Business Sales Leader, Anz

1 week ago

North Ryde, Australia Solventum Full time

3M Health Care is now Solventum_
- At Solventum, we enable better, smarter, safer healthcare to improve lives. As a new company with a long legacy of creating breakthrough solutions for our customers’ toughest challenges, we pioneer game-changing innovations at the intersection of health, material, and data science that change patients' lives for the better while enabling healthcare professionals to perform at their best. Because people, and their wellbeing, are at the heart of every scientific advancement we pursue._
- We partner closely with the brightest minds in healthcare to ensure that every solution we create melds the latest technology with compassion and empathy. Because at Solventum, we never stop solving for you._

**The Impact You’ll Make in this Role**

As the **Business Sales Leader of the Dental Solutions**, you will report to the APAC Business Segment Leader and handle a large team within Australia and New Zealand. You will play a critical role in building and executing the go-to-market strategy for the Dental Solution business segment, setting the company up for success long-term in the country.

Benefitting from having a market-leading product portfolio, you will be responsible for expanding strategic relationships with customers and key stakeholders and growing the company’s revenue in the country at this critical stage. Being resourceful and hunting down opportunities with a relentless customer focus and an approach aimed at developing and executing data-driven account plans in the country will set you up for success.

You will assess the sales coverage strategy to see if it deploys the sales force optimally and uses sales channels after taking into account the target portfolio and customer segmentation. This includes the current distribution setup and indirect sales as part of our commercial model and the effectiveness of our channel partnerships.

In a changing business environment, we are looking for someone who has both global and local perspectives, accepts change and diversity, and can drive the business as a leader in ANZ.

Primary Scope:

- Execute and formulate a data-driven sales strategy within ANZ, enhance revenue growth by penetrating the current customer base, and develop a net new customer base.
- Contributing to the development of growth strategies and lead generation programs as an executive leader. Develop the sales strategy and execution plan based on the annual marketing strategy to achieve the annual budget and lead the entire sales department staff to implement the execution plan and achieve the budget.
- Plan and execute sales expansion activities by leveraging the strength of Solventum's broad product portfolio and lineup.
- Work with the APAC Business Group Head to manage and control financials within the region building a successful, sustainable, and dynamic regional sales performance.
- Continually monitor the sales activity of the team and track the results; report on sales activity and forecast to the division.
- Provide market feedback to the leadership team influencing product strategy and positioning.
- Perform regular individual meetings with the sales team, as well as supporting client visits with sales reps where necessary.
- Work closely with the APAC Leadership team and support functions, to inspire the local teams of Channel Sales, End-User Sales, Clinical Specialists, Inside Sales, and Marketers to execute country strategy.
- Hire, train, and develop team members to align with company values, growth, and business objectives.
- Provide ongoing training and development of the sales team.
- Define new business initiatives based on market understanding and data insight for prioritized portfolios, market segments, and care pathways to generate new opportunities with a demonstrable Return on Investment.
- Support, manage, and motivate the local team by participating in New Business and Existing customer meetings and helping the team reach the Division's goals.
- Build upsell/cross-sell strategies and reference programmers to develop and grow relationships with our current customer base and key stakeholders.
- Identify the customer approvers, decision-makers, and influencers, and develop strategies for each to mitigate risk and increase the deal.

**The Skills and Expertise**
- Must have at least 15 years total experience in the dental products or medical device industry, plus 5+ years of successful track record of managing a sizeable team.
- Experience in a sales or marketing management position or similar in a business setting.
- Strong experience in building strong channel partner relationships and managing overall channel processes, setting appropriate metrics for channel sales funnel management, and developing & building channel pipelines to opportunity close.
- Prior experience in developing a high-performance culture.
- Demonstrated ability to manage complex sales cycles including the ability to provide coordination and direction to your extended te

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