Sales and Application Specialist, DEXIS, Saudi Arabia

Job Description:

Identifies, develops, manages and retains revenue-generating opportunities for the organization through the strategic and tactical sales and support of all product and service lines. Directly, or indirectly, manages the process from lead validation to product and services delivery, working with marketing, customer service, operations and delivery providers to ensure the highest level of supply chain management is delivered to customers. This job family is intended to accommodate 1) jobs whose accountabilities span two or more job families within the job group; 2) jobs that are not covered by a defined job family within the job group; 3) managerial roles spanning more than one family that are not broad enough in scope and impact to be assigned to the Business Unit/General Management job family within the Management job group.

Job Requirements:

Job Title: Sales and Application Specialist, DEXIS, Saudi Arabia

Department: Sales

Reports to: Commercial Lead – MEA

Position Location: Riyadh, Saudi Arabia

POSITION SUMMARY

DEXIS Sales and Application Specialist is responsible for achieving the region’s sales goals within defined timeframes and parameters. They develop the current distributor’s sales team, in line with strategies and places, which are consistent with the organization’s overall mission and in line with the budgeted expectations. In addition, he/she will perform field training and sales support functions.

ESSENTIAL DUTIES AND RESPONSIBILITIES: CORE Responsibilities:

• Responsible for achieving Saudi Arabia sales goals within defined timeframes and parameters. Meet monthly, quarterly, and annual sales quotas.
• Providing effective instruction on the company’s products and/or related services in support of enterprise agreements, introduction of and communication DEXIS Commercial Sales products and services/features that will enhance the client’s organization.
• Expected to prioritize/focus both sell-in and sell-out, contribute to positive selling environments, communicate, and implement DEXIS overall philosophy/strategy.
• Develop current distributor’s sales team through training, coaching and co-visiting accounts. Provide guidance and direction to distributor’s sales team to assist them in converting new customers and growing with existing customers.
• Develop a deep understanding of assigned software and DEXIS products with an overall knowledge of all aspects of solutions/products.
• Understand and support the company’s sales policies and procedures.
• Generate new sales leads and make sure that the distributor’s sales team follows and closes the sales lead in an effective way.
• Develop and manage the sales training programs required to maximize the effectiveness of the distributor’s sales team.
• Plan weekly and daily customers activities to attain/exceed the assigned monthly, quarterly and/or annual sales goals (annual, quarterly, and monthly visits and completed activities).
• Participate in local, national, and international events, trade shows and company meetings as appropriate.
• Create on-site or online meetings with Distributors to train them on core solutions and innovations.
• Organize activities such as lab events, lunch and learns, to develop laboratory’s customer base, promote new products & solutions, educate the audience, and strengthen the role of the dental laboratory in developing Dental Practices.

MONITORING Responsibilities:

• Develop and maintain an accurate log of current and potential customers’ files and records in the D365 system to have complete and up-to-date customer information. Adopt effective activity planning, which can be developed and shared with the local distributor.
• Analyze and assess customer and sales trends. Plan activities based on customers’ needs to ensure that BU attains or exceeds assigned monthly, quarterly and/or annual goals.
• Report any product issues, the loss or potential loss of key customers, or competitive sales strategies that negatively or positively affect local sales to management.

INDIVIDUAL DEVELOPMENT Responsibilities:

• Study and stay informed on products, technologies, clinical studies, competitive activity and other general information of interest to the company or to customers. Apply this knowledge to your strategies and tactics to develop your commercial activity.
• Maintain a comprehensive knowledge of all company policies and procedures and demonstrate the ability to effectively implement them at the BU level.
• Have a high level of technical competence, able to present and to install Dental Dentistry Solutions and be an expert for all systems.
• Regularly attend all training and development company initiatives (E-learning, classroom etc.).

QUALIFICATIONS & COMPETENCIES:

• Equivalent educational level: bachelor’s degree in Dentistry dental labs
• Strong clinical skills and knowledge
• Demonstrated ability to digest, to comprehend, and verbalize highly technical products and clinical information related to company and industry products.
• Strong understanding of Saudi market “Scientific Societies, DSO’s, distribution model, tender process, Key Expert, Local practice regulations and guidelines and market trends in the past 12 months.
• Strong market access capabilities with dental scientific societies/associations in Saudi.
• Demonstrated professional sales and business development skills.
• Strong verbal and written communication and interpersonal skills.
• Advance computer skills: Planning Software’s and CAD/CAM environment.
• Good knowledge of using Microsoft Office (Word, Excel, and PowerPoint)
• Ability to work closely with different teams in a cross-culture environment.
• Fluent in English, Arabic.

Operating Company: DEXIS