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•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
Critical Knowledge and Qualifications:
•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:
•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
Competencies:
•Sales Ability
•Driving for Results
•Customer Focus
•Planning and Organizing
•Active Learning
•High impact Communication
Critical success factors and key challenges:
•Solution sales oriented to close deals or through commercial agreements (cross-selling company products)
•Solid customer segmentation approach of current and potential customers
•Deep knowledge of competitive dynamics
•Strong collaboration within the organization
Responsible for achieving or exceeding sales and service goals mainly in dental clinics and/or dental laboratories within an assigned territory, through the effective selling and promoting of company products, solutions and services to existing and potential new customers within the framework of sales operations directives and procedures. In the sales process, the sales representative is obliged to comply with all local laws and regulations as well as corporate policies and procedures.
• Dental implant systems
• Individualized prosthetics and CAD/CAM systems
• Treatment planning
• Guided surgery solutions
• Biomaterials
Nobel Biocare is a world leader in the field of innovative implant-based dental restorations – from single-tooth to fully edentulous indications.
Our goal is to empower dental professionals to give quality of life back to their patients. This philosophy is built on over 60 years of continuous innovation, all stemming from Per-Ingvar Brånemark’s ground-breaking discovery of osseointegration in 1952. Since then, we’ve helped our customers treat millions of patients.