Job Description
Scope of the position
Whilst Straumann is the market leader in dental implants, we are looking for talents to build new market segments in Digital Dentistry and Orthodontics across Romania. In this endeavour, Inside Sales will drive digital workflow implementation, aligners case submission and sales volume through remote sales activities, excellent service, and team collaboration. Digital and Orthodontics Inside Sales are responsible for pursuing sales opportunities and leads, generating new accounts from leads, continuing to guide customers, maintaining relationships referred by Key Account Managers, as well as reaching out to inactive accounts and remote customers. The position holder is expected to work primarily from the local office/home office and perform at a high level with limited direct supervision.
In this role, you will…
Drive sales results for coDiagnostix, IOS and ClearCorrect:
- Generate and follow-up on sales leads and prospects from cross-selling and/or marketing & education events, do cold calls and convert leads to opportunities.
- Contact new customers to arrange in-office/virtual meeting with the Key Account Managers (KAM) and prepare logistics for the first meeting.
- Take care of the customer registration and customer onboarding. Use the portfolio of courses and webinars to set up a customer specific training pathway.
- After the customer is activated (submitted 3 cases by ClearCorrect definition), follow up with the customer to maintain good relationship, provide excellent service to continually drive case submission and case start, increase utilization rate of the provider.
- Be the go-to person in managing activated customers, including but not limited to resolving requests and/or issues in using coDiagnostix and ClearCorrect, advising practice on patient growth activities and patient communication, offering information on educational seminars and marketing events.
- For small and remote accounts, responsible for activating the customers and manage the sales activity with the support from service team and other colleagues as needed.
- Deliver sales presentation to customers and prospects remotely.
- Reach out to customers to update them on new products, materials and updates in order to increase the case volume. Do outbound calls to inform providers about sales offers and actions.
- Reach out to inactive accounts and customers with lowering submissions by emails and calls to understand their concerns, offer solutions, and get them back in providing cases.
- Report out account activities in CRM as required, use sales dashboard to keep account visibility high. Use Business Warehouse reports to follow up on cases and providers.
- Meet sales targets and other metrics set by manager on weekly, monthly, quarterly, and yearly basis.
Attend and contribute to team and company meetings to stay up to date on relevant information.
Complete all required company training for this position and apply self-learning necessary for this role.
Support national/regional congresses and other industry events as requested.
Continually work to increase knowledge of digital workflow solutions, orthodontics, market trends, and company processes.
Know and communicate our Vision and Mission to understand the priorities of the team & company.
Other duties may be assigned, directed, or requested.
Qualifications
Personal attributes and cultural fit that would help the position holder succeed in this role
- Proactive sales driven personality with hunter mentality.
- Enthusiastic about providing excellent support & service, always customer centric.
- Result-driven, can-do mentality with analytical skills and technical affinity.
- Excellent interpersonal and written communication skills.
- Team player, motivational and personable personality is welcome.
- Organized with ability to prioritize and multi-task, strong time management skills.
Qualification and requirements:
To perform this job successfully, the position holder needs to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. A reasonable accommodation may be made to ensure individuals with disabilities are able to perform the essential functions of the role.
· Minimum 2 years of sales/account management experience required. Digital dental/ clear aligners background is a big plus.
· Strong track record in sales/account management.
· Be able to handle a high volume of calls, chats, and email traffic both inbound and outbound.
· Solid presentation skills and Romanian language proficiency required; solid English language skills required.
· Have flexibility for travels / hotel nights up to 20% as part of the sales team.
· Ability to read and interpret training documents, safety rules, and procedural documents.
· Ability to calculate figures and measurements. Ability to quickly perform simple calculations.
· Ability to apply common sense understanding to carry out instructions furnished in written, oral or diagram form. Ability to prioritized customer needs and guide them to the correct product or service.
