Job Description
Overview:
The Regional Sales Manager is responsible for the profitability and growth of the HSD business in their region, including sales and gross profit performance and operational expenses budget. They manage and lead a sales team comprising of different sales roles and are responsible for the coaching, development and individual and collective performance of their sales team. Whilst the primary purpose of the role is the leadership of the HSD regional sales team, it is also expected that they have strong relationships with key customers on the region and act as an ambassador for the HSD business. Collaboration across the range of OneSchein business units is an essential part of the role and it is expected that the RSM develop strong relationships and collaborate effectively with key stakeholders in all other OneSchein Business Units in order to enhance the sales performance of all OneSchein Business Units
Job Responsibilities:
The role holder will be expected to be responsible for the following:
- Achievement of regional sales and GP targets
- Management of operational expenses budget and achievement of regional profit target
- Optimal deployment of sales resources and roles across the region to achieve the regional sales and GP targets most efficiently and within the regional operational expenses and headcount budgets
- Identify opportunities and creating business cases for regional sales and GP acceleration initiatives and enhancement of the customer experience
- Providing the regional sales team with inspiration and clear direction and support regarding the implementation of key strategic initiatives and the HSD sales strategy
- Recruitment, on-boarding, coaching, development, and performance management of all regional sales team TSMs to deliver on their key performance indicators and achieve sales and GP targets
- Allocation of regional targets within company guidelines and assisting with forecasting
- Using sales data, activity data and available business tools, alongside qualitative information to coach and support regional TSMs to enhance sales effectiveness
- Allocation of personal time to optimise time spent in the field with sales team, customers and OneSchein TSMs to enhance the implementation of the sales strategy
- Building strong relationships with key customers on the region and demonstrate a high degree of business acumen and consultative, collaborative and customer-centric selling skills in order to role model and develop the OneSchein sales strategy and enhance the customer experience
- Ensuring that regional TSMs deliver the highest level of customer experience
- Governance of pricing and discounting in line with company policies
- Creating a culture within the region which is aligned to the Henry Schein culture and values and ensuring the highest morale and ethical standards of conducting business are maintained
- Contribute to the evolution of the HSD sales strategy through active participation in sales leadership team meetings, initiatives and projects
- Attend all dental conventions / seminars as and when required
- Participate in all appropriate training initiatives and sales meetings as required
- Provide timely and accurate reporting as determined by the needs of the business
- Maintain strong, professional relationships with key internal and external vendor partners
- Participates in special projects and performs other duties as required.
- Be a role model for the Henry Schein values and a OneSchein ambassador
Job Skills & Experience Required:To succeed in this role, you'll need the following:
- Sales Leadership desirable
- Dental market knowledge desirable
- 2 years plus leadership experience
- Leadership capabilities
Person Specification: We believe the type of person best suited to this role will be:
- Enjoy a variety of activities and have multiple projects occurring simultaneously
- Have a sense of urgency for goal achievement in a fast-paced environment
- Be people relationships focused, enjoy team building, Inspire, motivate others, and engage their commitment
- Involve others in decision-making process by being cooperative,
- Be a flexible 'player/learner' mindset more important
- Have collaborative decision-making
- Must assume responsibility for risk
- Be extroverted, warm, enthusiastic, empathetic
- Be a stimulating communicator with a persuasive "selling" style collaborative approach
- Have a strong commitment to achieve results
- Delegate authority readily
Henry Schein is committed to the principle of equal opportunities in employment in all spheres of its operation. Henry Schein UK Holdings strives to operate a policy of equal opportunity and not discriminate against any person gender, race, colour, nationality, ethnic or national origin, religion, sexual orientation, marital status, disability, age or any other characteristic protected by law.
