Virtual Sales Specialist

Virtual Sales Specialist – Consumables

This role is responsible for ensuring the profitable and sustainable growth of the consumables business, primarily within restorative, preventive, endodontic, and laboratory solutions. The position focuses on generating demand, identifying new opportunities, reactivating customers, and supporting business conversion through remote engagement with clinics, distributors, and assigned accounts.

Responsibilities

• Conduct consultative sales calls via phone with existing customers, prospects, and newly acquired clients.
• Manage customer inquiries and order requests.
• Use the CRM system (Salesforce), including documenting customer interactions and entering orders.
• Carry out targeted customer outreach during sales campaigns (supporting the field sales team, generating leads, and driving revenue).
• Support special sales initiatives and virtual sales promotions.
• Actively engage with a defined group of customers based on product focus or regional scope, driving ongoing sales relationships. The sales process includes:
• Initiating and cultivating customer contacts to effectively manage and close deals.
• Identifying opportunities for cross-selling and upselling across product areas (understanding value-added accessories).
• Creating compelling quotations that highlight both commercial value and technical benefits.
• Negotiating and finalizing contracts aligned with customer needs and business objectives.
• Providing exceptional after-sales service to exceed customer expectations and maintain agreed service levels (own accounts).
• Maintain detailed records of sales activities, customer interactions, and market feedback using CRM software.
• Contribute to account planning and collaborate with the field sales team.
• Identify cross-selling opportunities across product lines and business units.
• Contribute to the overall sales strategy as appropriate.
• Stay up to date on industry trends, competitor activities, and new product developments in order to provide relevant insights and recommendations.
• Collaborate effectively with distributor partners as needed during the sales process.
• Build and maintain strong relationships and partnerships both internally with field sales representatives and externally with customers, ensuring sustained collaboration and engagement beyond initial sales interactions.
• The customer portfolio assigned to each sales representative may be fully defined or may evolve over time depending on the business unit’s strategic focus.

Requirements

• Successfully completed commercial and/or (dental) medical training, as well as professional experience in sales, marketing, or communications.
• 3–5+ years of sales experience.
• Experience using virtual/digital/remote sales techniques and digital working methods.
• Experience handling complaints and acting as a consultant in the medical device field.
• 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; Italian is an additional advantage.