Mgr of National Sales-CAN

Are you a proven sales leader who thrives on building high-performing teams, driving business growth, and creating lasting customer partnerships? We are seeking a National Sales Manager to lead and inspire a team of Territory Managers across Canada, helping to expand market share, accelerate revenue growth, and improve customer and patient outcomes.

In this role, you will empower your team through coaching, development, and performance leadership while executing strategic sales initiatives that align with national business objectives. You will play a critical role in shaping sales success by fostering accountability, developing talent, and ensuring a disciplined, customer-focused sales process that delivers exceptional results.

At Starkey, we are in the business of connecting people and changing lives. As a world leader in the manufacturing and delivering of advanced hearing solutions, we go to work each day to ensure every person on the planet has the opportunity to hear their very best. Founded in 1967, Starkey is known for its innovative design, development and distribution of comprehensive digital hearing systems.  

Headquartered in Eden Prairie, Minnesota, Starkey has more than 5,000 employees globally, operates 29+ facilities and does business in more than 100 markets worldwide. Here’s a video about the people behind Starkey’s groundbreaking innovation:

https://www.youtube.com/watch?v=GjhRQ7qzlI0 

JOB SUMMARY DESCRIPTION

Deliver exceptional revenue and market share growth enabled by a high performing sales team focused on building long term customer partnerships driven by a disciplined sales process which increases customer satisfaction and patient outcomes

Key Responsibilities: The NSM will be responsible for leading a team of Territory Managers with national coverage across Canada.  This position is responsible for cultivating talent through key performance management activities to include coaching and feedback sessions, building and executing employee development plans, and driving accountability with direct reports to achieve sales objectives through the sales process and sales tools.  The NSM will be responsible for executing region business strategy to align with the national commercial sales objectives.

JOB RESPONSIBILITIES

1. Building High Performing Team
   
   
   
   1. Evaluate and assess region to understand key skill gaps and competency strengths
   
   
   2. Emphasis on frequent feedback and coaching opportunities through quarterly performance review discussions
   
   
   3. Co-travel and coaching conversations with thorough feedback documentation for each team member
   
   
   4. Create and implement individual development plans for each direct report
   
   
   5. Focus on training and conducting monthly training engagements to include content and product refreshers, best practices, and sales process
   
   
   6. Assess, develop and advocate for appropriate sales resources to ensure reps are prepared to succeed.
   
   
   
   


2. Regional Business Strategy
   
   
   
   1. Assess and understand regional/territory needs and develop strategy that aligns with national strategy
   
   
   2. Complete and conduct internal quarterly business reviews, assessing forecast, pipeline, market dynamics and talent of the sales team.
   
   
   3. Maintain and increase customer retention through thorough business reviews and solutions focused process and approach
   
   
   
   


3. Focus on Sales Process and Execution
   
   
   
   1. Drive accountability and execution of the sales process with each representative
   
   
   2. Train and drive accountability with sales team to utilize sales systems and tools focusing on CRM, territory plans, account plans, call plans, QBRs and internal business reviews
   
   
   3. Coach and develop team to focus on solutions selling sales process that enables a deep understanding of customer’s business and needs
   
   
   
   


4. Strategic Leadership
   
   
   
   1. Drive year over year market penetration growth within each territory to achieve key business objectives
   
   
   2. Grow share of wallet while maintaining and developing strong customer partnerships within each territory
   
   
   3. Partner and align with supporting teams cross-functionally to provide world-class service to customers
   
   
   4. Creates followership with internal and external network through trust, credibility and transparency, Monitor Territory and Representative Scorecards
   
   
   
   

PERFORMANCE MEASUREMENTS

• Territory and national P & L


• Territory Scorecards


• Strategic Objectives


• Market Share

JOB REQUIREMENTS

Minimum Education, Certification and Experience Requirements

• Education

Bachelor’s degree or equivalent required

• Experience (i.e. years of work experience related to the job)

Minimum of five years of marketing/sales experience within the hearing or medical device industry.

Knowledge / Technical Requirements

Understanding of the dispensing marketplace

• Knowledge of Microsoft Word, Excel and PowerPoint


• Knowledge of Hearing Aid industry

Competencies, Skills & Abilities

• Developer of Talent – Cultivates a team of high performers through development and coaching. Conducts frequent performance feedback conversations and understands the strengths and development areas of each individual on the team


• Strategic Mindset – Develops and executes region strategy to align with the overall national strategy; can activate and operationalize key cross-functional teams to get desired outcome


• Enterprise Perspective – Leads team to increase their understanding of enterprise goals, vision, and marketplace dynamics to effectively manage business and optimize internal resources


• Influential Leader – Builds a team that encourages followership through trust, credibility and transparency; sets an example for others to follow


• Results Oriented - High energy, personal accountability and execution mindset; sets clear objectives and drives team accountability; able to easily multitask to manage competing priorities


• Dilemma Management Skills - Understands and can successfully work through dilemma and crisis scenarios and can pivot quickly when needed; confident in decision-making and willing to make tough choices