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Summary of Position:
The primary role responsibility is to influence and increase Dentsply Sirona’s business activities across CAD/CAM portfolio and ensure sales and revenue targets are met in line with Dentsply Sirona’s objectives. This role will also support Dentsply Sirona’s authorized dealers’ network and the end user customers with Dentsply Sirona CAD/CAM products. This will be accomplished through frequent collaboration with dealer partners and Dentsply Sirona colleagues to increase sales, delivering training programs to dealer and DS representatives, demos and post-sale training to end-user customers. It is expected that the individual will possess an in-depth knowledge of the dental technology market and will represent Dentsply Sirona’s solution as the clinical expert at a regional level. The business growth opportunities will derive from new product launches, conversions, new users, and increased product usage by current users.
Generate territory sales utilizing the following:
- Develop, implement, and execute a business plan and plan of action, aligned with the company direction and sales strategy to achieve/exceed sales targets
- Collaborate and co-travel with dealer sales representatives and technical staff to increase Equipment sales
- Collaborate with DS sales team across all portfolios in the territory, to maximize business opportunities through synergy initiatives
- Act on Leads provided by via lead platform, dealers sales and technical representative and others as needed
- Identify and maintain accurate sales forecast and pipeline
- Conduct sales presentations and product demonstrations to doctors and staff members to facilitate the closing of business and the enablement of the Dealer Representative
- Conduct sales training for the dealer Dental Sales Representatives
- Develop expert products knowledge to be able to demonstrate equipment and workflow capabilities to dental professionals.
- Maintain adequate level of Customer Relationship Management information as well as continually providing timely competitive information and customer feedback to sales management, peer group, and marketing team. Effectively utilize CRM to capture, share and use information for developing a business plan.
- Attend regional and national tradeshows as required by management
- Maintain key relationship with KOL, University, College, Industry association
- Conversions and NPL’s (New Product Launches)
- T&E budget management
- Leveraging and coordinating local CE events to maximize sales impact and ROI
- Effective planning and tools utilization
- This territory covers the Southwest region of Ontario.
Customers: Dental clinics, group practices, dental schools and government institutions,
Success measure:
1. Sales to quota
2. Development, implementation, and execution of a business plan aligned with strategy
3. Management of expense budget, corporate guidelines, Regulatory / QA requirements
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Candidate Profile:
Skills:
- Business savvy sales professional
- Strong ability to develop business relationships in a multilayered business environment
- Comfortable challenging customer views/debating, using evidence-based materials
- Strong ability to assess business situation/opportunity
- Capable of developing and discussing ROI with customers
- Strong Territory Management/ analytical skills
- Effective in using data and preparing computer-based business plan
- Strong presentations skills to groups
- Ability to work with both Dealer ESS’ and field sales
- Results and Action Oriented, focused on end result
- Disciplined, Responsible and Adaptable
- Ability to convey passion and enthusiasm about the products, solutions and the company
- Highly competitive, success driven nature
- Ability to build trusted business relationships rapidly
- Experience/willingness to manage large geographic territory. Overnight travel required (20%)
Education/Experience:
- 5-7 years successful history selling medical, dental or information systems technology in competitive marketplace. Other industries will be considered based on candidates other strengths and relevance
- University degree preferred
- Dental education/experience an asset
- Valid driver’s license
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