Directeur régional des ventes, Montréal, Québec in Mississauga, Canada

Dentsply Sirona is the world’s largest manufacturer of professional dental products and technologies, with a 130-year history of innovation and service to the dental industry and patients worldwide. Dentsply Sirona develops, manufactures, and markets a comprehensive solutions offering including dental and oral health products as well as other consumable medical devices under a strong portfolio of world class brands. Dentsply Sirona’s products provide innovative, high-quality and effective solutions to advance patient care and deliver better and safer dentistry. Dentsply Sirona’s global headquarters is located in Charlotte, North Carolina, USA. The company’s shares are listed in the United States on NASDAQ under the symbol XRAY.

Bringing out the best in people

As advanced as dentistry is today, we are dedicated to making it even better. Our people have a passion for innovation and are committed to applying it to improve dental care. We live and breathe high performance, working as one global team, bringing out the best in each other for the benefit of dental patients, and the professionals who serve them. If you want to grow and develop as a part of a team that is shaping an industry, then we’re looking for the best to join us.

Working at Dentsply Sirona you are able to:

Develop faster – with our commitment to the best professional development.

Perform better – as part of a high-performance, empowering culture.

Shape an industry – with a market leader that continues to drive innovation.

Make a difference -by helping improve oral health worldwide.

Position Summary:

The Regional Sales Manager is responsible for achieving organizational sales objectives through effective leadership in the assigned area. The regional manager will select, lead, coach, and develop a highly talented cross functional team that excels in supporting the build-out of Dentsply Sirona integrated offices, selling procedural efficiencies, integrated workflows, and services offered by the Dentsply Sirona portfolio.

Talent Management

• Manage performance of direct reports:

1. Establish, in collaboration with direct reports, individual performance goals that tie to department, division and company goals using metrics that recognize performance excellence with objectives measures

2. Effectively manage Sales Representative performance through defining and communicating performance standards and accurate job descriptions. Provide frequent and ongoing feedback to ensure the established standards are maintained. Conduct initial, mid-year and annual employee performance reviews within the guidelines of existing policies. Recommends and implements necessary staff changes

• Recruit, train and develop sales staff through effective utilization of established tools, guidelines, policies and processes

• Maximize employee development through accurate evaluation of talent and mutual development of effective Individual Development Plans and subsequent frequent feedback discussions.

• Implement and manage an effective regional succession plan strategy.

Oversees/ensures that:

• Performance Objectives are established by beginning of the new year

• Performance Reviews are completed by end of January

• Ongoing feedback/coaching sessions are conducted throughout the year (at least once a quarter)

• Succession Planning is developed/revised prior to TDR sessions

• Assessment of sales coverage reviewed at least annually; review of hiring profiles each time there’s an opening

• Sales Performance Management policy is implemented

• Sets dealer co-travel expectations for TMs.

Regional Culture

• Drive a culture of growth, accountability, and disciplined execution

• Develop strong, collaborative working relationships with all team members

• Display enthusiasm and positive attitude

• Set expectations, define goals, and stimulate desire to win as a team. Champion company vision and align team culture

• Actively support team efforts in all aspects of the business to create a stronger Dentsply Sirona presence in the market.

Business Planning

• Develop functional plans that support strategic vision and translates them into regional goals and objectives

• Utilize CRM data for business planning and decision making

• Leverage Clinical Education to increase market share and DS business growth

• Monitor market competitiveness, evaluates and communicates to respective stakeholders

• Collaborate with and leverage Internal Channel Partners in implementing regional plans and tactics

• Work with field sales team to develop sales tactics supporting the Business Strategy

• Establish performance metrics and communicate progress regularly

• Travel with field sales team. Work with customers and local distribution teams

• Gain feedback through on-site customer interaction and adjusts tactics accordingly

• Identify and develop local Key Opinion Leaders

• Bring KOL participation to local events, focusing on company philosophy and sales execution

• Review data inputs, intelligence from the field, and work with sales director to develop a strategic plan, aligning with company objectives

• Deploy cross functional workflow strategy, leveraging the unique capability of the DS solutions

• Strengthen synergies of DS direct and distributor pipelines. Leverage DS Loyalty Program in support of DS customer ownership

• Lead and manage regional events including site selection, budgeting, market rollout, engagement, driving attendance, and ROI

• Ensure Quality and Compliance protocols are strictly followed in carrying out Business activities.

Customer Relationships

• Conduct quarterly business review with distribution managers

• Schedule quarterly business meetings with key direct customers – review workflows, identify inefficiencies and remediate with DS workflows

• Develop and structure partnerships with distributor and direct customers to accelerate growth

• Primary point of contact for the local distribution management team

• Handle sales escalations, personnel conflicts, and overall location relationship

• Work with distribution management, key distribution team members, and key customer accounts. Reinforce the value of DS procedures and workflows

• Assess the business health of Dentsply Sirona by distributor location, work with location management to improve where needed

• Bring successful strategies and tactics to underperforming customers, direct and distribution

• Develop and structure partnerships with key business customers. Leverage partnership to gain new business

• Utilize consultative techniques to educate and assist with practice efficiency and expansion.

Communication

• Effectively communicate and reinforce company culture and initiatives

• Actively listen, discover pain points and message effective responses

• Develop value-based storyline presentation material

• Able to effectively present company vision and strategy, product line, and value proposition as a podium presenter, in small groups, and one-on-one situations.

• Develop rapport and positive business relationships with distribution teams and key customers. Build the Dentsply Sirona brand

• Actively engage with appropriate and approved merchandising, marketing and other internal employees relevant to business

• Display effective interpersonal skills and ability to interact with customers, employees and others in a professional and tactful manner

• Address customer complaints in an appropriate and professional manner. Escalating concerns as required by current processes.

Administrative Duties

• Effectively manage and filter information and tasks (notifications, emails, divisional programming, approvals) as deemed necessary to prioritize business needs

• Ensures accurate and timely completion of expense reports in compliance with the T&E policy

• Manage annual expense budgets including Demo, Event Funds and Travel and Entertainment expenses

Miscellaneous

• Performs other duties as assigned or as may be necessary

Education/Years of Experience

• Requires a Bachelor’s degree and 5-7 years of relevant work experience, or a Master’s degree plus 4 years of experience, or an equivalent combination of training and experience

• Proven track record of leading teams to success

• 3 or more years of prior sales management experience

• Experience in resolving conflict and problem solving

• Fluent in French and English language skills (spoken and written)

Dentsply Sirona is an Equal Opportunity/ Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, sexual orientation, disability, or protected Veteran status. We appreciate your interest in Dentsply Sirona.

Dentsply Sirona Canada welcomes and encourages applications from all backgrounds, including individuals with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

If you need assistance with completing the online application due to a disability, please send an accommodation request to [email protected] ([email protected]) . Please be sure to include “Accommodation Request” in the subject.