Implantology Sales Specialist

Requistion ID: 77388 

1. Position Overview

This role promotes and sells Dentsply Sirona Implants products within a specific geographical territory, increasing market share, whilst maintaining and developing favourable client relations.

This role is part of a national implants team as well as a broader commercial team including marketing, clinical specialists, and equipment specialists. 

1. Primary Objectives

Maximise sales volume and market share of the Dentsply Sirona Implants portfolio in a given territory through sales activity, product expertise and teamwork in accordance with regional sales plan and national strategies.

To be the local first contact for all company related issues in the defined territory.

1. Specific Accountabilities

Planning

• Develop, manage and implement the annual Territory Sales plan, to ensure achievement of agreed sales and profit targets and broader total business objectives.
• Proactively identify, prioritise and develop strategies for territory growth and resolution of performance issues for assigned products.
• Support Sales Manager in the development of long term strategic plans. 

Sales Plan Implementation

• Build and leverage relationships with both external and internal clients to capitalize on all business opportunities.
• Identify key decision makers and opinion leaders and work with the Sales Manager 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.
• Act as a direct client contact to address and resolve client concerns in conjunction with relevant company associates.
• Identify and (where possible) anticipate hidden customer needs and issues to ensure satisfaction.

Reporting & Analysis

• Measure success of sales strategies and activities in region and make recommendations for modification where necessary.
• Record all activities in CRM system
• 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
• Report on individual development plan progress
• Report on infield development and outcomes.
• Establish systems and processes to enable efficient handling of functional work load and activities.

• 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

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

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

• All Dentsply Sirona team members
• Product Managers/Business Development Managers
• Customers
• KOL’s, University and Educational Institutions
• Industry Associations

1. Experience and Qualifications

• Relevant degree or certificate preferred
• Formal sales training
• Demonstrated experience in a similar role
• Solid knowledge of the dental / healthcare market

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 growth
• Strong computer skills with proficiency in MS Office Suite, Excel, Word, Powerpoint & Access