Regional Sales Manager - North

We are Hiring!

We have an exciting new opportunity at Scope for a Regional Sales Manager - North to join our team!

We are looking for people who can connect their own personal vision and values into some of what we do at Scope.

Our vision as a company is to become a leading force in Eyecare, with people at our core.

The Compensation & Benefits for this role include (but not limited to):

• Performance related bonus
• 24 days annual leave (pro rata).
• Healthcare allowance beginning post probation and increasing at 2 and 5 years service.
• Pension contributions through Zurich beginning post probation and increasing at 2, 5 and 8 years service.
• Company sick pay scheme
• Further Education policy
• Professional Membership

Please read below the full job description for the role and if this is something that you would be interested in, please click apply and a member of the Scope team will be in touch regarding your application.

Regional Sales Manager - North

Reporting to the Field Sales Lead, the Regional Sales Manager (RSM) is responsible for planning, implementing, and controlling both strategic and tactical business plans, taking an enthusiastic lead role in establishing and accelerating the growth of Scope’s Business. They will lead a sales team to proactively target competitive opportunities and execute established sales plans effectively. The RSM leads, supports, and develops the people in their team to deliver on their performance goals and creates an environment of continuous learning and improvement. The RSM is expected to spend between 60 and 75% of their time in the field with emphasis on coaching the team and building relationships with key customers.

Key Responsibilities

Business Strategy

· Responsible for direct management of a regional sales team.

· Participate in the design of sales and marketing policies, plans and procedures that will secure maximum profitable sales volume for the business.

· Communicate the Business Strategy to your team and ensure each individual is aware how their role contributes to the overall success of the business.

· Establish a managerial cadence of conference calls, 1-1 meetings, ride-alongs to ensure Sales Team are effectively executing the Business Strategy.

Tactical Business Plans

· Monitor Sales in the territory and ensure the Sales Team have robust business plans in place to protect revenue and take advantage of growth opportunities.

· Establish and execute quarterly reviews of business plans providing guidance and support to Sales Team as needed.

· Ensure compliance with agreed Sales Cycles (e.g. Priority products, bonus products, new product launches)

· Ensure the Head of Sales (HOS) is fully informed on the conditions of business and market through regular reporting providing recommendations for action as warranted.

People Management

· Motivate the team and plan the use of resources in medium and long term in order to achieve sales targets.

· Responsible for the appointment, promotion, and guidance of personnel within his/her responsibility

· Ensure each member of the Sales Team reach the essential level of Knowledge, Skills and Competency for their role providing and arranging coaching, mentoring, and training where needed. Works closely with Learning & Development to achieve this.

· Manage the Performance and Development Review (PDR) process ensuring all milestones and timelines are achieved and appropriate performance and potential ratings are assigned to individuals.

· Work with the Head of Sales (HOS) to establish performance (e.g. Sales Targets) and behavioural expectations (e.g. company adopted sales model) for their team in line with the Values, Business Strategy, Role Responsibilities and Competencies.

· Through Field Visits and 1:1 meetings, continually appraise the effectiveness of individual performance and be an effective listener. Maintain equal support for all your team, engage in appropriate conversations depending on the circumstances of each situation:

o Recognition

o On the job Coaching, Mentoring and/or Training to enhance skills and knowledge

o Constructive Feedback

o Disciplinary Action

· Support employees, particularly those rated as high potential, in completing their development actions e.g. getting them involved in activities or projects that provide them opportunity to ‘stretch’.

· Contribute to developing effective reward systems that focus on those who make significant contributions to business success

· Seek opportunities to engage our remote workforce and ensure our people feel connected and valued by Scope.

Customer and Account Focus

· Responsible for providing additional focus on major accounts

· Recommend to the HOS: Pricing taking into consideration market intelligence information; Plans for product and product line revision; New product introductions and product launches; Recommend promotion and advertising programs; Scope participation in any congress/conferences.

· Monitor your team’s compliance with CRM milestones and timelines to ensure that our CRM system is an accurate and useful database.

Product & Market Knowledge

· Be fully aware of market trends, competitor environment and make strategic recommendations.

· Compile and prepare sales statistics and market information, analyse the information and submit recommendations to HOS for assessment and decision making.

· Review and discuss territory data regularly with the team (e.g. Netsuite and QLIK).

· Work with the Marketing Team to ensure all field marketing needs are met.

· Establish and keep in close contact with Scope internal stakeholders regarding business strategy, product knowledge and technical questions

Self-Development

· Proactively seek feedback from your team, peers, and more senior management on personal performance, and to act on development areas highlighted by their response.

· Construct a personal development plan with significant guidance from your manager and to take personal accountability for implementing this plan.

· Continuously seek to improve personal skills, knowledge, and competencies to improve performance and be effective in giving feedback and coaching/mentoring/training your team.

· Take part in company training activities (e.g. Infinity, New Product launches, new system and process implementations), and to continuously strive to improve and role model a continuous learning approach.

Administration & Company Equipment

· Complete all administrative tasks in line with processes requirements and hold members of your team accountable for same. For example:

o Expenses and Mileage

o Meeting Requests

o Samples

o HR Online Approvals

· Maintain all company equipment in a good state at all times ensuring people on your team do likewise.

· Complete all company administration in a timely and accurate fashion.

Key Knowledge, Skills & Experience

Qualifications

• University degree or equivalent in a related field - required
• Master or Professional qualification – desirable
• Holder of a current full driving license
• Occasional international travel.

Specific Knowledge, Skills and Experience

• Proven experience in a sales environment at a management / leadership level
• Sound background and experience in life sciences or commercial business – required
• Commercial awareness/business acumen of the Eye Care market, pharmaceutical and/or medical devices industry; knowledge and understanding of products, services, and marketplace
• Operational Sales/Key Account experience
• Demonstrated entrepreneurial ability (i.e. identification and development of business opportunities) with the drive, diligence and interpersonal savvy to succeed.
• Practical experience of customer and channel management
• Knowledge and experience of industry environment and strategy including local decisions, impacts on, and changes affecting customers
• Experience of successfully leading, coaching, and motivating a sales team to achieve business targets at a regional level
• Proven commercial acumen, with clear insight and understanding of the business market dynamics and the ability to accurately assess and convey this intelligence to inform plans and targets
• Proven ability to execute commercial deliverables, and seek out and deliver success in an empowering, motivated, and professional manner
• Flexibility to travel and stay away from home overnight when business needs require

Scope provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.