BDS - EDS and Training Manager

DENTSPLY Sirona  International – Position/Role Charter

Organizational Group: MCO

Role Charter (Global Job Title):  BDS – EDS and Training Manager

Scope

To actively develop and lead the tactical execution of the Employees Training Program in the MENA region in collaboration with the RCO leaders to achieve commercial sales. To support the sales & to support BDM – EDS in achieving EDS business growth in the region.

Reporting Relationships

Direct

Matrix

This Position Reports To:

Direct reports to this role

Matrix Manager of this role:

Matrix reports to this role:

• BDM - EDS

• N/A

Key Responsibilities

• Develop employees’ trainings strategy for the MENA region while keeping in mind overall organizational strategy. 
• Assess sales teams’ skills and development needs through field observations and feedback sessions.
• Provide sales field coaching to enhance team productivity and sales performance.
• Develop individualized coaching plans deliver targeted training to address gaps and improve sales effectiveness.
• Track and evaluate the impact of training programs and make recommendations for improvements.
• Engaging managers and leaders in the development plans for their subordinates.

1. Coaching for sales leaders
2. Cross functional development through working with related departments to develop required training modules.
3. Job enrichment techniques

• Periodical EDS products knowledge check of the team and identify further needs. 
• Training of DS MENA distributors sales staff on EDS products range. 
• Responsible for sales targets for assigned territory and assigned product range.
• Assisting BDM – EDS on formulating and implementing strategy to grow EDS business in the region including identifying suitable distributors and helping them on boarding in the market, training dealers’ staff for product portfolio.
• Double visits with DS staff and distributor staff for assigned territory and assigned product portfolio, to promote DS product range.
• Identifying Clinical Education Needs in the assigned region.
• Coordinating with Clinical Education team to conduct CE activities in the region.
• Making sure to utilize DS Academy to maximum extent, including coordination with sales & CE team to conduct CE courses including evaluation post education benefits / Return on Investment. 

Decision Rights

Accountabilities

Consults

Informed

• Delivery of Trainings in line with Budgetary spend.
• Development of curriculum to meet local need and in line with overall business strategy and product focus.
• ROI and evaluation on all trainings
• Management of Dentsply Sirona Training Centres       (where applicable)
• Assisting BDM in terms of EDS business strategy formulation.
• EDS strategy implementation in the region while working closely with the commercial team and distributors.
• Engage with local professional organisations and identification of key universities, build, and develop relationships with key personnel.

• Development of RCO Training needs on feedback from RCO leaders, in line with focus brands    and within budgeted spend.

• Identification and utilization of International SBU OPLs and other trainers