Nobel Biocare Regional Sales Manager (Mid-Atlantic)

Envista Dentistry•Baltimore, MD

About The Position

The Regional Sales Manager is responsible for achieving sales goals across the assigned Mid-Atlantic region within defined timeframes and budget parameters. The role directs the sales force in alignment with Nobel Biocare’s strategies, plans, mission, and sales policies, with a focus on top-line sales, positive selling environments, developing key opinion leaders, and facilitating competitive conversions. The manager recruits, selects, trains, compensates, coaches, and motivates personnel; guides field sales employees’ professional development; and provides orientation to new personnel to promote consistent presentations and sales performance. The role develops annual sales goals and projections, manages sales training and field promotions, supports open territories when needed, and regularly visits customers to promote products and gather feedback. It also meets sales quotas, reviews customer complaints and recommends corrective action, prepares and analyzes reports, and coordinates communication between the sales department, home office, and related business units. The position has direct people and fiscal responsibilities, including responsibility for the region’s budget, and collaborates with Business Development Managers, Marketing, and Customer Support. The territory includes Washington, DC, Maryland, Central Pennsylvania, Delaware, and Virginia; the candidate should be centrally located within the territory. Overnight travel is 25%–30%.

Requirements

Bachelor’s degree required.
At least 5 years of B2B sales achievement at 100% of quota; dental or medical device sales experience is preferred.
Demonstrated leadership capabilities beyond individual sales achievement.
Proficient written and verbal communication and presentation skills for groups, managers, clients, customers, and other business entities.
Proficiency in Microsoft Office Suite, including Word, Excel, PowerPoint, and Outlook.
Valid state driver’s license and acceptable driving record.
Ability to manage a territory of similar size and scope.
Proven leadership and mentoring skills.
Ability to work independently and creatively.
Strong organizational and time-management skills.
Ability to adapt and adjust to change.
Candidate should be centrally located within the Mid-Atlantic territory: Washington, DC, Maryland, Central Pennsylvania, Delaware, and Virginia.

Nice To Haves

Completion of formalized sales training course(s).
Digital experience, including ability to navigate Nobel Biocare digital products and train other representatives if requested.
Experience with CRM software.
Advanced conflict-management skills.
Strong negotiation skills.
Strong coaching and teaching skills.
Experience in forecasting and budgeting.
Knowledge of people-management skills, including building trust and leading and managing diverse and inclusive teams.
Entrepreneurial mindset.
Dental practice business knowledge.

Responsibilities

Achieve regional sales goals within defined timeframes and parameters, and meet monthly, quarterly, and annual sales quotas.
Direct sales-force activities in alignment with organizational strategies, plans, mission, and budget expectations.
Prioritize top-line sales, foster positive selling environments, communicate and implement Nobel Biocare’s philosophy and strategy, develop key opinion leaders, and facilitate competitive conversions.
Recruit, select, train, compensate, coach, and motivate sales personnel to maintain an effective organization.
Guide field sales personnel in their personal and professional development, and orient new personnel to promote consistency in presentations and sales ability.
Develop annual sales goals and projections for the assigned geography.
Understand and support company sales policies and procedures.
Relay product ideas and product-extension opportunities from the field to the office.
Direct and administer field promotions to promote sales and maintain favorable customer relations.
Develop and manage sales training programs to maximize the effectiveness of the field sales force.
Fill open territories and support the sales organization when necessary.
Visit assigned customers regularly to promote products, share new product information, and solicit feedback on products and services.
Review customer complaints and recommend corrective action.
Prepare and analyze reports.
Coordinate communications between the sales department, home office, and related sales business units.
Manage direct people responsibilities and fiscal responsibilities, including the regional budget.
Collaborate with Business Development Managers, Marketing, and Customer Support.