National Sales Manager Germany

Job Description:

The National Sales Manager is responsible for achieving or exceeding the countries’ sales target and service goals through the regional sales force/managers within the assigned region and increasing Nobel Biocare’s market shares, while maintaining business expenses and local margin contribution goals within defined timeframes and parameters. Directing the activities of the region’s sales force, in line with company strategy and ensuring and controlling the specified cost budget. In the process, the National Sales Manager is obliged to comply with all local laws and regulations as well as corporate policies and procedures. In addition, the National Sales Manager is ensuring that the respective region is sufficiently staffed with motivated and qualified employees.

PLANNING & EXECUTION Responsibilities:

–            Define a regional/country annual/quarterly/monthly tactical sales plan, in line with company strategies and plans, and competitor’s strategies to ensure achievement of goals defining corrective action, if needed

–            Review direct reports’ (regional sales managers)nsales funnels to assure that opportunities are moving across efficiently

–            Analyse regional sales trends and constantly, plan sales activities (visits, events, marketing campaigns, T&E activities, business plans, etc.) based on regional needs to ensure that territory attains or exceeds assigned monthly, quarterly and/or annual sales targets

–            Manage assigned region within allocated expense budget taking into account expenses and the ROI optimizing resources and prioritize spending

–            Review on a regular basis Sales Accounting Plans developed by regional sales managers and sales representatives for their customers within the assigned territory and other available sales reports supported by internal tools and CRM, taking corrective measures if necessary

–            Study and stay informed on products, technologies, clinical studies, competitive activity, and other general information of interest to company or to customers

–            Maintain a comprehensive knowledge of all company policies and procedures and demonstrate the ability to effectively implement them at the territory level

–            Regularly attend relevant company training and development initiatives (E-learning, classroom etc.)

SALES Responsibilities:

–            Periodically visit top existing customers and top competitor customers to strengthen relationships and ensure satisfaction with our products, solutions and the services offered, as well as negotiating terms of sales that will maximize the country interest.

–            Develop and maintain relationships with key influential thought leaders and speakers. Utilize these relationships to expand market share. 

–            Develop and maintain relationships with dental chains and dental chain decision makers to increase Nobel Biocare market share in this special market segment.

–            Make the team execute patient and customer generating marketing/sales activities aimed at expanding/growing core business, taking into account the ROI, and in cooperation with Marketing and Training & Education department.

–            Coordinate the service level for dental chains clinics provided by the regional sales team.

–            Support in local, national and international events, trade shows and company meetings as appropriate.

–            Be able to identify, collect, and communicate customer insights that are relevant for the sales approach.

–            Supporting the sales representatives in conducting consultations with difficult customers 

MARKET MONITORING Responsibilities: 

–            Ensure a constant and accurate log of active and potential customers, speakers and key opinion leaders. Information to be shared among the organization using CRM

–            Coordinate information from the sales force, customer service or other internal stakeholders about any product issues, the loss or potential loss of key customers and competitive sales strategies that negatively or positively affect local sales

–            Identify areas for commercial strategy development and suggest changes and improvements in pricing, discounting, return policies, internal policies etc.

PEOPLE MANAGEMENT Responsibilities:

–            Act as a role model within the region/country and within the organizational leadership team. Secure that any action undertaken is properly followed up and that the team executes systematic follow ups.

–            Supervise and support direct reports with activities, visits and the creation and execution of the sales accounting plan. Identify development areas and define corrective actions, if needed. 

–            Define and manage annual performance objectives aligned with the company strategy

–            Define an individual development plan for identified direct reports to ensure talent management and succession plan.

–            Plan and provide training, coaching, advice, counsel, guidance and feedback to achieve the established objectives for the region/territory with a regular co-traveling activity.

–            Conduct weekly meetings to ensure constant communication and consistent application of company sales strategy, policies etc. Foster team spirit, motivation and engagement among the sales force.

–            Manage recruitment, onboarding and off-boarding in the assigned region/country.

–            Control and approval of the travel expense reports of the sales representative as well as the representation expenses (catering, gifts for customers)

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Job Requirements:

• Previous experience in a similar role

• Experience managing people managers

• Fluent German and English

• Experience from dental is a big advantage

• Excellent verbal and written communication skills

• Exceptional time management and problem-solving skills

• Strong critical and analytical thinking abilities

• Works well under pressure

• Working knowledge of market trends and behaviors

This role can be based anywhere in Germany.

Operating Company:

Envista and its family of companies (Envista) will not accept unsolicited resumes from any source other than directly from a candidate.  Envista will consider unsolicited referrals and/or resumes submitted by vendors such as search firms, staffing agencies, professional recruiters, fee-based referral services and recruiting agencies (Agency) to have been referred by the Agency free of charge and Envista will not pay a fee for any placement resulting from the receipt such unsolicited resumes.  An Agency must obtain advance written approval from Envista's internal Talent Acquisition or Human Resources team to submit resumes, and then only in conjunction with a valid fully-executed contract approved by the Global Talent Acquisition leader and in response to a specific job opening.  Envista will not pay a fee to any Agency that does not have such agreement and written approval in place.