Area Sales Manager, Victoria

What You Can Expect

As the Area Sales Manager, you will report to the State Sales Manager, Victoria and you will be accountable for maximizing sustainable sales revenue through the efforts of your direct reports within an assigned geography. You will actively coach and develop the sales team, identifying and converting new business opportunities, and business planning and analysis. You will provide regular reporting of results and progress to the Zimmer Biomet leadership team. In this position you will assist in setting performance goals for Sales Representatives and monitoring team and individual performance on a regular basis

How You'll Create Impact

People Management 

• Co-ordinate and direct sales team to achieve targets such as team sales target, individual territory targets, and task-based incentives (where applicable).
• Monitor performance objectives on a regular and timely basis in accordance with corporate timeframes.
• Regularly coach, motivate and appraise performance of Representatives to achieve maximum performance and business objectives
• Develop performance objectives with sales team in agreed time frame.
• Develop Sales Representatives consistent with career goals and Zimmer Biomet succession planning principles.
• Recruit suitably qualified personnel to fulfil vacancies within agreed timeframe.

Sales Management 

• Analyse month end sales results by product, territory and segment.  Review reports to observe sales, market share and activity trends for sales team, Business Unit Director and Product Managers.
• Distribute month end sales and customer reports to appropriate team members.
• Liaise with key customers, Operations Department and Sales Representatives to ensure superior customer service.
• Identification of business opportunities through analysis of customers and trends within the territory.  Communicate information to Sales Representatives and Business Unit Director.
• Partner with peer managers to uncover business opportunities and plan team sales initiatives.
• Participate in appropriate product training sessions, to keep abreast of current practices.

Administration 

• Completion of reports as required by Business Unit Director or others at the corporate level i.e. expense reports, sales forecasts.
• Meeting coordination - provide guidelines and monitor external meetings (eg. trade displays)
• Source motivation, team building & training materials for sales and team meetings
• Manage financial resources through appropriate development & allocation of promotional budgets and area expense budgets.
• Liaise with Sales, Product Managers and Marketing Administration to ensure timely distribution of samples, promotional pieces and literature.

What Makes You Stand Out

To be successful in this role you will need: 

• Tertiary qualifications in Business, Commerce, Marketing or Paramedical discipline and/or tertiary qualifications in nursing/science or a related discipline or compensating work experience.
• At least 10 years’ experience in medical device sales – Orthopaedics, Capital, Equipment, Diagnostic required.
• At least 5 years’ people management experience in a sales environment required.
• Demonstrated sales abilities & a track record of successful selling to the medical profession.

Travel Expectations

• Significant and frequent travel on sales region of responsibility (95%)
• Infrequent domestic (quarterly) and international travel (annually).