Regional Sales Director

What we're Looking for :

The Regional Sales Director will manage the achievement of annual revenue and profit goals for sales of a specific geographic area, ensure the recruitment, training, motivation and career development of Sales Representatives and Application personnel, communicate corporate goals, strategies and tactics to Field Sales, recommend marketing strategies, budget considerations, pricing policies, promotional programs, territory configurations and future products to upper management, all of which would contribute to the generation of new business.

The Regional Sales Director (RD) is responsible for the leadership and management of Sales and Applications in the assigned Region.

The Regional Director is the leader of a selling team comprised of Account Managers and Clinical Application / Technical Support Specialists.

The RD is responsible for providing direction for sales and must understand and appreciate organizational and regional policies and expectations to the field Regional Staff while responsible for customer satisfaction and market share within the Regional geography.

What you'll do :

• Profitably achieve sales and business volume in the region.
• Attain or exceed annual revenue and profit goals for area of responsibility while managing within a specific expense budget.
• Implement sales and service strategy as per the Head of Medical Technology and Head of Service and guide the overall direction of the appropriate region.
• Craft annual regional strategic plan
• Conduct regional performance acceleration meetings quarterly each FY.
• Provide constructive feedback and personal views on time and when appropriate.
• Volunteer for and accept assignments and responsibilities at the national level.
• Serve as an active participant / lead sales activities & planning in national / regional meetings accordingly.
• Manage area inventory and receivables to meet annual guidelines.
• Management, motivation and training of members team in profit objectives and P&L responsibility.
• Aid in the design of marketing programs, advertising, product promotion, sales contests and future
• product direction.
• Recruit, hire and develop the most proven and experienced representatives within the industry
• Conduct performance reviews annually and document discipline issues according to HR policy
• Document monthly revenue and expense projections, review customer problems, plan monthly activity and evaluate competitive business encounters in a monthly forecast.

A rolling 12-month forecast is updated monthly.

• Attend to customer complaints or issues raised from the customer survey responses and document their resolution. Prioritize customer satisfaction.
• Coordinate, promote and implement incremental business opportunities with strategic partners.
• Assist in the assessment and development of senior sales representatives and National Accounts Managers. Assist in the development of commission plans, sales contests, sales meetings, and new product implementation and represent the sales force to other departments in the home office
• Provides leadership for ZEISS’s internal / external customers in all assigned tasks, while upholding ZEISS Values at all times : inclusive of constructive problem solving, facilitating creative improvements, & inspiring others.
• Achieves the Region’s revenue and KPIs for ZEISS products and services as they are sold into all applicable customer segments within Region.

Establishes an environment and foundation for future sales and service growth. Sells and teaches / coaches others how to sell value and solutions to ZEISS’s customers.

Directs the selling and support activities within the Region, inclusive of resource deployment and customer interactions.

Prioritizes effectively and in accordance with corporate objectives.

Efficiently manages the region’s Customers including Hospitals, Professional Education, Private Practices and Buying Group relationships as assigned.

Works in conjunction with the Corporate and Buying Groups team to ensure attention and growth in the key account segments.

• Leads the Regions staff inclusive of managing performance, coaching, mentoring, hiring and career development.
• Responsible for the Region’s forecasting and sales and service tracking and KPI performance management.
• Sets the vision for the Region and develops and adheres to a business plan to attain this vision.
• Evaluates market trends and gather competitive information, identify trends that affect current and future growth of regional sales and profitability.

Disseminate information to regional sales representatives, marketing, service management and sales operations.

Special projects and other duties as assigned.

Who you are :

• A degree in science is required, B.Sc minimum. MBA an asset.
• Minimum six (6) years of successful Senior Regional Sales Manager experience (national account experience preferred) and min 10+ years of ophthalmic experience.
• Knowledge of healthcare, medical devices and market segments
• Proven leadership skills, strong analytical skills.
• A proven track record of recruiting and building an A class team.
• Strategic project planning and implementation skills.
• Strong Sales, business and profit oriented, proactive thinking.
• The proven builder of business in a highly competitive environment with a main emphasis on customer relations and satisfaction.
• Demonstrated record of achievement in a prior sales and management position.
• Strong closing skills. Prior attendance at formal sales training courses a plus.
• Proven oral, written, telephone and presentation skills. Strong interpersonal skills.
• Ability to learn and retain product specific information and utilize to position the features and benefits to customers.
• Computer literate with knowledge of all Microsoft Office Applications especially Excel.
• High level of technical / clinical product knowledge.
• Ability to manage multiple tasks with strong organizational and communication skills.
• Computer literacy in word processing, spreadsheet and database management.
• Exceptional negotiating and diplomacy skills.
• Ability to develop and make corporate-level presentations.
• Excellent team building, teaching and motivation skills are required.
• Requires clean DMV record and current valid driver’s license

Working Hours :

Hours may vary and will require evening and weekend work depending on business needs and will require working overtime

Travel :

Ability to travel as required by role (up to 75% of the time).

Physical Demands :

• Ability to lift and carry 50 pounds (demonstration equipment).
• Digital dexterity and hand / eye coordination in the operation of office equipment
• Ability to speak to and hear customers and / or employees via phone and in person
• Body motor skills sufficient to enable the incumbent to move from one office location to another

Your ZEISS Recruiting Team :

Jo Anne Mittelman