Region Business Manager, Implants MIS

Region Business Manager, Implants MIS

The Region Business Manager, Implants MIS is a frontline sales leader responsible for driving growth, white-space selling, new account acquisition, and targeted competitive conversion within the assigned region, as well as growing existing accounts. This role leads, coaches, and holds the field team accountable to disciplined execution, high activity standards, CRM rigor, pipeline creation, and measurable KPI achievement. The Region Business Manager builds a hunter-oriented culture focused on urgency, ownership, customer demand creation, and consistent execution of territory activation plans to accelerate market share growth.

Key Responsibilities:

Talent Management:

• Lead, coach, and develop a high-performing regional sales team with a strong hunter mindset, growth orientation, and ownership culture.
• Recruit, onboard, and retain top field sales talent capable of driving white-space selling, prospecting intensity, and competitive conversion.
• Set clear performance expectations, activity standards, pipeline requirements, and accountability routines for each territory.
• Conduct regular field co-travels and coaching, performance reviews, and development conversations to reinforce execution discipline and close capability gaps.
• Address performance issues quickly and directly, using data, coaching, and structured follow-up to improve outcomes.

Regional Culture:

• Build a performance-based regional culture grounded in urgency, accountability, activity discipline, and measurable growth.
• Model a hunter mentality by reinforcing proactive prospecting, competitive displacement, and new customer demand creation.
• Create a team environment that values ownership, resilience, high standards, and consistent follow-through.
• Communicate regional priorities clearly and consistently so the team understands where to focus time, effort, and resources.

Sales Execution & Business Planning:

• Develop and execute regional territory activation plans focused on priority markets, white-space accounts, new customer acquisition, and targeted competitive conversion.
• Develop, and execute a regional strategy to grow share of wallet opportunities within existing accounts through pipeline creation, management and coaching.
• Analyze market potential, account opportunity, competitive share, pipeline health, and territory performance to set growth targets and execution priorities.
• Drive disciplined execution of prospecting, cold-calling, account targeting, follow-up cadence, and conversion strategies across the region.
• Inspect CRM activity, pipeline quality, sales funnel movement, win/loss trends, and KPI performance to identify risks and accelerate growth.
• Partner with the sales director, marketing, education, and product teams to align field resources to the highest-potential opportunities.
• Develop a Regional clinical education strategy that utilizes both local and national resources to drive clinical adoption and conversion.
• Support regional events, clinical education follow-up, customer programs, and KOL engagement to maximize sales impact and return on investment.

Customer Relationships:

• Build and maintain strong relationships with target customers,  key practices, and regional opinion leaders.
• Engage directly in high-value customer opportunities, competitive displacement efforts, and new account conversion strategies.
• Conduct business reviews and customer meetings that reinforce value, identify growth opportunities, and advance measurable account outcomes.
• Remove field execution barriers, escalate customer or operational issues appropriately, and ensure a consistent, professional customer experience.
• Partner with distribution teams to improve market coverage, lead follow-up, and territory-level execution.

Administrative Duties:

• Manage and prioritize regional communications, approvals, reporting, and administrative requirements with urgency and accuracy.
• Oversee regional expense budgets, including travel, events, demo equipment, and customer-facing activities.
• Maintain strong operating discipline around CRM usage, forecasting, pipeline reporting, and KPI tracking.

Communication:

• Communicate business priorities, expectations, and performance results clearly and consistently to the field team and internal partners.
• Translate strategy into practical actions, field routines, and measurable KPIs that the team can execute.
• Prepare and deliver compelling business updates, sales presentations, and performance discussions for customers, leaders, and cross-functional partners.
• Actively collaborate with marketing, education, product, customer service, merchandising, and other internal teams to support regional growth priorities.
• Demonstrate professional, tactful, and effective communication with customers, employees, distributor partners, and senior leaders.
• Address customer complaints and field escalations professionally, using appropriate processes and follow-up discipline.

Miscellaneous

• Performs other duties as assigned or as may be necessary 

Education/Years of Experience

• Bachelor’s degree and 5–7 years of relevant work experience, or master’s degree plus 4 years of experience, or an equivalent combination of education, training, and experience.
• 3 or more years of sales management or frontline sales leadership experience preferred.
• Proven track record of leading sales teams to achieve growth targets, activity expectations, pipeline creation, and revenue performance.
• Experience in white-space selling, new market development, competitive conversion, or high-activity prospecting environments preferred.
• Dental, healthcare, medical device, or related B2B sales experience preferred.
• Demonstrated ability to resolve conflict, coach performance, and make sound business decisions in a fast-paced field environment.

Certifications/Licensing:

• Valid driver’s license is required

Key Required Skills, Knowledge and Capabilities:

• Ability and willingness to travel 50% or more, depending on regional needs and field coaching requirements.
• Lives within assigned area, with strong working knowledge of local market dynamics, customer segments, and competitive landscape.
• Strong frontline leadership, coaching, mentoring, recruiting, and performance management capabilities.
• Demonstrated ability to build a hunter-oriented sales culture and reinforce prospecting, cold calling, pipeline discipline, and competitive conversion behaviors.
• Strong KPI orientation with the ability to set expectations, inspect progress, diagnose performance gaps, and hold teams accountable for measurable outcomes.
• Strong analytical and decision-making skills with the ability to translate market data into actionable territory plans.
• Capable of working independently while driving alignment with sales leadership and cross-functional partners.
• Demonstrated ability to build effective customer relationships and handle escalations professionally.
• Ability to write reports, business correspondence, territory plans, and performance updates.
• Ability to effectively present information and respond to questions from managers, clients, customers, distributor partners, and the general public.
• Salesforce or other CRM experience preferred, with strong discipline around activity tracking, pipeline management, and forecasting.
• Proficiency in Microsoft 365 applications.
• Ability to operate a motor vehicle daily up to 8 hours or more per day.

The base salary and variable compensation for this role is between $150,000 and $230,000. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific office location.