COP Sales - Regional Manager - NY/NJ Metro

Description The Professional District Manager provides total leadership and ownership of a critical geography for both the direct and 3rd party merchandising sales force within geographic boundaries.  This position also directs and translates brand and professional relations strategies into maximum sales results, dental office share, financial return and professional relations desired results. The position is entrusted with the management of one of the highest company wide priorities- maximizing office penetration and detail of the company flagship brand Colgate Total.  This role ensures that all Colgate Oral Pharmaceuticals sales fundamentals are optimized.  The District Manager has a critical role in the the management of the 3rd Party Merchandiser, driving the relationship and accountability at the Regional/Zone level and in the training and ongoing supervision of Field Sales Consultants by the COP Sales Representatives.  Interprets and communicates corporate strategies and directives to district personnel. Recruits, trains and develops district personnel so that each individual performs at their highest potential.  Serves as role model by creating an environment where people are managed with respect.  The District Manager develops people to maximize career advancement. Promotes and encourages use of technological skills.  Ensures fiscal responsibility as it relates to NVO budgets.
 
 
Account Responsibilities:

• Strategic Execution — Implement and develop overall business, promotional and professional relations strategies to ensure that the Sales Organization/Third Party maximizes volume potential, account profitability, and professional relations and consistently meets and/or exceeds sales volume, profitability and other objectives.  Ensure successful rollout of new products and technology.
• Account Penetration — Work with Reps and Field Sales Consultants (FSCs) to penetrate accounts and prospect new business and detailing opportunities in order to grow the accounts and COP’s business in a profitable manner. Maximize third party reach and penetration.
• Third Party Management — Proactively manage and work with Third Party to ensure effective execution of business strategies and objectives. Participate in formal and informal training for COP and Third Party.  Entrusted with the highest COP management priority- the supervision and motivation of our exclusive dental distributor Sullivan-Schein.
• Financial Management — Manages fiscal responsibility and resources in order to positively impact business objectives and profitable growth.
• Resource Utilization — Efficiently manage technology, support staff, and NVOs. Manage conventions and school events to drive volume and penetration.
• Selling/Detailing COP Products — Align COP strengths with customer’s vision, portray professional example to personnel and trade, communicate company successes and strategies to all levels and ensure that detailing KPIs are achieved.

Supervisory Responsibility:

• People Development — Practice ongoing process of transferring knowledge and skills, both informally and formally, to all Reps so that each individual is capable to performing at his/her highest potential. Reinforce desired behaviors through coaching and feedback.
• Performance Management — Evaluate Reps’ strengths and developmental needs, set specific objectives for improvement, develop and execute action plans to maximize individual performances.  Refer to Sales Rep Standards and Competencies.
• Career Planning — Develop a “road map” for each individual that includes development opportunities and possible future position.

 

Requirements

• BA/ BS Degree
  
  
• 5+ years of professional selling experience and supervisory experience
  
  
• Ability to work effectively with a geographically dispersed team and manage a variety of issues proactively and effectively
  
  
• Similar consumer/professional product sales experience or other relevant sales/marketing experience
  
  
• Third party management experience preferred