U.S. Schools & Institutional Sales Manager – Western Territory

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<div class="isg-job-description“>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.
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