Territory Sales Representative Equipment

DENTSPLY Sirona  – Position/Role Charter

Organizational Group: MCO

Role Charter (Global Job Title): Dental Sales Representative

Scope

To identify a develop sales potential by effectively influencing dental clinicans, dealers, dental schools, institutions, group practices in order to ensure sales and revenue targets are in line with the business objectives.

Post holders will:

• Apply the sales process to varied selling solutions and with different customers, with the result sales targets are met or exceeded.


• Analyse market business trends to develop and execute a territory business plan to capitalise on current and future opportunities within the local market.


• Report on competitor activities across the region, working with the Marketing team and the Commercial Leader accordingly

Reporting Relationships

Direct

Matrix

This Position reports to:

Direct reports to this role

Matrix Manager of this

Matrix reports to this role:

• Regional Sales Manager or


• Country Leader or


• National Sales Manager


• GM

• N/A

• N/A

• N/A

Key Responsibilities

• To generate demand for DENTSPLY Sirona’s products, to be closed either by DENTSPLY Sirona approved distributors/or direct sales where appropriate


• To be the customer’s expert on DENTSPLY Sirona’s focus products


• To coordinate and conduct sales meetings and product training for customers including training and vendor days with dealers & telesales teams


• To effectively and professionally present to groups of dental care professionals, including dental student and postgraduate education departments


• Develop and maintain good relationships with key personnel including all relevant sales and market personnel


• Comply with all corporate governance requirements and regulatory requirements


• Work with the Clinical Educators in regards KOL meetings/presentations


• Assist in the training and coaching of new sales colleagues


• Maintain and update the CRM (customer database)


• Colloborate on marketing programmes by monitoring and providing accurate tracking, reporting and follow up to ensure a consistent and professional marketing campaign


• Be able to articulate business as well as clinical benefits of the products


• Professionally manage and process customer complaints in accordance with DENTSPLY Sirona procedures

Decision Rights

Accountabilities (Final Decision

Maker)

Consults

Informed

• Dental clinicians


• Dealers, Representatives


• Marketing, Finance and Customer Service


• Country and Regional Team

• Business Updates

Parameters for Success

Key Metric

Financial Targets