JOB OVERVIEW:
To provide team building and leadership to drive market share in assigned geographic area, keeping in line with profitability goals and objectives. Support and oversee all phases of field sales within specific Region through information, communication, teamwork and training & development of new team members.
KEY RESPONSIBILITIES:
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Collaborate with the Zone General Manager to provide one on one leadership and training for all sales TSMs in regional area while also stressing the importance of Career Development.
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Increase market share within the region to include both internal growth (expanding current TSMs growth) as well as external growth (actively recruiting additional competitive and rookie team members) and conducting customer sales appointments and co-travel with regional FSCs as directed.- Manage customer and vendor relationships and assist sales TSMs in building and maintaining these relationships. This includes management and attendance at all local sales meetings, regional conventions and zone/national meetings as directed.
- Oversee administration and implementation of all regional marketing programs.
- Provide accurate regional sales forecasts for all sales groups.
- Conduct quarterly one on one meetings with all sales TSMs to establish goals, review progress and implement strategies for successful penetration of customer bases.
- Manage and resolve Regional TSM issues and concerns in a professional and diplomatic manner, supporting these issues with appropriate documentation and requesting the assistance of Human Resources when necessary. Regularly coach and counsel Regional Operations Managers, sales teams and other regional TSMs towards attaining performance and career goals.
- Manage the recruiting, selection, and training of regional sales TSMs.
- Participates in special projects and performs other duties as required.
SPECIFIC KNOWLEDGE & SKILLS:
- College degree strongly preferred
- Excellent interpersonal and coaching skills required
- Demonstrated ability to lead and develop people in a team environment
- Exceptional organization, verbal, and written communication skills
- Computer Skills, including spreadsheet capabilities required
- Available to travel
GENERAL SKILLS & COMPETENCIES:
- Excellent management and leadership skills and ability to attract, retain, motivate, develop and mentor team members for high performance
- Outstanding verbal and written communication skills and ability to resolve disputes effectively
- Outstanding presentation and public speaking skills
- Outstanding independent decision making, analysis and problem solving skills
- Understand, interpret and act on financial information that contributes to business profitability
- Ability to plan and manage complex and successful projects; understand available resources, develop timeline, budget and assign areas of responsibility
- Lead teams to achieve company goals and solve complex business issues in creative and effective ways
- Outstanding planning and organizational skills and techniques
- Communicate effectively with senior management and key stakeholders
- Strong negotiating skills and ability to effectively manage internal and external relationships
- Ability to influence, build relationships, understand organizational complexities, manage conflict and navigate politics
- Broad and wide-range of professional and managerial skills with a full understanding of industry practices and company policies and procedures
- Ability to lead and develop virtual teams
- Outstanding in multiple technical and business skills
WORK EXPERIENCE:
Typically 10 or more years of increasing responsibility and complexity in terms of any applicable professional experience; 3 or more years of management experience.
PREFERRED EDUCATION:
Typically a Bachelor's Degree or global equivalent in related discipline. Master's degree or global equivalent a plus.
TRAVEL / PHYSICAL DEMANDS:
Travel typically less than 10%. Office environment. No special physical demands required.
SCOPE:
Typically manage two or more complex sections of a department, a more complex department, large and complex process or multiple large processes. Focus on executing goals in accordance with the policies and directives of senior management. Fully accountable for meeting the operating objectives of the department. Establish key operational objectives and work plans and delegate assignments to staff. May develop proposed budgets for approval and manage budget once approved. Operate with substantial latitude for independent action or decision. May play a role in high-level projects that have an impact on the function's future direction.
COMPLEXITY:
Increased breadth of responsibility and overall accountability (e.g. strategy, finance, negotiation, communication, etc.). Work on complex issues where analysis of situations or data requires in-depth knowledge of organizational objectives, including an understanding of current business trends. Act as advisor/coach to subordinate(s) to meet schedules and/or resolve problems. Full knowledge of multiple areas within sub-function derived from experience in in non-management and manager level role(s). Focus on executing goals in an accurate and timely manner.
STRATEGY:
Translate and implement the strategy in order to further the sub-function's larger goals through the work of more senior professional staff. Create new, or recommends changes to policies and establish procedures that affect the sub-function
SUPERVISION:
Manage work and goals of professional level staff performing non-routine work or who manage a more complex process or system. May have subordinate supervisors.
INTERACTION:
Regularly interact with senior management, executive levels and/or customers on matters concerning several functional areas and/or other company divisions or units. Ability to change the thinking of, or gain acceptance from, others in sensitive situations, without damage to the relationship.
MANAGEMENT DUTIES:
Typically can hire, terminate, or promote and may be aware of higher-level functional issues and concerns; another level of approval may be required. Makes decisions on salary increases, performance reviews, disciplinary actions, etc.
PERFORMANCE REQUIREMENTS:
Typically, to advance to a new job level, TSMs must demonstrate professional behavior and should consistently be at the high-end of meets expectations or consistently exceed expectations.
Henry Schein, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.
For more information about career opportunities at Henry Schein, please visit our website at: www.henryschein.com/careers
Henry Schein, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.
For more information about career opportunities at Henry Schein, please visit our website at: www.henryschein.com/careers
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