JOB DESCRIPTION CLASS TITLE: U.S. Schools & Institutional Sales Manager LOCATION: West (US) FLSA STATUS: Exempt CHARACTERISTICS OF THE CLASS: The U.S. Schools & Institutional Sales Manager is responsible for driving the development, sales strategy, and delivery of successful sales growth for the company in Schools & Institutional. The U.S. Schools & Institutional Sales Manager also identifies needs and sells appropriate merchandise to meet those needs. ESSENTIAL DUTIES: Develops and implements sales plans to accommodate company goals Manages assigned accounts Drives increased sales in respective accounts Establishes buying influences, budgets and purchasing criteria for assigned accounts Manages sales forecasting activities and sets performance goals accordingly Delivers sales presentations to key clients in coordination with Sales Representatives Maintains timely contract management compliance (Schools & Institutions) Drives visibility and understanding of contract requirements throughout the company Conducts timely management reviews Builds and maintains good relationship with customers and key influencers to secure new business opportunities Establishes a cross functional Schools & Institutional Business Team; Develop delegation of duties to all other internal departments of the company May serve as a coach and mentor for other positions in the department Meets company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work-related tasks in a manner that is in compliance with all Company policies and procedures Adheres to company policies, procedures and directives regarding standards of workplace behavior in completing job duties and assignments Performs other duties as assigned MINIMUM QUALIFICATIONS: Training and Experience Bachelor s Level Degree in Business Management or equivalent 5 years experience in Sales Management or similar position Preferable demonstrable ability to influence others, resolve conflicts without being perceived as authoritative In lieu of above-mentioned qualifications and experience, 10 years of Product Management in dental or medical equipment/device industry experience may be considered. Knowledge, Abilities and Skills Problem solving/analysis Selling skills Personal effectiveness/Credibility Time management Presentation skills and communication proficiency Customer/Client focus Strategic thinking Decision making Results driven Collaboration skills Self-disciplined Strong prioritization, analytical, organizational, communication and interpersonal skills Dental industry knowledge, preferred Not afraid to make tough decisions PHYSICAL REQUIREMENTS: Work hours are Monday-Friday 8:00 am 5:00 pm Occasional evening and weekend work may be required as a business demand Up to 50-70% travel Ability to lift up to 35 lbs. WORKING CONDITIONS: The work environment of the position is in a professional office environment with uses of standard office equipment such as computer, phone, and copiers. Travel for meetings, conferences and events out of state may require overnight, weekend and international travel. I have reviewed and understand my job description Employee s Signature Date Professional Experience: 5 Years Primary Skills: Dental imaging, dental sales, Sales, Relationship Management, Prospecting, Negotiation, Product Knowledge Other Skills: Customer Satisfaction, Presentation Skills, Organizational Skills, Communication Skills, Forecasting Requirement Description: 100% Remote with 70% travel involved Responsibilities: No direct reports Manage the entire suite of Client products - Cad/Cam Imagining products 80% of it Focus on creating and maintaining relationships with dealers like Henry Shein, Patterson, etc. Manage three provinces: Alberta, Manitoba, Saskatchewan 80% of product sales are in imaging; post-sale training is also involved Essentials Generates diagnostic imaging, core equipment, andCAD/CAM sales in assigned accounts/territory Prospects for new customers and business in addition to growing and maintaining the existing customer portfolio, as well as qualifying new leads to maintain identified business and support a balanced sales funnel for future sale Attends tradeshows and participates in education and training conferences on selling and marketing programs Coordinates and assists in leading sales meetings and peer to peer events to include site selection and agenda preparation Assists Dealer Representatives in preparation of sales quotes, customer meetings, and demonstrating equipment and software capabilities of the assigned products in the assigned territory Executes sales negotiation and deal closure with the customer, interfacing with all key buying influencers including direct users of the product and distribution partners Develops and maintains a high level of product knowledge of the company and competitive products Builds relationships, develops business strategy, and maximizes business opportunities for all products and services located within an assigned territory Represents the client and acts as a primary customer point of contact in the allotted accounts/territory Provides ongoing feedback to management, product teams, services, and marketing Develops and maintains a high level of customer satisfaction through consistent high-quality interactions Lead and leverage role as product specialist in the assigned territory Coordinates service and support teams on assigned accounts in order to deliver solutions that meet or exceed customer expectations Complies with all applicable policies, procedures, and operating mechanisms Participates in company initiatives depending on organizational needs and as directed by management Ensures knowledge of and compliance with quality, regulatory, integrity, and company policies Forecasts orders and sales within the applicable sales funnel tools and reports for products/solutions/services in assigned territory/accounts Meets company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work-related tasks in a manner that is in compliance with all Company policies and procedures Adheres to company policies, procedures, and directives regarding standards of workplace behavior in completing job duties and assignments Performs other duties as assigned MINIMUM QUALIFICATIONS: Training and Experience Bachelor's Degree and minimum 3 years of selling experience in a Business to Business sales role Previous experience in the healthcare or dental industry preferred Valid motor vehicle license required Knowledge, Abilities, and Skills Ability to energize, develop and build rapport and relationships at all levels within an organization Strong capacity and drive to develop career Excellent verbal and written communication skills are a must Ability to synthesize complex issues and communicate in simple messages Excellent organizational skills Exceptional negotiation and closing skills Strong presentation skills PHYSICAL REQUIREMENTS: Work hours are Monday-Friday and some weekends Up to 50% travel Travel only for tradeshows, trainings and events
