Account Manager

2 weeks ago

Exeter, United Kingdom Dentsply Sirona Full time

Reporting to the Regional Sales Manager, you will partner with allocated accounts to sell Dentsply Sirona Workflows & Solutions, leading to increased share of wallet in the account and increased market share within the allocated territory.


A variety of soft skills and experience may be required for the following role Please ensure you check the overview below carefully.

Manage and develop accounts (in territory) with a key focus on account segmentation and targeting. Own the relationship between Dentsply Sirona and the account for all workflows. Collaborate with local peers with the aid of SFDC. Be a sales specialist for allocated workflows within allocated region(s). (TR, PL, TQ, EX, TA BS, BA, DT)

Key responsibilities:

  • Analyse and interpret account strategies and plans, and data from SFDC and other sources where necessary/ appropriate to gain a broad understanding of the business environment in which account operates and insights into account needs
  • Develop, deploy and maintain tactical account projects and action plans that align workflow/ Dentsply Sirona and customer objectives to mutual benefit
  • Through rigorous segmentation and targeting, call on account contacts (new & existing) to build strong networks of relationships that enable the identification of mutually beneficial opportunities – leading to sales and increased share of wallet
  • Utilisation of social platforms to market, prospect and then sell
  • Present workflow value propositions both face to face and virtually for all specified areas (i.e., Equipment/Ortho/PRE/Implants/Lab) to positively influence buying behaviours and purchase decisions of territory accounts
  • To be the regional workflow specialist on Dentsply Sirona workflow solutions within area of responsibility (i.e. PRE / Implants / Laboratory) and provide technical knowledge (both face to face and virtually) of workflows, providing/facilitating technical training relating to use, operation and maintenance as required. These activities will lead to increased sales within the account.
  • To develop relationships and regularly collaborate with wholesaler network and then conduct sales meetings and product training for customers alongside.
  • Attends exhibitions and company meetings as required to promote and sell Dentsply Sirona Workflows & Solutions.
  • Work collaboratively with Dentsply Sirona colleagues to deliver account plans e.g. maintain appropriate awareness of all other functions/roles interacting with territory accounts to ensure efficient alignment of efforts and maximise impact of all workflow related activities between Dentsply Sirona and the account.
  • Respond to sales opportunities (as the regional workflow specialist) generated by other customer facing colleagues in own regional team or across regional teams. Proactively present workflow value propositions (both face to face and virtually) to these customers to positively influence buying behaviours and purchase decisions

Requirements:

  • Educated to degree level or equivalent combination of education and experience
  • Commercial experience is essential
  • Competitive nature and drive for results oriented.
  • Excellent product, workflow and industry knowledge.
  • Professional, with proven ability to target, network and build appropriate relationships with key customers to embed new solutions into their business utilising an appropriate team (Account Management experience)
  • Enthusiastic, efficient and highly organised
  • Excellent communication skills, including presentation skills.
  • Highly proficient in PowerPoint, Word, MS Teams, Zoom, Internet, e-detail tools such as Sales Media App,
  • Account Management skills
  • Negotiation skills
  • Presentation skills, the ability to communicate well to any audience.
  • Demonstrated problem solving and decision-making abilities.
  • Ability to use own initiative
  • Solution focused mindset
  • Must live on territory
  • Consistently meets Company standards, ethics and compliance requirements.
  • Able to undertake regular business travel including overnight stays where required

Along with this exciting role comes a very competitive salary and an extensive benefits package.

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