Accountabilities
- Direct people responsibility
- Indirect people responsibility
- Physical requirements
- 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.
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 and MS Dynamics
- Fluent in LANGUAGE and English.
