Regional Sales Manager, Merchandise Sales

The Regional Sales Manager, Merchandise Sales will assist in managing the Merchandise Sales Specialist team as well as support the strategic initiatives for the broader Dental Solutions and Technology (DSX) organization. The RSMMS will be responsible for assisting in developing and executing sales strategies to successfully increase DSX sales, profitability and exposure in the Star Dental handpiece, Porter Nitrous, and Columbia Dentoform product lines within commercial market accounts, which include dealer/distributor branch locations, private practitioner dental offices, dental labs, training centers, implant companies and small to mid-sized group practice/DSO accounts (3-14 offices).

The RSMMS will assist the VP of Sales in leading the domestic US MSS sales team by providing guidance, training and mentorship; managing progress to sales quotas and goals; and creating sales plans, managing CRM use and analyzing territory data.

The RSMMS will also be required to support local, regional and national trade shows as needed.

• →Oversee sales opportunities (defined below), manage expenses and provide general project management within the assigned geographic territory, whether sales are direct or through dealer partners
• →Manage the MSS team to achieve and exceed assigned sales quota of Star Dental handpieces, Porter Nitrous, Columbia Dentoform teaching aids and LM practice management hardware and software products in the assigned territory for all commercial/dealer partner accounts, GPO's/DSO's (Group Practice Organization/Dental Service Organization), dental labs, implant training centers and implant companies
• →Build and maintain strategic relationships with counterparts within the dental dealer/distributor channel teams
• →Develop and present business plans and promotions to customer base that drives results
• →Develop and present a quarterly business review to DEZ Sales Management and Senior Management as required
• →Attend trade shows as required/needed
• →Actively coordinate/conduct appropriate customer training programs both directly to clinicians as well as to the dealer partners on a regular basis
• →Effectively use CRM activity, reporting, and pipeline to properly manage sales opportunities within the territory
• →Collaborate with dealer partners and strategic account management team to grow share within the dealer network, the growing Special Market group practices (GPO/DSO) and directly within the university and military markets, specifically by identifying new opportunities, generating and qualifying leads, participating in strategic account sessions, and providing account management assistance to help close the business and support the sell through of products the group practices. This may include delivery of educational sessions, in-service and follow-up service and support.
• →Execute strategic marketing initiatives, including new product launches, sales promotions and product updates, offering valuable insight and customer feedback during the process. Partner with internal marketing team as they develop
• →Assist the VP of Sales in leading a regional sales team by providing guidance, training and mentorship; managing progress to sales quotas and goals; and creating sales plans, managing CRM usage and analyzing territory data
• →Ensure the delivery of targets through individual recognition, performance review, people management and reward
• →Manage to the company's gross-profit and annual unit plans by analyzing trends and results and implementing marketing strategies
• →Develop field sales action plans to facilitate the implementation of the regional sales programs
• →Plan for the achievement of individual and divisional targets in alignment with the strategies and policies of the company
• →Owns the development, accuracy, forecasting, and execution of the regional sales budget, unit plans, and performance quotas. Other duties as required

• Sales Management Skills: Documented management success with the ability to build, lead, develop and effectively manage a high-performing sales team
• Sales Skills: High level sales skills with a successful track record in dental or medical device sales, preferably with experience in dealer/distributor environment.
• Organizational Skills: Effective planning and prioritization; strong project management skillset with the ability to manage 2-way information throughput and flow
• Communication: Strong written and verbal communication skills
• Strategic Focus: Ability to make DSX-favorable decisions with consideration to business impact and profitability
• Proven Success: Documented sales success within existing, or pre-existing, sales role(s).
• Entrepreneurial Autonomy: Ability to operate the given sales territory with complete autonomy, making strategic decisions on P&L, margin impact and company-favorable initiatives.

• Bachelors Degree required.

• Minimum 3 years of sales management experience within the medical device or dental space
• Minimum 3 years dental or medical device sales
• Minimum 2 years dental dealer/distributor sales preferred
• Minimum 2 years manufacturers rep sales preferred
• Valid driver's license with acceptable driving
• Computer skills including Office suite and CRM experience

• Overnight Travel: Approximately 50% - 60%.