Equipment Sales Specialist

1. Position Overview

This role is part of a regional sales team and this role promotes and sells Dentsply Sirona Equipment within a specific, geographical territory, increasing market share and penetration, whilst maintaining favourable client relations.  

1. Primary Objectives

• Deliver the Company’s customer-value-proposition by providing timely and expert customer advice and efficient after-sales support.
• Efficiently project-manage the sales, delivery and installation process, in conjunction with your technical service and sales administration colleagues.
• Profitably achieve your sales budget and ensure prompt customer payment.
• Support the Company’s customer-satisfaction goals.
• Maintain a broad Company perspective by providing sales leads to your colleagues

1. Specific Accountabilities

• Develop a written plan to meet your annual sales budget
• Carry out formal presentations of products, attend exhibitions and help organize branch-based promotional events
• Develop and manage a program of visits to all major potential buyers, determine their needs and demonstrate products; including technical descriptions and their application
• Maintain the Company’s ‘Customer Relationship Management’ (CRM) system
• Work cooperatively with your local service providers (internal and external)
• Constantly develop and update your knowledge of the Company’s and competitors' products and communicate with other sales and marketing personnel to work out the best methods of promoting products
• Quote and negotiate prices, prepare contracts and record orders
• Report on sales and provide feedback on the marketing of new or established products
• Keep customers informed of new product developments and innovation opportunities
• Develop tender proposals
• Project-manage the sourcing and delivery of products to the customer
• Provide after-sales support, such as applications and maintenance training
• Participate in product development, marketing and client education activities, as necessary
• Participate in the Company’s performance review process

Knowledge

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

Teamwork

• Work as part of a team, providing back up and support and sharing responsibility for completion of tasks as required.
• Work closely with the Sales Manager and State Manager to identify and leverage opportunities to expand Dentsply Sirona business and drive related objectives.

Health and Safety

1. Position Dimensions

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

1. Decision Making Authority

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

1. Relationships

• Product Managers
• Customer Support Administrators
• Service Technicians/Engineers
• Technical/Software Support
• Customers

1. Experience and Qualifications

• Relevant degree or certificate preferred
• Formal sales training (desirable)
• Demonstrated experience in a similar role
• Knowledge of the dental / healthcare markets (desirable)

1. Skills

• Solid understanding of the Sales Process
• High levels of personal drive and motivation
• Maturity of judgement and discretion
• Capacity to operate independently
• Excellent written and verbal communication skills
• Strong interpersonal skills with a demonstrable ability to work within a changing environment
• Ability to priorities conflicting workloads and multitask
• 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
• Intermediate to Advance level computer skills with proficiency in MS Office Suite, Excel, Word, Powerpoint & Access