Due to increasing demands for their compelling solutions, our client is searching for a high-impact, business development-focused sales professional to join their Sales team. This position will support both current and new business development with dental accounts throughout the United States.
This individual must be able to maintain a consistent sales pipeline to achieve the annual quota. This individual will sell dental lab owners, dental practice owners, C Level executives, and board members/committees presenting a persuasive business case with ROI to justify investment.
Ideal candidate will have a demonstrated track record of landing new individual and corporate sales accounts in Capital Sales, Enterprise Software, and or SaaS solutions experience. Dental industry experience with day-to-day practice workflow, inventory management, and patient care are an added plus.
Strong management skills and the ability to work independently and effectively, including having an elevated level of responsibility and integrity is critical.
Responsibilities to include but are not limited to:
Develop and execute a Territory Action plan to achieve assigned quota
Ability to manage other dental sales team members to help them achieve their quota
Serve as a resource to Sales Training, Sales, and Marketing for continuous learning related to sales execution
Pursue new Corporate Account contracts for assigned Corporate Consolidators in dental
Develop and manage C Level relationships in existing accounts and with prospects, investors, and/or decision-making committees and partners
Develop individual Strategic Account Plans for assigned accounts and prospects being targeted
Follow a formal, disciplined sales process
Develop plans and strategies for business development and achieving the company’s revenue growth objectives for the dental marketplace
Effectively plan, negotiate and influence the interactions and relationships with customers, consultants, and internal team members to achieve strategic account goals
Review current state product sourcing/ procurement and target customer to identify areas where a solution, its supply chain, big data, and productivity technology can help improve operations
Consistently communicate with company leadership on sales opportunities via Salesforce.
Prospecting for new business and direct customer engagement, working with partners to increase product knowledge and efficiencies
Manage key customer relationships and participate in closing strategic opportunities
Carrying out all aspects of the sale including pricing negotiations, contract development, and ensuring successful implementation of products
Develop and execute sales close plans that may involve multiple stakeholders and partner with Regional and Local sales team members as needed
Comprehend, build and present Enterprise Level financial needs analysis & business cases to executive audiences, owners, and administrators
Provide detailed and accurate sales forecasting through company CRM for the dental segment of business
Monitor customer, market, and competitor activity and provide feedback to company leadership team
Participate in industry trade shows, conferences, and events as required to support Strategic Account pursuits for the sales team
Skills and Attributes:
10-15 years of Capital Sales, Enterprise Software, and/or SaaS sales success
Board room presence with the ability to sell C level Executives, investors, and committees
Develop and execute a Territory Action Plan and individual Strategic Account Plans
Develop and execute value-based strategic business case with ROI for sales pursuits
Excellent C level relationship and management skills
Operate with a sense of urgency; Execution oriented
Successful experience building go-to-market strategies, and a corporate sales plan
Demonstrated consultative and value-based selling experience at elevated levels, managing complex sales processes
Working knowledge of the Dental Technology, supply marketplace (suppliers and manufacturers) strongly desired
Proficient in Microsoft Office- specifically, Excel, Word & PowerPoint
Manage CRM – Salesforce preferred
Possess strong attention to detail with strong organizational and critical thinking skills