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
