company policies, procedures, and directives regarding standards of workplace behavior in completing job duties and assignments.
Experience:
Progressive sales experience in the dental distribution industry, including at least three years in supervisory role, or the equivalent required.
Specialized Knowledge and Skills:
Knowledge of Dental Industry and Products. Familiarity of eCommerce and related order entry system. Ability to download reports and import files. Computer proficiency in Microsoft Word and Excel.
Other:
Bachelor's degree or the equivalent preferred; Valid Driver's License with no prior suspensions or revocations.
Henry Schein, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.

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