Requistion ID: 77095 

POSITION DESCRIPTION

1. Position Overview

This role is responsible for achieving sales targets and cultivating relationships and business for a defined territory for new and expanding customer base. The Sales Specialist will serve as the liaison between the customer and SureSmile to provide exceptional service and necessary resources to drive individual sales and business growth in product utilisation. The Sales Specialist is responsible for building relationships at all levels with internal and external influencers and decision makers, and to gain an intimidate understanding of customer needs. It is the responsibility of the Sales Specialist to meet sales forecasts and drive growth in product utilisation, while staying within the budget allotted for the assigned territory. This role requires someone with a “hunter” mentality who is able to confidently cold call without fear of rejection.

The travel requirement for this role will be approximately 50%

2. Primary Objectives

• Meet and exceed sales plan on a quarterly and yearly basis
• Drive growth and build exceptional client relationships
• Liaise with Clinical Implementation Specialists post sales for practice integration and training
• Record all sales training and support activities in the relevant CRM software on a daily basis
• Manage and implement the annual territory budget, to ensure achievement of agreed product sales targets and broader total business objectives
• Marketing support of company events, roadshows and trainings

3. Specific Accountability

Planning

• Manage and implement the annual Territory Sales plan, to ensure achievement of agreed sales targets and broader total business objectives
• Undertake ongoing strategic market analysis to ensure responsiveness to changes, market trends and competitor activities
• Support the Business Sales Manager in the development of long-term strategic plans.
• Sales Plan Implementation
• Build relationships with both external and internal clients to capitalise on all business opportunities
• Increase investment of current clients, identifying long-term strategies for growth in these relationships.
• Identify key decision makers and opinion leaders and work with colleagues to ensure development of strong business relationships
• Understand and communicate the needs and expectations of the client to internal stake holders to ensure that we meet and exceed client expectations.

Reporting & Analysis

• Measure success of sales strategies and activities conducted within the territory and modify where necessary to optimise mutual client and company outcomes
• Record all sales activities within relevant CRM software on a daily basis
• Undertake monthly analysis of sales and implement action to ensure achievement within agreed parameters
• Ensure sales analysis and segment performance is reviewed on a monthly basis for provision of portfolio monthly report
• Establish systems and processed to enable efficient handling of functional workload and activities

Knowledge

• Ensure ongoing currency of functional and technical knowledge through self-directed learning and proactive involvement in training and personal research
• Ensure ongoing currency of systems and procedures through self-directed learning and proactive involvement in training

Teamwork

• Work as part of a team, providing back up and support and sharing responsibility for completion of tasks

Health and Safety

• Adhere to all health and safety procedures and policies to ensure a safe working environment
• Proactively identify and report safety and health risks to ensure continuous improvement of occupational health and safety practices
• Wear all personal protective equipment as required
• Maintain awareness and understanding of internal safety procedures and adhere to these at all times
• Proactively report and manage safety issues

4. Position Dimensions

Number of positions reporting to this position is varied dependent on size and complexity of the region

• Number of direct reports; Nil
• Number of matrix reports; Nil

5. Decision Making Authority

• Reviewing policies and procedures and making recommendations as required
• Approval as per Finance authority matrix

6. Relationships

• All Dentsply Sirona team members
• Customers and Key Opinion Leaders

7. Experience and Qualifications

• Relevant degree or certificate preferred
• Demonstrated experience in sales, account and territory management
• Minimum 3 years’ experience within the Healthcare or Dental industry is desirable
• Training experience is desirable

8. Skills

• Strong sales skills
• Computer/digital related industry experience
• Excellent computer skills with proficiency in the MS Office suite (Excel, Word, Powerpoint and Access) and the desire to expand Digital skills and learning
• Initiative and ownership to ensure timely and efficient response to sales leads
• Goal orientated
• Intrinsically optimist
• Ability to handle multiple projects simultaneously with a high degree of professionalism and diplomacy
• Excellent written and verbal communication skills
• Superior customer service and support
• Highly organised, with exceptional time and territory management skills
• Ability to prioritise conflicting workloads and multitask
• Proven performance individually and in a small team environment
• Ability to adapt to changing circumstances
• Demonstrated strong business acumen
• Maturity of judgement and discretion
• Excellent attention to detail
• Capacity to operate independently
• Willingness to contribute to and support team goals
• High levels of personal drive and motivation
• Leads by example and acts as a role model to the broader team, consistently demonstrating Company Values and standards and striving for continuous personal and professional development