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:

Envista and its family of companies (Envista) will not accept unsolicited resumes from any source other than directly from a candidate.  Envista will consider unsolicited referrals and/or resumes submitted by vendors such as search firms, staffing agencies, professional recruiters, fee-based referral services and recruiting agencies (Agency) to have been referred by the Agency free of charge and Envista will not pay a fee for any placement resulting from the receipt such unsolicited resumes.  An Agency must obtain advance written approval from Envista's internal Talent Acquisition or Human Resources team to submit resumes, and then only in conjunction with a valid fully-executed contract approved by the Global Talent Acquisition leader and in response to a specific job opening.  Envista will not pay a fee to any Agency that does not have such agreement and written approval in place.