Summary:
The main objective of this role is to manage a group of customers to achieve designated sales target levels for Digital Dental Business in the territory, by implementing business strategies to achieve profitable business relationships and identify new revenue opportunities with major accounts. This position will also be responsible for management of pre and post sales/application support, new product implementation and product marketing activities for all Products in the region.
Essential Duties & Responsibilities:
- Responsible for the direct sales process, aiming at meeting and exceeding sales targets of the entire product range of digital dental business.
- Develop and maintain strategic business relationships with major accounts to promote brand awareness and profitable business relationships.
- Provide ongoing support to high value clients ensuring they receive high quality customer service.
- Organize visits to current and potential clients.
- Serve as a liaison between clients and company departments.
- Inform clients about new products and services as they are introduced.
- Recommend products and services that fit well with clients business needs.
- Drive business in the ENT segment and achieve the assigned targets for North and East regions.
- Responsible for retaining long-term customer relationships with established clients.
- Migrate information to appropriate representative when clients have additional service needs.
- To manage distributors/ channels for product range with planning and implementation of Market coverage based on business potential & growth. Responsible for planning and achievement of targets, to effectively manage territory targets
- Submit short and long-range sales plans and prepare sales strategies utilizing available marketing programs to reach nominated targets.
- Develop sales forecast & budget for the assigned area.
- Supervise and train distributors to achieve sales targets.
- Pursue key prospects, negotiate and construct appropriate terms of sales.
- Continuously observe market opportunities to develop company's business.
- Maintaining reporting discipline and timely submission of Sales forecast, Monthly activity plan, Monthly sales report, CRM tool and various other formats
- Analyze of territory sales data, working reports and based on the given feedback to superiors and also to take corrective and supportive action in case of any deviations.
- Be the product expert, and should able to present the product and demonstrate with high expertise on digital dental products.
- Application support on pre-sales and work with partners such as dealers, labs, implant companies to form associations/partnerships to push product
- Organize lectures and product demos to help generate demand & close the deal working closely with the Sales team.
- Clinically train dentists, dealers reps and internal staff including training material preparation for products.
- Highly proactive sharer and communicator of product and technical information. Play a key role in training and knowledge transfer to the field and customers.
- Develops and maintains product knowledge base, including competitive products and services, through detailed research including periodical reviews, trade show attendance, attending lectures and seminars, visiting industry and competitor related websites, attending industry symposiums, and monitoring activities of various industry associations and/or governing bodies, collaborating with competitor users and their reference sites.
- Maintains database of current competitive products in the allocated geography and forecasts competitor's future portfolios and market plans.
- Creation of materials and templates for tenders and bidding. Assist in completion of bidding documentation and participation in bidding projects.
- Works with Luminaries, VIPs, Key accounts for sales, marketing and VOC initiatives for the allocated geography.
- Leads new digital product launches within the region including regulatory project management.
- Works closely with the Regional Business Manager to develop and execute regional product marketing plans.
- To develop contacts with relevant clinical segments for developing existing and future product lineup. To create business plan with help of Regional Business Manager with important landmarks for launching a new product line or market expansion and execute it independently to create enough knowledge and reference base in the region to further transfer it to Dental sales team line management.
- Collaborate with various dental associations in the region to bring their focus on our product applications and seed in our favored speakers in the conferences conducted by them
Key Skills & Experience:
- Atleast 3-4 years of experience in dental and imaging technologies.
- Educational background in dentistry (BDS) would be preferred
- Demonstrated capability of supporting sales teams with product information and sales tools would be an added advantage.
- Strong customer interaction skills
- Be a customers advocate (understanding, sponsoring their needs within Carestream Dental). But also balancing the needs of the customer with responsibilities to the company.
- Creative skills for the production and customization of sales and marketing tools.
- Highly organized approach in handling & track multiple tasks concurrently, compilation and communication of information.
- Strong interpersonal and communications skills and effective negotiation skills.
- Highly resourceful in collecting and finding information from a wide variety of sources.
- Excellent and proactive communicator and able to work across cultures, matrix organizations and geographically dispersed decision makers.
- Ability to communicate and effectively train and transfer their knowledge to others.
- Strong fluency in English both written and oral communications.
- Excellent computer skills including use of spreadsheet, presentation, e-mail, word processing, design and publishing applications.
- Ability to conduct effective presentations internally and externally. Highly competent in using and demonstrating clinical software and medical imaging equipment.
- Must be clearly able to self-motivate and self-direct on a daily basis and able to operate in a remote environment with little direct supervision.
- Frequent travel within India and occasionally internationally.
