Territory Sales Manager (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

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Job Requirements:

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

Operating Company:

Nobel Biocare

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