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:

DEXIS

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