Gestionnaire de territoire des ventes, Implants dentaires - Québec, Canada

POSITION:

The primary responsibility of the implants territory manager position is account management, business development and the successful execution of their business plan.   This is accomplished by identifying needs and solving customer problems via a focus on priority products, customers, audiences and programs. In addition, maintaining existing relationships and business is a key priority. As a Field Sales Representative, you serve as the front-line point of contact to our customers.  You will work closely in developing strong relationships, partnering and consulting with dental offices to understand their business needs, promote and introduce them to Dentsply Sirona’s Implants products, while also supporting their ongoing needs.

KEY RESPONSIBILITIES:

• 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 tradeshow/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.
• With the support of his/her manager, creates a Development Action Plan and follows through on the developmental goals
• Handles and processes customer service complaints in a timely and uniform manner, according to the Product and Service Complain Procedures
• Performs other related duties as required.

KEY COMPETENCIES:

• Demonstrated success in achieving/exceeding sales results
• Results and Action Oriented, focused and effective in achieving sales results
• Ability to influence and persuade decision makers to a better solution
• Comfortable challenging customer views/debating, using evidence-based materials
• Capable of developing and discussing ROI with customers
• Strong Territory Management/ analytical – effective in identifying new business opportunities
• Effective in using data and preparing computer-based business plan
• Professional and effective relationship building skills (customers and peer TMs)
• Highly Competitive
• Disciplined and Responsible – experience in managing large geographic territory
• Technical aptitude; hands on product presentation
• Exhibits commitment to achieving professional and personal success in alignment with the Dentsply Sirona values

EDUCATION & EXPERIENCE:

• University degree preferred
• Three plus years of successful field-based B2B sales experience in highly competitive environment
• Relevant dental experience a plus
• Must be fluent in English and French (written and verbal)

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