Key Account Manager
Job Description:
ACCOUNTABILITIES – describe role accountabilities, for example in one or more of the following areas
Direct people responsibility
Indirect people responsibility
Physical requirements
Financial scope
Build and manage a performant, loyal network of distribution partners in country.
Screen, segment and select new distributors, considering territory coverage, distributor capabilities and growth potential.
Set up distribution agreements with and coordinate onboarding of new distributors.
Develop and execute ambitious yet realistic account development plans in collaboration with marketing, digital sales specialists, and field service.
Conduct periodic business reviews and drive superior distributor performance by systematically enabling them to grow their business and to successfully drive sell-out.
Build trusted relationships and long-term partnerships with distributors, continuously protecting or growing the DEXIS Diagnostics share of wallet.
Lead periodic forecasts and distributor sales funnel reviews to be able to deliver reliable sales forecasts and estimates.
Support distributors in converting sales opportunities, leveraging, e.g. Application Specialist support, or promotions / discounts as appropriate.
Monitor distributor inventory levels and sell-out performance.
Track sales funnel in CRM and provide reliable sales estimates in internal funnel reviews.
Co-define local commercial strategies in collaboration with the EU and Global DEXIS commercial leadership.
Coach and mentor more junior members of the sales team coordinating Digital Sales Specialist in the country
#LI-EC1
Job Requirements:
Prior sales experience in dental market ( ideally in the indirect sales channel)
Minimum of 6 years of experience, of which at least 3 years in distribution management for dental diagnostics equipment.
Strong consultative selling capabilities
Affinity to digital solutions and technologies
Well-organized and able to work on multiple projects simultaneously, with advanced time management skills
Demonstrated ability to learn, internalize and verbalize highly technical products and solutions
Successfully delivered on ambitious revenue growth targets
Energetic, driven and self-motivated individual with strong interpersonal communication skills
Enjoys training and coaching others on technical applications
Bachelor’s degree preferred
Established performant distributor networks and drove indirect, distributor led sales
Drove end-user demand and leads, in a cost-efficient manner
Strong communication skills;
Proficient using MS Office; MS Dynamics;
Fluent in LANGUAGE and English.
Operating Company:
DEXISEnvista 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.
ACCOUNTABILITIES – describe role accountabilities, for example in one or more of the following areas
Direct people responsibility
Indirect people responsibility
Physical requirements
Financial scope
Build and manage a performant, loyal network of distribution partners in country.
Screen, segment and select new distributors, considering territory coverage, distributor capabilities and growth potential.
Set up distribution agreements with and coordinate onboarding of new distributors.
Develop and execute ambitious yet realistic account development plans in collaboration with marketing, digital sales specialists, and field service.
Conduct periodic business reviews and drive superior distributor performance by systematically enabling them to grow their business and to successfully drive sell-out.
Build trusted relationships and long-term partnerships with distributors, continuously protecting or growing the DEXIS Diagnostics share of wallet.
Lead periodic forecasts and distributor sales funnel reviews to be able to deliver reliable sales forecasts and estimates.
Support distributors in converting sales opportunities, leveraging, e.g. Application Specialist support, or promotions / discounts as appropriate.
Monitor distributor inventory levels and sell-out performance.
Track sales funnel in CRM and provide reliable sales estimates in internal funnel reviews.
Co-define local commercial strategies in collaboration with the EU and Global DEXIS commercial leadership.
Coach and mentor more junior members of the sales team coordinating Digital Sales Specialist in the country
#LI-EC1
Job Requirements:
Prior sales experience in dental market ( ideally in the indirect sales channel)
Minimum of 6 years of experience, of which at least 3 years in distribution management for dental diagnostics equipment.
Strong consultative selling capabilities
Affinity to digital solutions and technologies
Well-organized and able to work on multiple projects simultaneously, with advanced time management skills
Demonstrated ability to learn, internalize and verbalize highly technical products and solutions
Successfully delivered on ambitious revenue growth targets
Energetic, driven and self-motivated individual with strong interpersonal communication skills
Enjoys training and coaching others on technical applications
Bachelor’s degree preferred
Established performant distributor networks and drove indirect, distributor led sales
Drove end-user demand and leads, in a cost-efficient manner
Strong communication skills;
Proficient using MS Office; MS Dynamics;
Fluent in LANGUAGE and English.
Operating Company:
DEXISEnvista 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.