Sales Manager EDS

Dentsply Sirona – Position/Role Charter

Organizational Group: RCO

Role Charter (Global Job Title): Sales Manager Essential Dental Solutions – Consumables - South Africa

Scope

• Support the deployment of RCO strategic and commercial initiatives within the Region in collaboration with the CCO leadership.
• Responsible for Endo Resto and Preventive Lines 
• Contribute actively to the development and implementation of local selling tactics required to support the strategic and commercial initiatives in the Region.
• Share responsibility for the Region sell-out results and margin by market and by brand with the CCO leadership
• Provide local support and guidance (new product launches, product training, clinical education, marketing activities, dental solutions …) to the CCO in collaboration with the relevant RCO resources
• Explore new business opportunities within the Region in collaboration with the CCO leadership
• Participates to key projects for the RCO as needed

Reporting Relationships

Direct

Matrix

This Position Reports To:

Direct reports to this role

Matrix Manager of this role:

Matrix reports to this role:

• GM

• N/A

• N/A

• N/A

Key Responsibilities

• Develop a close collaboration with the CCO in the Region and provide support in terms of marketing, sales training, forecasting, clinical education, and regulatory activities
• Be the RCO representative for the new product launches, product discontinuations, inventory position, clinical affair activities and quality issues. Contributes to CRM and SFE program deployment.
• Drive regional adaptation of RCO marketing, clinical content and sales tools to ensure sales effectiveness.
• Training all dealers and managing the stocks of the dealers
• Represent the RCO during dental exhibitions and conferences
• Coaching the sales team for Dentsply Sirona and dealers
• Collect business intelligence related to the Region (competition and prices, business environment, distribution networks, promotions, new products launches …) to influence product portfolio and positioning needs.
• Participate to the design and execution of bundles and dental solutions for the Region including collaboration with other RCO BDMs / Product (where applicable)
• Strengthen relationship with local OPLs and dental universities in close collaboration with the CCO Clinical Education team
• Advise and support implementation of regional price strategy
• Share best practices with CCO organization and with other regions
• Support research for potential new markets and/or products
• Contribute to resolution of supply issues when applicable in close collaboration with the RCO Customer Service team.
• Facilitate and support the CCO for product registration in close collaboration with the RCO RA team
• Participate in the Commercial planning, Forecasting and Budgeting processes led by the CCO team

Decision Rights

Accountable (Final Decision Rights)

Consulted

Informed

• RCO support activities for the relevant region

• Commercial plan & budget, product launches, pricing policy
• Local branding

• Commercial results

Parameters for Success

Key Metrics

Financial Targets

• Product launch timing
• Product training delivery

• 3rd party sales & GP

Competencies and Key Skills and Experience

Key Leadership Behaviors

Typical Background

• Strong team orientation
• High level of transparency & accountability
• Detailed orientation balanced with strategic mindset
• Strong innovation & commercial orientation
• Solid relationship skills (internal & external)
• Strong situational awareness & influencing skills
• Able to drive consistent & effective global strategy implementation
• Appetite for International engagement combined with

cultural sensitivity

• Ability to simplify organizational complexity to ensure executable strategy development

Dentsply Sirona leaders are expected to successfully demonstrate behaviors aligned with the Dentsply Sirona People Manager Competency model. Those competencies include:

• • Leading Change
  • Customer Focus
  • Strategic Thinking
  • Talent Management
  • Integrity
  • Problem Solving
  • Drive for Results
  • Accountability
  • Teamwork

Education: BS degree or equivalent in marketing or business, advance degree and qualifications preferred.

Years and Types of Experience:

7 – 10 years related experience in marketing, experience in multiple technical product segments. Preference is for experience in multi- channel environments and in a regulated industry. Operating on a global level is also highly preferred.

Key Required Skills, Knowledge and Capabilities:

§ Proven track record of successful/practical commercial strategy development

§ Demonstrated advanced web & communication skills

§ Proven problem solver

• Strong understanding of marketing channel development and execution.