Regional Manager DC/N. VA/Baltimore - Dentsply International (Washington/Metro, District of Columbia)

City: Washington/Metro
State: District of Columbia
Country: USA

Company Name: Dentsply International
Job Category: Sales/Sales Management

How does it feel knowing that DENTSPLY International; the premier dental company in six continents with 10,000 employees around the globe, the world-wide industry leader in innovation and technology is looking for you to join the team! If you are a self starter, driven, with documented history of overachieving, then you may be a candidate for this rare opportunity. At DENTSPLY International, we do not hire employees, but true business partners who will live the DENTSPLY vision: Always First in dentistry; delivering world-class dental products with world-class precision and technology.

Tulsa Dental Specialties sells and services its products directly to General Practice Dentists, Endodontists, Oral Surgeons, and Periodontists. Tulsa is the largest direct sales channel dedicated to both endodontics and implantology in North America.  To learn more about the products that you and your regional team will represent, please visit the Tulsa Division’s website at www.tulsadental.com

Job Summary:
The position of Regional Sales Manager is responsible for the effective management of a sales region, achieving sales objectives while providing leadership and direction in support of Tulsa Dental Specialties long-term goals.  In addition, the Regional Manager is responsible for leading, coaching and developing a sales team within an assigned geography. This includes excellence in deployment (targeting, frequency, coverage) of the sales team as well as execution of the sales strategy (priority products, customers, audiences and channels) The position has a top priority for maximizing personnel development and customer/employee satisfaction.

Job Responsibilities:
Operational Excellence
• Manages territories within a region and sets individual sales goals while adhering to an annual budget.
• Deploys accounts and territories to Territory Managers, This is completed with strict adherence to the territory potential and capacity guidelines.
• Operates within the guidelines of the Performance Management System to drive performance to goals.
• Adapts plans as necessary to match local market conditions.
• Makes difficult decisions and is decisive
• Visualizes the team’s success and sets incremental goals via key metrics to track performance to goals.
• The Regional Manager needs to be a demonstrated Expert in Selling along with maintaining the highest level of technical competence. 
• Responsible for recruiting, training and developing a sales team while conforming to policies.
• Monitors overall performance of direct reports, providing prompt objective coaching, counseling and advice.
• Manages the regional sales budget and profitability objectives. 
• Responsible for performance and compensation management, training and development, staffing, corrective actions and dismissals as appropriate. 
• Complies with company and departmental policies including the Code of Conduct, and with administrative requirements such as monthly reporting, expense reports and quarterly business plans.
• Develops a business plan for his/her respective region that is in support of the Area and National plan.
• Maintains a comprehensive data base within his/her region through the Contact Management System
• The Regional Manager is responsible for meeting all of the administrative requirements of the position, as well as be responsive to voice mail and email communication.
• Provides leadership and support to direct reports relative to progress of work, resolution of problems, and assurance that standards for quality and quantity of work are met.
• Provides consistent performance feedback and coaching to direct reports to assist in employee/career development.
• Ensures that proper regulatory procedures and work instructions are in effect and are being closely followed by all direct reports.

Customer Excellence
• Maintains a strong relationship with key customers
• Trains and develops his/her team on effectively and conscientiously working their account base through the published Sales Process.
• Trains and develops his/her team on the selling methodology that is consistent with our published Unique Value Proposition.
• Handles and processes customer service complaints in a timely and uniform manner, according to the Product and Service Complaint procedures.

Talent Development and Corporate Citizenship
• Exhibits commitment to achieving professional and personal success in alignment with the DENTSPLY values
• Creates and develops his team consistent with the principals of PSS selling.
• Creates Development Action Plans with all associates and reviews progress
• Annual completion of the PACE process to establish targets, manage performance and develop staff.
• His/her team meets standard scores on all knowledge certifications
• Consistent completion of Field Work with Assessment for his/her team.
• Meets standards for Corporate Citizenship and Compliance
• Demonstrates fiscal restraint and exhibits behavior associated with a desire to increase earnings and profitability in the territory.
• Continually increases technical and industry knowledge. 
• Creates and maintains a high level of employee satisfaction  and achieves minimal levels of turnover
• Creates a Winning Culture among his/her team that is aligned to the company culture.

Knowledge and Skill Set:
• Strong verbal and written communication skills.
• Ability to effectively communicate the company’s mission, vision and strategy for the future.
• Ability to provide strong leadership skills for his/her team as it relates to execution and performance.
• Proficiency with computers, specifically in Windows and Microsoft Office.
• Ability to use various internal data bases and appropriate software to make presentations to customers, and for effective management reporting.
• Strong and comfortable presentation skills.
• Ability to instill performance-based culture in the sales team.
• Ability to exploit business opportunities while managing risk.
• Ability to effectively coach territory managers in all sales individual contributor competencies.
• Demonstrated proficiency in professional direct selling skills.
• Ability to meet divisional goals and key performance objectives/activities in accordance with established competencies and standards of behavior.
• Ability to effectively demonstrate the core values of DENTSPLY International.
• Ability to travel within assigned region and to tradeshows and meetings as required.
• Demonstrated ability to positively influence others and lead by example.
• Strong problem solving skills and analytical skills.

Education and Experience:
• Bachelor’s Degree in related field required.
• 5-7 years relevant work experience or a Master’s degree plus 4 years experience or an equivalent combination of training and experience.     
• Experience in activities requiring sales leadership and mentoring ability.

• Frequent travel is required and will vary depending upon the specific territory.

For over a century, DENTSPLY International has been committed to providing the dental community with innovative, high quality, cost effective dental products. From our humble beginnings in 1899, the Company has grown to become the largest professional dental products company in the world. From our facilities in 22 nations on six continents, the Company distributes its dental products in over 100 countries under some of the most well established brand names in the dental industry. Worldwide, the profession now depends upon DENTSPLY for innovative new products that advance the practice of dentistry.

DENTSPLY International is an Equal Opportunity Employer  M/F/D/V

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