National Sales Manager Germany

TN Germany; Berlin; Vor Ort; EUR 80.000 - 100.000; Vollzeit

Zusammenfassung

Ein etabliertes Unternehmen sucht einen National Sales Manager, der für die Erreichung der Verkaufsziele und die Führung eines regionalen Teams verantwortlich ist. Diese spannende Rolle erfordert die Entwicklung und Umsetzung von Verkaufsstrategien, die Pflege von Kundenbeziehungen und die Überwachung von Verkaufsaktivitäten. Sie werden auch für die Schulung und Entwicklung Ihres Teams verantwortlich sein, um sicherzustellen, dass alle Mitarbeiter motiviert und qualifiziert sind. Wenn Sie eine Leidenschaft für den Vertrieb haben und in einem dynamischen Umfeld arbeiten möchten, ist diese Position ideal für Sie.

Qualifikationen

• Vorherige Erfahrung in einer ähnlichen Rolle und im Dentalbereich von Vorteil.
• Fähigkeit, unter Druck zu arbeiten und analytisch zu denken.

Aufgaben

• Entwicklung und Umsetzung von Verkaufsstrategien zur Erreichung der Ziele.
• Überwachung der Verkaufsaktivitäten und Unterstützung des Teams bei der Kundenakquise.
• Koordination der Schulung und Entwicklung von Teammitgliedern.

Kenntnisse

Fließendes Deutsch

Fließendes Englisch

Kommunikationsfähigkeiten

Zeitmanagement

Problemlösungsfähigkeiten

Analytisches Denken

Fähigkeit, unter Druck zu arbeiten

Ausbildung

Erfahrung in einer ähnlichen Rolle

Erfahrung im Umgang mit Führungskräften

Erfahrung im Dentalbereich

Tools

CRM-Software

Jobbeschreibung

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:

1. 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.
2. Review direct reports’ (regional sales managers) sales funnels to assure that opportunities are moving across efficiently.
3. 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.
4. Manage assigned region within allocated expense budget taking into account expenses and the ROI optimizing resources and prioritizing spending.
5. 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.
6. Study and stay informed on products, technologies, clinical studies, competitive activity, and other general information of interest to company or to customers.
7. Maintain a comprehensive knowledge of all company policies and procedures and demonstrate the ability to effectively implement them at the territory level.
8. Regularly attend relevant company training and development initiatives (E-learning, classroom, etc.).

SALES Responsibilities:

1. 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.
2. Develop and maintain relationships with key influential thought leaders and speakers. Utilize these relationships to expand market share.
3. Develop and maintain relationships with dental chains and dental chain decision makers to increase Nobel Biocare market share in this special market segment.
4. 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.
5. Coordinate the service level for dental chains clinics provided by the regional sales team.
6. Support in local, national and international events, trade shows and company meetings as appropriate.
7. Be able to identify, collect, and communicate customer insights that are relevant for the sales approach.
8. Supporting the sales representatives in conducting consultations with difficult customers.

MARKET MONITORING Responsibilities:

1. 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.
2. 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.
3. Identify areas for commercial strategy development and suggest changes and improvements in pricing, discounting, return policies, internal policies, etc.

PEOPLE MANAGEMENT Responsibilities:

1. 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.
2. 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.
3. Define and manage annual performance objectives aligned with the company strategy.
4. Define an individual development plan for identified direct reports to ensure talent management and succession plan.
5. 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.
6. 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.
7. Manage recruitment, onboarding and off-boarding in the assigned region/country.
8. Control and approval of the travel expense reports of the sales representative as well as the representation expenses (catering, gifts for customers).

Job Requirements:

1. Previous experience in a similar role.
2. Experience managing people managers.
3. Fluent German and English.
4. Experience from dental is a big advantage.
5. Excellent verbal and written communication skills.
6. Exceptional time management and problem-solving skills.
7. Strong critical and analytical thinking abilities.
8. Works well under pressure.
9. Working knowledge of market trends and behaviors.

This role can be based anywhere in Germany.

Operating Company:

Nobel Biocare