Channel Manager Wholesaler Connected Technology Solutions

Dentsply Sirona; Fakenham; On-site; GBP 60,000 - 80,000; Full time

Job summary

A global leader in dental technology is seeking a Channel Manager Wholesaler to manage strategic relationships with key dental dealers in the UK & Ireland. This role focuses on driving sales growth and executing commercial plans for the Connected Technology Solutions portfolio. The ideal candidate possesses significant B2B account management experience, strong negotiation skills, and the ability to communicate effectively across audiences. An attractive remuneration package and employee benefits are offered.

Benefits

26 days’ annual leave

Attractive pension scheme

Flexible benefit scheme

Training opportunities

Worldwide mentoring program

Employee assistance program

Qualifications

• Significant experience managing B2B customer accounts, ideally in dealer or indirect distribution models.
• Demonstrated success in business planning and delivering results through partner channels.
• Excellent stakeholder management skills with a solutions-focused mindset.
• Fluent in English and hold a valid driving license.

Responsibilities

• Develop and manage strategic relationships with key dental dealers.
• Drive CTS sales growth through the dealer channel.
• Lead annual commercial planning and contract discussions.
• Monitor CTS sales performance and address gaps.
• Support cross-functional collaboration across sales, marketing, and operations.

Skills

B2B account management

Business planning

Commercial negotiation

Sales processes

Microsoft Office proficiency

Presentation skills

Stakeholder management

Analytical thinking

Job description

Requisition ID: 81155

Dentsply Sirona is the world’s largest manufacturer of professional dental products and technologies, with a 130-year history of innovation and service to the dental industry and patients worldwide. Dentsply Sirona develops, manufactures, and markets a comprehensive solutions offering including dental and oral health products as well as other consumable medical devices under a strong portfolio of world class brands. Dentsply Sirona’s products provide innovative, high-quality and effective solutions to advance patient care and deliver better and safer dentistry. Dentsply Sirona’s global headquarters is located in Charlotte, North Carolina, USA. The company’s shares are listed in the United States on NASDAQ under the symbol XRAY.

Bringing out the best in people

As advanced as dentistry is today, we are dedicated to making it even better. Our people have a passion for innovation and are committed to applying it to improve dental care. We live and breathe high performance, working as one global team, bringing out the best in each other for the benefit of dental patients, and the professionals who serve them. If you want to grow and develop as a part of a team that is shaping an industry, then we’re looking for the best to join us.

Working at Dentsply Sirona you are able to:

• Develop faster - with our commitment to the best professional development.
• Perform better - as part of a high-performance, empowering culture.
• Shape an industry - with a market leader that continues to drive innovation.
• Make a difference - by helping improve oral health worldwide.

Channel Manager Wholesaler

Reporting to the Sales Director, the Channel Manager Wholesaler will develop and manage strategic commercial relationships with key dental dealers (wholesalers) across the UK & Ireland, with specific focus on the Connected Technology Solutions (CTS) portfolio.

This role is critical in driving and growing CTS sales through the dealer channel, ensuring strong commercial execution, structured engagement, and aligned messaging.

Role Responsibilities

• Own and manage the strategic commercial relationships with key dental dealers (wholesalers) in relation to the CTS portfolio.
• Drive CTS sales growth through the dealer channel by executing effective commercial plans, identifying opportunities to increase sell‑in and sell‑out, and ensuring continuous performance tracking.
• Develop and implement Joint Business Plans (JBPs) with key dealers (wholesalers) to drive shared growth objectives.
• Lead annual commercial planning and contract discussions, including terms negotiation and quarterly business reviews (QBRs).
• Work closely with the Trade Execution Manager to oversee the day‑to‑day dealer activities and support execution of the demand generation plan.
• Provide commercial insight and direction to ensure effective execution of product campaigns, pricing initiatives, and promotions by dealer partners.
• Continuously monitor CTS sales performance and pipeline within the dealer channel, addressing gaps and collaborating with partners to achieve targets and unlock growth opportunities.
• Act as the main relationship owner and point of escalation for dealer partners concerning the CTS portfolio.
• Work in close collaboration with the Sales Manager – CTS and the EMEA Workflow Manager – CTS, ensuring alignment on multi‑field sales actions, strategic initiatives, and tactical execution across the dealer channel.
• Ensure ongoing alignment with the Channel Manager Wholesaler – EDS to deliver unified communication and commercial consistency across the dealer base.
• Support cross‑functional collaboration across sales, marketing, and operational teams to resolve issues and deliver seamless dealer engagement.

Profile requested

• Significant experience managing B2B customer accounts, ideally in dealer or indirect distribution models, likely from FMCG industry or equivalent.
• Demonstrated success in business planning, commercial negotiations, and delivering results through partner channels.
• Strong understanding of sales processes, margin management, and promotional effectiveness.
• No product or industry knowledge required.
• Proficient in Microsoft Office tools.
• Strong presentation skills and the ability to communicate effectively to a variety of audiences.
• Clear, efficient, and empathetic communication style.
• Excellent stakeholder management skills with a solutions‑focused mindset.
• Commercially driven and passionate about building strong partner relationships.
• Structured, accountable, and collaborative with a hands‑on approach to delivery.
• Brings fresh, analytical thinking and continuously looks for ways to improve.
• Comfortable working in a dynamic, matrixed environment requiring agility and adaptability.
• Able to undertake regular business travel across the UK & Ireland as required.
• Fluent in English.
• Hold a valid driving licence.

Benefits

As part of our team, you'll experience the spirit of an international and innovative market leader in the dental industry. Besides an attractive remuneration package and a comfortable car (or car allowance), you will also be eligible for a variety of employee benefits, such as:

• 26 days’ annual leave.
• An attractive company pension scheme.
• A flexible benefit scheme including health insurance, dental cover, and medical cash plan.
• Comprehensive induction, further training opportunities and access to LinkedIn Learning.
• Worldwide mentoring and coaching program.
• Extensive global employee assistance program providing a wide range of benefits as well as retirement benefits.

Equal Employment Opportunity

Dentsply Sirona is an Equal Opportunity/ Affi​rmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, sexual orientation, disability, or protected Veteran status. We appreciate your interest in Dentsply Sirona.

If you need assistance with completing the online application due to a disability, please send an accommodation request to [e-mail]. Please be sure to include “Accommodation Request” in the subject.