Sales Manager South Africa

Dentsply Sirona – Position/Role Charter

Organizational Group: RCO

Role Charter (Job Title): Sales Manager – South Africa

Scope

Manage the business P&L via a network of business partners, design and implement effective business strategies for the region/country, thus supporting institutional and private end user customers and growing the overall market share through dealers in a sustainable and ethical mode.

Provide leadership and management of sales force teams, ensuring the team have excellent product knowledge, best in class selling skills and understand the local marketplace and strive to develop long term mutually beneficial partnerships with our customers, within a culture of customer centricity.

Work in partnership with SBUs and Marketing Development Managers to deliver annual commercial plans and local product knowledge training plans.

Living the Global Behaviours of Dentsply Sirona and upholding the Global Ethics & Conduct of the organisation

Reporting Relationships

Direct

Matrix

This Position Repots To:

Direct reports to this role

Matrix Manager of this

Matrix reports to this role:

• GM MEA

• 4-5 direct reports, total team size of 10-12

Key Responsibilities

• Implement a Customer Growth Driven Business with a clear strategy and plan to drive the results needed and align with our Corporate Mandate.
• Ensure the Global Top Priorities is implements in the region / country and leads by example on execution.
• Improve the Market Share of DENTSPLY SIRONA South Africa
• Apply the sales process to varied selling situations and with different customers, dealers and end users; resulting in both sales and profit targets being met or exceeded in a sustainable manner.
• Analyze market business trends to develop and execute an annual commercial plan to capitalise on current and future opportunities within the local markets.
• Monitor sales force effectiveness - performance, gaps, risks and opportunities using our CRM system; ensuring intelligence feeds into our commercial plans and sales and marketing reward and recognition benefit schemes.
• Work closely with key dealers, government bodies and major clinical institutions to develop and penetrate the local market, improving awareness and access for dental professionals to Dentsply Sirona products; gaining market share and sales growth.
• Promote Dentsply Sirona within the area of responsibility, ensuring dealer sales teams and, where appropriate, Dentsply Sirona sales teams have the information and tools to encourage end user pull through.
• Working with the Tender Manager, obtain, review and evaluate tenders and large orders; ensuring market relevance, delivery and profitability.

• Management of sales force teams through territory management, coaching, co-travelling and advocating sales force development programs and customer centric behaviours i.e. PSS, PSS Coaching.

• Work with the SBUs, MDMs and Marketing Leader to understand market trends and opportunities to develop and create the annual commercial plan and ensure this is cascaded and understood by the sales and marketing team.

• Work with the SBUs, MDMs and Marketing Leader to ensure the sales force team have a comprehensive understanding of our focused products i.e. features and benefits and product application; in order to provide confident and professional demonstrations to our customers, and have mutually beneficial conversations with the customer as part of the Needs Satisfaction selling process.

Decision Rights

Accountable (Final Decision Maker)

Consulted

Informed

• Country P&L
• Country commercial plan
• Distribution management for the region

• Regional commercial planning
• SBU marketing plans in

country

Parameters for Success

Key Metric

Financial Targets

• Market share improvement
• Country P&L – sales targets hit or exceed budgeted P&L
• Maintain and where appropriate renewed key customer accounts ensuring a true business partnership
• Growth in local sales on focused products
• *PCDSO (Price Corrected Dealer Sales Out) Monitoring

• Country P&L
• Regional Sales & Revenue growth/Gross Profit growth
• Contribution Margin

Competencies and Key Skills and Experience

Key Leadership Behaviours

• Actively articulates and promotes Dentsply Sirona values and culture. Has a strong sense of ethics, promoting the Company to suppliers and industry colleagues
• Delegates authority wherever practicable and appropriate
• Actively develops team/manages talent
• Strives for operational excellence
• Promotes high performance, innovation and continual improvement
• Noting and appropriately mitigating business risks
• Proactively seeking and improving any deficiencies
• Strong Stakeholder management across global markets and with all our clients internal and external
• Overall 10 years of management and leadership in a global environment as a minimum

Personal Attributes

• Confident, articulate with the ability to resolve conflict
• Demonstrated problem solving and decision making abilities

• • • Able to undertake regular business travel and hold a valid driving license

Experience/Qualifications

• Commercial experience managing major accounts, personally and through sales teams
• Working experience in Dental Industry 7-10 Years, working experience for a Global Dental company would be added advantage.    
• Proven success in bringing techniques and passion for best practice in sales and marketing
• MBA or equivalent Degree in a related field i.e. Business & Economics, Marketing
• P & L experience
• Comfortable in working in matrix organisations
• People Management Skills

 Key Required Skills, Knowledge and Capabilities:

• Entrepreneurial skills (identify and capitalise on new opportunities)
• Internationally orientated and culturally sensitive
• Influencing and negotiation skills
• Collaborative approach that is balanced with a drive for results and a sense of urgency
• Able to balance priorities and resources for business that he/she is directly accountable for
• Able to accurately interpret market/customer data and analytical needs in order to develop country strategies and support the development of regional strategies
• Excellent product, industry and country/regional market knowledge
• Excellent presentation skills
• Excellent communication skills, able to adapt style to suit audience
• Strong IT literacy and highly numerate
• Excellent level of English skills (oral and written)
• Working in Cross Cultural environments and teams and leading those teams to success