Job Summary
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.
KEY RESULTS AREAS
People Management (60%)
- Drive sales team to achieve annual, team, and territory targets
- Coach, appraise, and develop Sales Representatives
- Monitor performance through regular reviews and KPIs
- Motivate team and address underperformance proactively
- Recruit, onboard, and train new Sales Representatives (certification within 90 days)
- Set, align, and track individual goals and IDPs
- Ensure completion of training and development plans
Sales Management (30%)
- Analyse sales performance, market trends, and reports
- Implement cluster-level sales strategies and initiatives
- Share sales and customer insights with stakeholders
- Manage key customer relationships and service quality
- Identify business opportunities and growth areas
- Collaborate with Marketing, Product, and internal teams
- Develop customer solutions aligned with business strategy
- Attend training and cascade learnings to team
Admin (10%)
- Submit reports and expenses on time
- Coordinate meetings, events, and trade activities
- Ensure effective communication across channels
- Maintain compliance with company policies and regulations
- Follow up on administrative tasks and reporting requirements
COMPETENCIES
Customer Focus: Prioritises customer needs, builds relationships, and drives customer value.
Industry Knowledge: Understands products, competitors, and healthcare/medical market environment.
Driving Results: Takes ownership, delivers outcomes, and resolves issues with urgency.
Managing Processes: Plans effectively, organises resources, and ensures smooth execution.
Leading with Vision: Inspires teams, communicates direction, and aligns goals with strategy.
Strategic Thinking: Identifies opportunities, analyses trends, and prioritises key actions.
Teamwork: Collaborates across teams and functions to achieve shared goals.
Communication: Builds relationships, listens actively, and adapts communication style.
Analytical Thinking: Uses data and insights to support decision-making.
Continuous Learning: Seeks feedback, adapts quickly, and develops new skills.
Talent Management: Identifies and hires strong talent; supports succession planning.
Coaching & Development: Provides feedback, mentors team, and supports performance growth.
Accountability: Sets expectations, tracks performance, and addresses gaps quickly.
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.
