JOB DESCRIPTION:

We are seeking a Territory Sales Manager (Sales Representative) to oversee operations in the Silesian Voivodeship province, based around Katowice, Gliwice, Rybnik, Bytom, or Bielko-Biała area.

REQUIREMENTS:

• Commercial / business management degree or technical degree (e.g. dental technician) with additional commercial qualification
• Prioritize tasks and manage resources to achieve the objectives
• Passion for implementing and carrying out activities
• High responsive to the customer needs
• 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

• 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

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