Sales Representative

Job Description:

•    Manage and grow our existing and future accounts to reach or exceed established sales objectives

    •    Define a plan for the territory that takes into account: 

    •         a) customer segmentation based on in-depth knowledge of current and potential customers, as well as competitive dynamics; 

    •         b) how to target identified potential customers, especially new customers and competing accounts; 

    •         c) how to distribute time efficiently

    •    Establish productive and trust-based customer relationships: act as a business partner to create medium and long-term business plans that meet customer needs

    •    Organize and drive commercial activities, such as sales meetings to increase penetration and expansion in assigned clients and achieve new accounts

    •    Implement marketing and T&E activities according to the established plan to facilitate growth while assuring a high ROI; critical to identify potential and onboard into professional education customers with willingness to growth with the Nobel Biocare (future ambassadors, T&E partners, speakers, etc.)

    •    Know the business and actively seek information: 

    •         a) Nobel Biocare value propositions and those specific to the country; 

    •         b) Detailed knowledge of company products and solutions; 

    •         c) Current and potential clients; competitive landscape and dynamics in the territory itself; Communicate perceptions to the Regional Sales Manager.

    •    Collaborate with internal stakeholders to create better customer-focused solutions and ensure effective implementations

    •    Take ownership of the complete process, from first meeting with the customer until the invoice has been paid

    •    Compliant usage of CRM according to company demands/policy on reporting Appointments, create Opportunities, Account Plan for key customers and Leads management

    •    Accountable for data quality and accuracy of the data reported directly into CRM; monthly and weekly forecasts are critical information for the territory management as well as for the company

    •    Responsible to follow official policies for Consignment stock, Online Return and Warranty case management, usage of NobelSwift

    •    Willingness to travel locally approx. 80% and also internationally for events and congresses

Willingness to work or travel occasionally on weekends

  #LI-LN1

Job Requirements:

Critical Knowledge and Qualifications: (what the role holder must know; including any required general or professional qualifications/education)

    •    Valuable bachelor in Health Sciences or Business Administration or

    •    Commercial / business management degree or technical degree (e.g. dental technician) with additional commercial qualification

Critical Skills/technical know-how: (what the role holder must be able to do)

    •    Detailed / In-depth knowledge of company products/solutions

    •    Prioritize tasks and manage resources to achieve the objectives

    •    Passion for implementing and carrying out activities

    •    High responsive to the customer needs

    •    Ability to analyze and understand the needs and problems of customers

    •    Actively share experience and best practices with the local team and assure know-how transfer for new colleagues

    •    Strong negotiations, verbal and written skills

    •    Good understanding of CRM approaches and tools

    •    Valid driving license (travel required)

    •    Fluent/Native in local language

    •    Valuable English language knowledge

Critical Experience:

    •    More than 3 years’ experience in a similar position in the health sector, with preference for dental and/or medical devices or consumables. Experience in an international company preferred.

Proven track record in a similar role in sales

Operating Company:

Nobel Biocare

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