Sales Specialist

Role Overview

• Responsible for selling full workflows within EDS and supporting customers through direct customer contact.
• Responsible for selling via Dealers through building strong relationships and uncover growth opportunities within territory.
• Ability to sell and present IOS products to customers to tap into Digital Workflow Opportunities
• The selected candidates will leave in North UK or Scotland.
• Sell EDS products and workflows to achieve/or exceed territory targets
• Through rigorous segmentation and targeting, develop customers (new & existing) to grow within the specialization area and build strong relationships and connections between the customer and the DS EDS brands
• Build strong relationships with dealers to untap opportunities, regular collaboration must be embedded in the way of working
• Gather and capture market intelligence to support account planning
• Be able to articulate business as well as clinical benefits of the workflows
• Present workflow value propositions both face to face and virtually for all specified areas to positively influence buying behaviours and purchase decisions of territory accounts (i.e. to sell and embed new and existing workflows to new and existing customers).
• To be the regional EDS workflow specialist on Dentsply Sirona brands and provide technical knowledge to customers (both face to face and virtually) of workflows, providing/facilitating technical training relating to use, operation and maintenance as required.
• These activities will lead to increased sales within the account.
• Actively promote ecommerce channels to encourage customers to connect, search and shop online
• Attends exhibitions and company meetings as required
• Follow up and attend targeted regional events and courses to sell to new customers and grow existing ones
• Organise as required specific customer events that supports DS brands growth
• Record all customer interactions and information in SFDC.
• Complete routine administration tasks on time and accurately e.g., SFDC calls, leads & opportunities etc., expenses, attend to emails, monthly reports, Who’s Off, LMS, PDPs (not exhaustive)
• Complete training and proactive self-learning on a timely basis to maintain knowledge of DS Workflows, dental area and marketplace
• Maintain up to date workflow marketing materials e.g., Sales Media App, Sales Compass, How to guides etc.
• Analyse and interpret account strategies and plans, and data from SFDC and other sources(e.g PowerBi) where necessary/ appropriate to gain a broad understanding of the business environment in which account operates and insights into account needs
• Develop DI knowledge, present and sell IOS
• Understand and sell to customers the benefits of DS Core within the EDS specialism
• Develop and implement strategic plans to target new and growth opportunities within the territories.
• Own the territory.
• Collaborate with other DS Sales Specialists to develop mutual opportunities for DS brands, products and workflows; respond and follow up with colleagues in a timely manner

Requirements

• Educated to degree level or equivalent combination of education and experience
• Can demonstrate successful sales track record
• Proven success and able to bring techniques and passion for best practice in this field
• Competitive nature and drive for results oriented.
• Can demonstrate successful track record of working individually and within a highly collaborative team environment.
• Excellent product, workflow and industry knowledge.
• Professional, with proven ability to target, network and build appropriate relationships between customers and DS brands
• Enthusiastic, efficient and highly organised
• Structured and clear thinker – ability to prioritise a demanding workload through business planning and territory account management.
• Able to analyse business information such as Price Corrected Dealer Sales Out (PCDSO) / Excel Dashboards / Analytics (SFDC) / Power BI or other Sales Metrics to refine specific activity focus to achieve targets on a monthly/cycle basis.
• Experience engaging customers virtually, utilisation of e-details & encouraging customer self-service.
• Able to apply Advanced ‘Professional Selling Skills’ principles to all dialogues.
• Highly proficient in PowerPoint, Word, MS Teams, Zoom, Internet, e-detail tools such as Sales Media App,
• Proficiency with common applications Excel, e-mail, SharePoint, OneDrive, CRM Systems e.g., SFDC
• Account Management skills
• Negotiation skills
• Presentation skills, the ability to communicate well to any audience.
• Confident, articulate with the ability to resolve conflict.
• Demonstrated problem solving and decision-making abilities.
• Ability to use own initiative
• Solution focused mindset
• Must live on territory
• Flexible to cover large geographical territory/region
• Travel abroad – ad hoc
• Hold a valid driving license with no more than 6 points
• Consistently meets Company standards, ethics and compliance requirements
• Able to undertake regular business travel including overnight stays if required

Tech Stack

• iOS
• SFDC

Benefits

• 25 + 1 days' annual leave
• an attractive company pension scheme
• a flexible benefit scheme ( including health insurance, dental cover, medical cash plan…)
• comprehensive induction
• further training opportunities
• access to LinkedIn Learning
• personal and professional development opportunities through our worldwide mentoring and coaching program
• an extensive, global employee assistance program that provides a wide range of benefits as well as retirement benefits