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 Areas Activities Ways to Measure Accomplishments People Management (60%)

Coordinate and direct sales team to achieve annual, team and territory targets

Activity targets achieved as per sales plan

Regularly coach and appraise Sales Representatives:

Field assessment records, feedback from Sales Representatives

Monitor performance objectives regularly

Monthly performance reviews

Coach, motivate and address underperformance

KPIs, feedback from team and Area Sales Managers

Recruit to fill vacancies within timelines

Competency-based interview assessment

Induct, train and onboard new Sales Representatives

Training completion, onboarding milestones, certification within 90 days

Align and track annual goals and objectives

Quarterly performance reviews

Establish Individual Development Plans (IDP)

Performance and development discussions

Ensure training needs are met

Completion and application of training programs

Sales Management (30%)

Analyze sales results and identify trends

Monthly reports and presentations

Share sales and customer reports

Timely distribution to team

Manage customer relationships and service quality

Customer surveys and feedback

Identify business opportunities and trends

Monthly reports to management

Collaborate with peers on sales initiatives

Manager feedback

Develop customer solutions aligned with strategy

Action plans and reports

Coordinate with internal teams for resources

Reports and stakeholder feedback

Attend product training and share learnings

Development plan and knowledge sharing

Ensure distribution of marketing materials

Feedback from Product/Marketing teams

Admin (10%)

Complete reports and expense submissions

Timely submission and approval

Coordinate meetings and events

Feedback from participants

Ensure effective communication

Timely delivery, team feedback

Ensure compliance with policies and regulations

Zero policy breaches

Follow up on administrative tasks and reporting

Reports submitted on time

What Makes You Stand Out

Competency Definition Key Behaviors Customer Focus

Prioritizes customer and market needs

Understands needs, maintains relationships, drives improvements, aligns decisions to customer impact

Industry Knowledge

Strong understanding of products and market

Understands products, competitors, and industry trends; engages effectively in medical environments

Driving Results

Delivers outcomes with accountability

Takes ownership, tracks performance, solves problems, ensures high-quality execution

Managing Processes

Plans and executes effectively

Sets clear goals, manages resources, mitigates risks, coordinates across teams

Leading with Vision

Inspires and guides teams

Communicates vision, motivates team, acts decisively, aligns goals with business direction

Strategic Thinking

Identifies and prioritizes opportunities

Analyzes trends, prioritizes actions, addresses risks, aligns with global strategy

Teamwork

Collaborates across functions

Works cross-functionally, shares best practices, resolves conflicts, supports team goals

Communication

Adapts communication effectively

Builds rapport, listens actively, resolves conflicts, adapts across cultures

Analytical Thinking

Uses data for decision-making

Analyzes information, asks critical questions, draws logical conclusions

Continuous Learning

Drives self-development

Seeks feedback, improves skills, adapts to change, applies new knowledge

Talent Management

Builds and develops teams

Hires effectively, assesses talent, supports succession planning

Coaching & Development

Develops team performance

Provides feedback, mentors team, supports growth and performance improvement

Accountability

Ensures performance delivery

Sets 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

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