Area Sales Manager

At Zimmer Biomet, we believe in pushing the boundaries of innovation and driving our mission forward. As a global medical technology leader for nearly 100 years, a patient's mobility is enhanced by a Zimmer Biomet product or technology every 8 seconds.

As a Zimmer Biomet team member, you will share in our commitment to providing mobility and renewed life to people around the world. To support our talent team, we focus on development opportunities, robust employee resource groups (ERGs), a flexible working environment, location specific competitive total rewards, wellness incentives and a culture of recognition and performance awards. We are committed to creating an environment where every team member feels included, respected, empowered and recognised.

What You Can Expect

The primary objective of the Area Sales Manager is to ensure attainment of sales objectives by maximizing the effectiveness and productivity of Sales Representatives.

The Area Sales Manager is responsible for overseeing the implementation of the assigned cluster sales strategy through the provision of leadership and direction to the Sales team, ensuring that they have the necessary resources and skills to impact surgeons use of Zimmer Biomet products. This responsibility involves a significant amount of time spent coaching and developing individuals through regularly scheduled field visits & other coaching activities, as well as ensuring that Sales Representatives are appropriately trained in the technical and interpersonal aspects of their role.

The Area Sales Manager should possess a strong working knowledge of Zimmer Biomet and competitor products. With accountability to maximize market potential within an assigned geography, Area Sales Managers have the responsibility to set performance goals for Sales Representatives and to monitor performance on a regular basis.

As a management role within the sales arena at Zimmer Biomet, Area Sales Managers act as a liaison point between the Sales Representatives and the various internal departments (e.g., Marketing, Finance, Operations) whose work impacts or is impacted by field activities. As a conduit of information to and from the field, Area Sales Managers must facilitate Sales Representative recognition and understanding of how changes in the industry, customer environments, or within the larger Zimmer Biomet organization affect their approach to selling. As a way of maintaining high motivation and commitment from the sales team, the Area Sales Manager must at times act to transfer information from Corporate, translating it into terms that can be easily understood and accepted by the Sales team.

How You'll Create Impact

Key Results AreasActivitiesWays to Measure AccomplishmentsPeople Management (60%)Coordinate and direct sales team to achieve annual, team and territory targetsActivity targets achieved as per sales plan Regularly coach and appraise Sales RepresentativesField assessment records, feedback from Sales Representatives Monitor performance objectives regularlyMonthly performance reviews Coach, motivate and address underperformanceKPIs, feedback from team and Area Sales Managers Recruit to fill vacancies within timelinesCompetency-based interview assessment Induct, train and onboard new Sales RepresentativesTraining completion, onboarding milestones, certification within 90 days Align and track annual goals and objectivesQuarterly performance reviews Establish Individual Development Plans (IDP)Performance and development discussions Ensure training needs are metCompletion and application of training programsSales Management (30%)Analyze sales results and identify trendsMonthly reports and presentations Share sales and customer reportsTimely distribution to team Manage customer relationships and service qualityCustomer surveys and feedback Identify business opportunities and trendsMonthly reports to management Collaborate with peers on sales initiativesManager feedback Develop customer solutions aligned with strategyAction plans and reports Coordinate with internal teams for resourcesReports and stakeholder feedback Attend product training and share learningsDevelopment plan and knowledge sharing Ensure distribution of marketing materialsFeedback from Product/Marketing teamsAdmin (10%)Complete reports and expense submissionsTimely submission and approval Coordinate meetings and eventsFeedback from participants Ensure effective communicationTimely delivery, team feedback Ensure compliance with policies and regulationsZero policy breaches Follow up on administrative tasks and reportingReports submitted on time

What Makes You Stand Out

CompetencyDefinitionKey BehaviorsCustomer FocusPrioritizes customer and market needsUnderstands needs, maintains relationships, drives improvements, aligns decisions to customer impactIndustry KnowledgeStrong understanding of products and marketUnderstands products, competitors, and industry trends; engages effectively in medical environmentsDriving ResultsDelivers outcomes with accountabilityTakes ownership, tracks performance, solves problems, ensures high-quality executionManaging ProcessesPlans and executes effectivelySets clear goals, manages resources, mitigates risks, coordinates across teamsLeading with VisionInspires and guides teamsCommunicates vision, motivates team, acts decisively, aligns goals with business directionStrategic ThinkingIdentifies and prioritizes opportunitiesAnalyzes trends, prioritizes actions, addresses risks, aligns with global strategyTeamworkCollaborates across functionsWorks cross-functionally, shares best practices, resolves conflicts, supports team goalsCommunicationAdapts communication effectivelyBuilds rapport, listens actively, resolves conflicts, adapts across culturesAnalytical ThinkingUses data for decision-makingAnalyzes information, asks critical questions, draws logical conclusionsContinuous LearningDrives self-developmentSeeks feedback, improves skills, adapts to change, applies new knowledgeTalent ManagementBuilds and develops teamsHires effectively, assesses talent, supports succession planningCoaching & DevelopmentDevelops team performanceProvides feedback, mentors team, supports growth and performance improvementAccountabilityEnsures performance deliverySets expectations, tracks progress, addresses performance gaps

Your Background

Education/Experience Requirements

• Diploma/Degree in Business Management
• At least 5 years medical device sales and/ or sales management experience.
• Demonstrated experience in managing a sales team within the medical industry
• Experience in analyzing sales data and interpreting trends, implications, etc.
• Experience in developing, coaching and managing direct reports.
  

Travel Expectations

Local up to 70%. Overseas travel as and when required.

EOE/M/F/Vet/Disability