GC Orthodontics America · 1 day ago
Regional Sales Manager Orthodontic Division
United States
Full-time
Remote
Senior Level
5+ years expGC Orthodontics America is seeking a Regional Sales Manager for their Orthodontic Division. The RSM will oversee the training and development of Territory Sales Executives while managing sales strategies to maximize product promotion and budget achievement.
Medical Equipment Manufacturing
Hiring Manager
Julie Egan
Responsibilities
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
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
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
Recruit, screen, and hire; motivate and develop Territory Sales Executives on a continual basis
Maintain effective financial, HR, and administrative reports required by the Senior Sales Manager
Create quarterly and annual business plans consistent with corporate objectives and submit them to the Commercial Director on a quarterly basis
Provide monthly Management Update to Commercial Director (accomplishments, significant sales developments affecting the Company, recommend the addition of new products to the line or the modification or elimination of existing items)
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
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
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
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
Qualification
Required
Bachelor's degree
5 years of orthodontic sales experience
Applicants must be located in the eastern 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
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 the annual salary
Paid time off, including an extra paid week off the week between Christmas and New Year
Tuition reimbursement
Vision insurance EyeMed
Company
GC Orthodontics America
For almost a century, the dental industry has recognized GC America as being a top-tier provider for quality dental products.
201-500 employees
Funding
Current Stage
Growth StageCompany data provided by crunchbase