Head of National Sales Team

2 weeks ago

Fort Mill, United States Komet USA Full time

Head of National Sales Team



Summary/Objective


The purpose of this position is to manage the national sales force and support business development opportunities, which will in turn grow our market share through closer interaction with our customers and strategy planning. The position has a direct impact on company profitability and the delivery of quality customer service.


The HOS is a critical member of the executive team and reporting to the CEO of Komet USA, will help lead and implement the strategic plan and key go-to-market, infrastructure, and process development initiatives. As such, we are looking for an agile change agent to help the company evolve and grow to continue our success within our company values.


Komet USA was established in 2007 as the 100% subsidiary of Gebrüder Brasseler in Lemgo, Germany. The company was started in 1923 and is still fully owned by members of the founding family.

It sells the world’s largest portfolio of rotating dental instruments and systems under the Komet Dental brand, as well as endodontic products for dentists, endodontists, oral surgeons, orthodontists, and dental technicians.


Essential Functions

 

·        Lead a team of ~50 salespeople, with Regional Managers, National Accounts Managers and a Corporate Trainer as direct reports (9).

·        Exercise full responsibility for the company’s sales organization, and work to build it out and strengthen it. This includes defining sales processes, methodology, and compensation plans.

·        Define sales rep profiles and retention strategies, as well as establish coaching strategies, performance management plans, and career paths to develop our sales team.

·        Closely support and develop the managers and guide them to build specific and measurable roadmaps to success.

·       Define and track success metrics; leverage data to make informed decisions. Set KPIs and analytic reports to track and measure performance.

·        Guide and support efforts to expand sales and business by executing and adapting the company’s market strategy. Enrich the strategy with innovative products, service, education, and pricing concepts.

·        Drive the company’s omni-channel sales approach and expand where necessary into new venues for the existing product lines and applications.

·       Support development of pricing strategy and forecasting plans.

·        Foster and maintain beneficial relationships with key opinion leaders (KOLs) and engage in networking with key customers and associations.

·        Explore all other opportunities to grow business and markets.

·        Ensure that the necessary infrastructure and processes are in place to support growth.



Qualification/Skills/Education/Experience


·        Education: B.S. / B.A. degree, with advanced degree (M.S. or MBA) advantageous.

·        Sales track record of least 10+ years of demonstrated successful national or regional sales management experience.

·        Background should preferably be with direct and recurring sales to the final user, ideally with a high-end branded B2B consumables firm. Hence experience with the dental product marketplace and its channels is highly preferred. Additional experience with other medical devices/ life science industries would be ideal.

·        Experience in building successful, multi-functional teams and developing talent.

·        Business Development experience highly preferred.

·        Proven ability to work with financial information to understand, communicate, and deliver results. Knowledge of budgeting, pricing, forecasting, and controlling is advantageous.

·        Experience supporting implementation of new systems (i.e. CRM).

·        Proven experience in effective and timely management and implementation of complex projects.

·        Direct experience working with global entities highly preferred.


Personality

· Able to connect with people and collaborate across teams.

·       Fair and empowering while holding the team and themselves accountable.

·        Effectively communicates the company’s mission and goals to motivate the team.

·        Confident and dynamic personality capable of building credibility and trust.

·        Direct and transparent communicator with strong presentation skills.

·        Emotional intelligent and adaptable.

·        Organized, with excellent planning and organizational skills. Able to analyze and improve business structures and processes.

·        Aligned with the company’s core values, especially respect.

 

Reports to: CEO

Supervisory Responsibility: Yes


Position Type/Expected Hours of Work

This is a full-time, salaried position: Monday through Friday, 8:00 a.m. to 5:00 p.m., with additional hours as needed.


Travel

50% travel is required. Travel requirements will vary, and may comprise co-riding with sales-team members, visits with KOLs and customers, and attendance at dental conferences or meetings. Weekend and international travel may be required.


Relocation: Local/Regional highly candidates preferred but not required. Monthly visits to the home office expected.


Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.


The employee is occasionally required to sit; climb or balance; and stoop, kneel, crouch or crawl. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.


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