Head of Sales Operations Germany

vor 3 Wochen

Köln, Nordrhein-Westfalen, Deutschland Envista Vollzeit

Job Overview

The Regional Sales Director is tasked with meeting or surpassing the sales objectives and service benchmarks across the designated territory by leveraging the regional sales team. This role is crucial in enhancing Envista's market presence while ensuring that operational costs and local profit margins are maintained within established guidelines.

Key Responsibilities:

  • Formulate an annual, quarterly, and monthly tactical sales strategy that aligns with corporate objectives and competitive dynamics, ensuring goal attainment and implementing corrective measures as necessary.
  • Evaluate the sales pipelines of direct reports to ensure efficient progression of opportunities.
  • Analyze sales patterns within the region and strategically plan activities such as client visits, marketing initiatives, and events to meet or exceed sales targets.
  • Manage the allocated budget for the region, focusing on optimizing resources and prioritizing expenditures.
  • Regularly review sales plans developed by regional managers and representatives, utilizing internal tools and CRM systems to monitor performance and take corrective actions when required.
  • Stay informed about product developments, market trends, and competitive activities to maintain a competitive edge.
  • Ensure comprehensive knowledge of company policies and effectively implement them at the regional level.
  • Participate in ongoing training and development programs to enhance skills and knowledge.

Sales Engagement:

  • Conduct visits to key existing and potential clients to strengthen relationships and ensure satisfaction with products and services.
  • Build and nurture relationships with influential industry leaders to expand market reach.
  • Collaborate with dental chains and decision-makers to enhance Envista's market share in this sector.
  • Guide the team in executing marketing and sales initiatives aimed at business growth, ensuring a focus on return on investment.
  • Oversee service levels provided to dental chains by the regional sales team.
  • Support participation in local, national, and international events and trade shows as necessary.
  • Gather and communicate customer insights to refine sales strategies.
  • Assist sales representatives in managing challenging customer interactions.

Market Oversight:

  • Maintain an accurate database of active and potential clients, sharing insights across the organization through CRM.
  • Coordinate information regarding product issues and customer retention challenges with internal stakeholders.
  • Identify opportunities for strategic development and recommend improvements in pricing and policies.

Team Leadership:

  • Serve as a role model within the organization, ensuring actions are followed through and the team is engaged in systematic follow-ups.
  • Support direct reports in their activities and the execution of sales plans, identifying areas for development and corrective actions as needed.
  • Establish and manage performance objectives aligned with corporate strategy.
  • Create individual development plans for team members to foster talent management and succession planning.
  • Provide training, coaching, and feedback to achieve regional objectives, including regular co-traveling.
  • Conduct weekly meetings to maintain communication and consistency in sales strategies and policies.
  • Oversee recruitment, onboarding, and offboarding processes within the region.
  • Review and approve travel expense reports and representation costs for sales representatives.

Qualifications:

  • Proven experience in a similar leadership role.
  • Experience in managing teams and developing people managers.
  • Fluency in German and English.
  • Background in the dental industry is highly advantageous.
  • Strong verbal and written communication skills.
  • Exceptional time management and problem-solving capabilities.
  • Analytical and critical thinking skills.
  • Able to perform well under pressure.
  • Familiarity with market trends and behaviors.

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