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Philips Sr. Sales Regional Manager – Oral Healthcare (Canada) in Canada - Remote Based, Canada

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Sr. Sales Regional Manager – Oral Healthcare (Canada)

In this role, you have the opportunity to:

Lead a team of Field Sales Representatives and Territory Managers within an assigned geography. The primary goals of this position are to deliver results through effective key account development, coaching, management and mentoring. The Senior Regional Manager (SRM) will own the sales development process at 2 or more Corporate Accounts (CA). This includes growth strategies and execution at the office level. The Senior RM is responsible for all aspects of rep management including hiring, on-boarding, development, and performance management.

You are a part of:

At Philips Oral Healthcare, we are dedicated to the prevention, diagnosis and treatment of periodontal diseases to improve patients’ oral health and overall well-being. We are passionate about improving quality of life with solutions designed around the needs of dental professionals and their patients. Our tradition of innovation combined with our ability to anticipate market needs has made Philips Oral Healthcare a global leader in the markets we serve with brands such as Sonicare, Zoom Whitening, NiteWhite, DayWhite and BreathRx. By building strong, strategic sales partnerships, the FSR drives Sonicare as the #1 MOR (Most Often Recommended) Power Toothbrush and solidifies the Zoom brand as the #1 patient-requested professional whitening system.

You are responsible for:

  • Achieves CA revenue growth expectations for assigned accounts. Is responsible for key account management including product / solution sales growth across the account and execution at the office level

  • Responsible for helping Territory Manager(s) deliver on account management for emerging Corporate Accounts. Provides coaching, guidance, and leadership to the DMs.

  • Delivers results through effective coaching, management and mentoring of a field-based sales team based on solutions for offices

  • Owns 2 or more CAs at the executive level, developing relationships and driving execution at the child level. Develops strategies, attend all regional meetings and achieve sales targets of account.

  • Facilitates meetings (and manages associated action items) with senior level executives of CAs to identify opportunities, develop protocols and ensure customer needs are met, with profitable partnerships developed.

  • Investigate, analyze and make recommendations for new business opportunities by identifying potential customers’ business philosophies and their immediate and long-term goals.

  • Executes all sales strategies and tactics within assigned territories.

  • Responsible for driving MOR improvement to goals for Region.

  • Establishes clear expectations, measuring results and holding team accountable for performance.

  • Works in the field with representatives including co-travels to assess skill sets and to modify training curriculum accordingly to ensure maximum impact

  • Collaborates with FSR to develop and execute territory business plans to drive growth in child level CA offices.

  • Is accountable to drive team and CA growth of “solutions” (eg, bundles) as a % of total sales.

  • Coaches team providing frequent verbal and written feedback regarding performance as well as observed strengths and areas for improvement.

  • Establish relationships with key opinion leaders throughout region to promote the use of Philips products to corporate accounts, dental offices, dental schools and professional associations.

  • Responsible for the development, delivery and comprehension of new hire training for field sales reps located in assigned Region.

  • Co-facilitates components Philips training programs including classroom and field training for new hires and continuing education for existing sales staff.

  • Serves as subject matter expert for Philips products, clinical and sales information.

  • Gathers best practices from members of the field & inside sales teams and regularly communicates them to the broader audience and follows-up with actions.

  • Provides input for the development of new sales collateral pieces to Marketing.

  • Communicates product and clinical trends to the CO marketing team.

  • Participates in regional meetings, trade shows, territory activities, special events and CE seminars.

  • Participates in relevant CA meetings, events and seminars.

  • Completes all administrative duties as per company policy.

  • Manages all business travel expenses responsibly.

  • Actively manages team performance to achieve desired results. You are a part of:

At Philips Oral Healthcare, we are dedicated to the prevention, diagnosis and treatment of periodontal diseases to improve patients’ oral health and overall well-being. We are passionate about improving quality of life with solutions designed around the needs of dental professionals and their patients. Our tradition of innovation combined with our ability to anticipate market needs has made Philips Oral Healthcare a global leader in the markets we serve with brands such as Sonicare, Zoom Whitening, NiteWhite, DayWhite and BreathRx. By building strong, strategic sales partnerships, the FSR drives Sonicare as the #1 MOR (Most Often Recommended) Power Toothbrush and solidifies the Zoom brand as the #1 patient-requested professional whitening system.

To succeed in this role, you should have the following skills and experience:

  • Bachelor’s degree in business, science, marketing, or related field

  • Minimum of 5 years of successful outside sales experience

  • Minimum of 3 years of pharmaceutical/medical/dental sales management preferred

  • Corporate or National Account sales experience strongly preferred

  • Medical/Dental background preferred, but not required

  • Demonstrate leadership success in the military and/or a Pharmaceutical/ Medical/ Biotech company

  • Experience managing expense budgets

  • Must reside within the Region

Knowledge, Skills & Abilities

  • Proficient in Microsoft Office products: Outlook, Word, PowerPoint, & Excel (MapPoint experience a plus)

  • Excellent written and oral communication skills

  • Ability to be creative, write proficiently and use visual graphic design

  • Skill in facilitation and presentation

  • Strong analytical skills

  • Strong organizational skills and extremely detail-oriented

  • Skill in project management and ability to multi-task and prioritize frequently changing needs

  • Ability to manage multiple projects and work with a variety of other disciplines both inside and outside the organization

  • Ability to demonstrate good judgment and discretion

  • Work as a team player with employees at all levels

  • Ability to take initiative in the absence of precise direction

  • Ability to work with multiple interruptions and tight deadlines

  • Sensitive to confidential information

Education & Experience

  • Bachelor’s degree and/or a dental background with an RDH Certification

  • Experience in training an Outside Sales Force, preferably in dental, pharmaceutical and/or medical device sales

  • Prior dental industry experience, preferred

  • Prior territory sales experience, preferred

  • Solution-based selling strongly desired

Working Conditions

  • Works remotely

  • Travel up to 70% of the time

In return, we offer you

A path towards your most rewarding career. Philips is growing its marketing capability enterprise wide. Succeeding in this market-based role in a complex environment will open many doors for your long term career, in other areas in Philips or otherwise. We also believe that we are at our best as a company when you are at yours as a person. Thus, we offer competitive health benefits, a flexible work schedule and access to local well-being focused activities.

Why should you join Philips?

Working at Philips is more than a job. It’s a calling to create a healthier society through meaningful work, focused on improving 3 billion lives a year by delivering innovative solutions across the health continuum at http://www.philips.com/b-dam/corporate/corporateblog/2016/PhilipsChronicDisease_5.jpg . Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways. Learn more by watching this video

To find out more about what it’s like working for Philips at a personal level, visit the Working at Philips page at http://www.philips.com/a-w/careers/healthtech/working-at-philips/working-at-philips.html on our career website, where you can read stories from our employee blog at http://www.usa.philips.com/a-w/our-people/life-at-philips.html . Once there, you can also learn about our recruitment process at http://www.philips.com/a-w/careers/healthtech.html , or find answers to some of the frequently asked questions at http://www.philips.com/a-w/careers/healthtech/faq.html .

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Philips Electronics Ltd is committed to treating all people in a way that allows them to maintain their dignity and independence. We welcome and encourage applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

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(Note: To ensure fairness and legal compliance in our recruitment processes, only technical issues will be monitored through the above inbox. Please do not submit resumes or applications to this email, as they will not be reviewed. Only applications received through the online application process will be considered.)

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