Inside Sales Supervisor

Inside Sales Supervisor Consumables

This role, will be responsible to lead, coordinate, and develop the Inside Sales Sales team to ensure sustainable and profitable growth of the consumables business, primarily in restorative, preventive, endodontics, and laboratory solutions. Ensure the effective execution of the remote commercial strategy by driving new opportunity generation, customer reactivation, business conversion, and operational excellence of the virtual channel, in close collaboration with field sales, distributors, and key internal stakeholders.

Responsibilities

• Lead, coach, and supervise the Virtual Sales team, ensuring the achievement of individual and team commercial targets.
• Organize, prioritize, and assign portfolios, campaigns, opportunities, and commercial focus areas within the team.
• Continuously monitor team commercial activity: calls, leads, opportunities, quotations, closures, cross-selling, upselling, and customer reactivation.
• Oversee the proper use of the CRM (Salesforce), ensuring high-quality documentation of interactions, pipeline management, opportunity follow-up, and order entry.
• Analyze performance indicators, identify gaps, and define corrective action plans to maximize results.
• Keep the team updated on market trends, competitor activities, product launches, and developments.
• Train, motivate, and develop team members, acting as a role model in best practices for remote selling, commercial discipline, and results orientation.
• Conduct consultative sales calls by phone with existing customers; acquire new customers or prospects; activate existing customers.
• Handle customer inquiries and order submissions.
• Use the CRM system (Salesforce), including documentation of customer interactions and order entry.
• Perform customer outreach during sales campaigns (supporting field sales teams, lead generation, and revenue generation).
• Support special sales initiatives and virtual sales promotions.
• Actively engage with a specific customer group based on product or regional focus, driving ongoing sales relationships. The sales process includes:
  • Initiating and nurturing customer contacts to effectively manage and close deals.
  • Effectively identifying cross-selling and upselling opportunities by product area (understanding value-added accessories).
  • Creating compelling quotations that highlight both commercial value and technical benefits.
  • Negotiating and closing contracts aligned with customer needs and business objectives.
  • Providing outstanding after-sales service to exceed customer expectations and maintain agreed service levels (own accounts).
  • Maintaining detailed records of sales activities, customer interactions, and market feedback using CRM software.
  • Contributing to account planning and collaborating with the field sales team.
  • Identifying cross-selling opportunities across product lines and business units.
  • Contributing to the overall sales strategy as appropriate.
  • Staying up to date on industry trends, competitor activities, and new product developments to provide relevant insights and recommendations.
  • Collaborating effectively with distributor partners as needed throughout the sales process.
  • Building and maintaining strong relationships and partnerships both internally with field sales representatives and externally with customers, ensuring sustained collaboration and customer engagement beyond initial sales interactions.
  • The customer list per sales representative may be fully defined or may evolve continuously depending on the approach adopted by the business unit.

Requirements

• Completed commercial and/or (dental) medical education, as well as professional experience in sales, marketing, or communications.
• 3–5+ years of sales experience.
• Previous experience leading, coordinating, or supervising sales teams, ideally in virtual, digital, or remote sales environments.
• Strong experience in consultative selling, business development, portfolio management, and demand generation.
• Experience using virtual/digital/remote sales techniques and digital ways of working.
• Experience handling complaints and acting as a medical devices consultant.
• Proficiency in MS Office tools and an ERP system (ideally Microsoft Dynamics AX).
• Experience with a CRM system (preferably Salesforce) is a plus.
• Interest in technical and medical topics, with strong attention to detail and follow-up skills.
• Excellent organizational, written, and verbal communication skills.
• Native or near-native Spanish; good written and spoken English; additional Italian is a plus.