In this role, you have the opportunity to:
This field-based position of District Manager (DM) works to accelerate sales growth in Zoom! Whitening and Sonicare portfolio with new and existing customers in the assigned territories. The DM is responsible for team performance by managing a mid-sized group of Field Sales Reps and personal ownership of a territory (to be optimized with ISR). The DM is responsible for the sales performance and development of 4 field sales representatives that are responsible for a set territory. In addition, the DM will own and manage at every level at least one identified Corporate Account (CA) to facilitate growth and develop relationships.
You are responsible for:
Delivers results through effective coaching, management and mentoring of a field-based sales team
Is responsible for understanding total CA Landscape for all assigned territory coverage
Achieves CA revenue growth expectations for sales territories within assigned territories at the child level
Oversees at least one CA at the executive level, developing relationships and driving execution at the child level. Develops strategies, attends all regional meetings and achieve sales targets of the account
Facilitates meetings (and manages associated action items) with senior level executives of corporate dental group practices to identify opportunities, develop protocols and ensure customer needs are met, with profitable partnerships developed.
Investigate, analyze and make recommendations for new business opportunities by identifying potential customers’ business philosophies and their immediate and long-term goals
Executes all sales strategies and tactics within assigned territories
Responsible for driving MOR to goal in territory and in associated territories
For DM-owned individual territory, DM is accountable to deliver on quota for territory by focusing on new business generation (Lunch & Learns and Demos). Inside partner assigned is responsible for maintaining rest of business and collaborating with DM when “in-office” need is defined
Establishes clear expectations, measuring results and holding team accountable for performance
Works in the field with representatives including co-travels to assess skill sets and to modify training curriculum accordingly to ensure maximum impact. Based on observations while in the field, provides feedback and discusses coaching opportunities with District Manager and National Sales Trainer
Collaborates with FSR to develop and execute territory business plans to drive growth in child level CA offices
Utilizes Philips clinical information and office training to increase product sell thru by existing customers
Focuses on solution based offerings to offices
Effectively translates consultative practice building techniques and in-office merchandizing into dental office implementation
Understands and selects the right promotional tactics to optimize sales
Is responsible for working with the team to drive growth of “solutions” (eg, bundles) as a % of total sales.
Coaches team providing frequent verbal and written feedback regarding performance as well as observed strengths and areas for improvement
Collaborates with District Manager to provide detailed feedback and as well as additional training to help overcome product knowledge deficiencies with specific members of the field sales team
Cultivate/maintain relationships with key opinion leaders throughout region to promote the use of Philips products to corporate accounts, dental offices, dental schools and professional associations
Responsible for the development, delivery and comprehension of new hire training for field sales reps located in assigned district
Co-facilitates components Philips training programs including classroom and field training for new hires and continuing education for existing sales staff
Serves as subject matter expert for Philips products, clinical and sales information
Gathers best practices from members of the field & inside sales teams and regularly communicates them to the broader audience and follows-up with actions
Provides input for the development of new sales collateral pieces to Marketing
Communicates product and clinical trends to the CO marketing team
Participates in regional meetings, trade shows, territory activities, special events and CE seminars
Participates in all CA meetings, events and seminars
Completes all administrative duties as per company policy
Manages all business travel expenses responsibly
Actively manages team performance to achieve desired results
You are a part of:
At Philips Oral Healthcare, we are dedicated to the prevention, diagnosis, and treatment of periodontal disease. When successful, we not only improve patients’ oral health, but their overall health as well. We are passionate about improving quality of life with solutions designed around the needs of the dental professionals and their patients. Our tradition of innovation, combined with our ability to anticipate market needs, has made Philips Oral Healthcare a global leader in the markets we serve.
To succeed in this role, you should have the following skills and experience:
Knowledge, Skills & Abilities
Proficient in Microsoft Office products: Outlook, Word, PowerPoint, MapPoint & Excel
Ability to be creative, write proficiently and use visual graphic design
Skill in facilitation and presentation
Skill in project management and ability to multi-task and prioritize frequently changing needs
Ability to manage multiple projects and work with a variety of other disciplines both inside and outside the organization
Ability to demonstrate good judgment and discretion
Ability to take initiative in the absence of precise direction
Ability to work with multiple interruptions and tight deadlines
Sensitive to confidential information
Education & Experience
Bachelor’s degree and/or a dental background with an RDH Certification
Experience in training an Outside Sales Force, preferably in dental, pharmaceutical and/or medical device sales
Prior dental industry experience, preferred
Prior territory sales experience, preferred
Solution-based selling strongly desired
Works remotely, but must reside within the territory set
Travel up to 50% of the time
In return, we offer you
The opportunity to take your career to the next level in a world leading organization that is backed by a stable 120-year legacy of innovation. Here, you’ll go as far and as wide as you aspire. We make sure of it through support of a formal development planning process, as well as countless opportunities to expand your knowledge and skill set through resources such as the Learning@Philips program, tuition reimbursement and/or mentor relationships.
Why should you join Philips?
Working at Philips is more than a job. It’s a calling to create a healthier society through meaningful work, focused on improving 3 billion lives a year by delivering innovative solutions across the health continuum . Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways.
To find out more about what it’s like working for Philips at a personal level, visit the Working at Philips page on our career website, where you can read stories from our employee blog . Once there, you can also learn about our recruitment process , or find answers to some of the frequently asked questions .
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