Key Account Manager

DEXIS; Uxbridge; On-site; GBP 60,000 - 90,000; Full time

Job summary

DEXIS in the United Kingdom seeks a senior distributor sales leader to build and manage a high-performing network for dental diagnostics equipment. You will screen and onboard new distributors, develop aggressive account plans with cross-functional teams, and drive sustainable revenue growth through channel-led strategies.

You will guide distributor performance, coordinate with marketing and digital sales, and ensure accurate sales forecasting.

Qualifications

• Requires strong consultative selling capabilities.
• Affinity to digital solutions and technologies.
• Well-organized and able to manage multiple projects with advanced time management.
• Demonstrated ability to learn and articulate highly technical products.
• Experience delivering ambitious revenue growth targets.
• Energetic, driven and self-motivated with strong interpersonal skills.
• Enjoys training and coaching others on technical applications.
• Established distributor networks and indirect, distributor-led sales.
• Drove end-user demand and leads cost-effectively.
• Fluent in English.

Responsibilities

• Build and manage a high-performing distributor network in country.
• Screen, segment and select new distributors considering coverage and growth potential.
• Set up distribution agreements and onboarding of new distributors.
• Develop and execute ambitious yet realistic account development plans with marketing, digital sales, and field service.
• Conduct periodic business reviews and drive distributor performance.
• Maintain trusted distributor relationships and protect or grow DEXIS Diagnostics share.
• Lead distributor sales forecasts and funnel reviews for reliable estimates.
• Support distributors in converting opportunities with promotions where appropriate.
• Monitor distributor inventory and sell-out performance.
• Track sales funnel in CRM and provide reliable internal funnel estimates.
• Co-define local commercial strategies with EU and Global leadership.
• Coach junior sales team members and coordinate Digital Sales Specialist in-country.

Skills

Sales leadership

Consultative selling

Digital solutions affinity

Time management

Technical product communication

Revenue growth delivery

Interpersonal communication

Training and coaching

Distributor networks

End-user demand generation

Strong communication

English fluency

Education

Bachelor's degree

Tools

MS Office

MS Dynamics

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

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