Effectively manage an assigned Postal Code Territory by calling on dental offices, dealers and institutions / dental schools.
Generate incremental sales revenue through new product launches, conversions, new users, and increased product usage by current users.
Develop, implement, and execute a business plan and plan of action.
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.
Balance dealer and direct sales activities in proportion to size of business and opportunities
Drive growth through NPLs and protect market share of mature brands
Develop business relationships at Dealer branches and key opinion leaders
Develop relationships/utilize dealer reps to increase the business
Acquire product expertise and deliver educational and training events to customers and dealers
Achieves territory sales objectives in all categories, including new product launches and increasing sales within the assigned territory.
Maintains high retention rate of customer base through delivery of outstanding service and through effective analysis of the business needs of the customer.
Develops a Monthly Business/Action Plan that supports the needs of their territory and region and to drive business strategies and develop strong relationships with a customer base.
Regularly reviews the performance metrics of his/her territory in order to determine progress to their plan and adjusts accordingly.
Penetrates accounts and develops long-term partnerships with appropriate audiences
Creates call continuity/addresses opportunities from previous calls
Conscientiously works the “Sales Process” within each account
Implements the systematic conversion process after any new system sale.
Maintains a comprehensive and accurate customer data base within the Contact Management System, replicating daily.
Completes and submits on a timely basis all required reports, data input requirements, requests. (ie: KPI’s, expense reports, PTO summary, etc)
Coordinates, sets-up and hosts trade-show/exhibit/seminars/clinical meetings as assigned to build product demand.
Coordinates and conducts meetings and product training sessions with a variety of audiences to build product demand.
Processes customer orders and provides account service to assigned and prospective customers.
Handles and processes customer service complaints in a timely and uniform manner, according to the Product and Service Complaint Procedures.
Demonstrates fiscal restraint and exhibits behavior associated with a desire to increase earnings and profitability in the territory.
Continually increases technical and industry knowledge.
Complies with company and departmental policies including the Code of Conduct
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
Effective in managing dealer relationships
Collaborative approach with ISR for Territory management
Results and Action Oriented, focused on end result
Disciplined, Responsible and Adaptable
Experience/willingness to manage large geographic territory. Overnight travel required (30%)
Min. five (4) years of sales success in highly competitive sales environment
College diploma in Business Management; University degree preferred
Dental education/experience an asset
Valid driver’s license
Experienced working in highly competitive environment, Consumer Packaged goods, Financial/Educational Services, Medical, and others