Position Summary
The Outside Sales Representative (known to CRD as Clinical Advisor) is accountable for developing sales and providing education within their assigned territory consistent with strategic and corporate goals and values. The role includes all facets of territory management and is supported by a Continuing Education (CE) department, Product specialists, inside sales representative, a customer service team and numerous other resources designed to put the client’s needs first.
The role focuses primarily on generating and maintaining sales through education and building strong relations with clients and opinion leaders in the assigned territory, developing and implementing a business plan for the territory, and working closely with other colleagues and ultimately growing the Territory consistent with the agreed upon targets. Product and workflow knowledge is a critical component to successfully servicing the dental community in your assigned territory.
Accountabilities
1. Sales and Education:
- Plan, develop and execute strategies to increase sales and company market share by exploring methods to expand the client base in the territory, cultivate new sales and marketing opportunities and grow current and new client sales bases.
- Manage territory by developing strong relationships with clients.
- Recommend, execute, and monitor sales and strategies to increase market penetration.
- Coordinate implementation of business plan with Regional Sales Manager.
- Drive the achievement of sales objectives and goals within your assigned territory.
- Analyze and recommend sales promotion ideas, sampling requirements, promotion activities and other required tools and support needed (within reasonable budgets).
2. Detailed Activities:
- Proactively participate in functions that are deemed important for you in developing your territory.
- Attend and actively participate in trade shows, lectures, seminars, and hands-on courses both within and outside your territory as required by the Company; participation may include weekend and evening commitments.
- Make regular office visits to clients (expectation is 10 per day depending upon type of call,
geographic area being covered, purpose of visit, etc.).
- Build direct relationships with dentists by initiating meaningful conversations, uncovering practice needs, and developing leads that translate into sales opportunities.
- Document and communicate interactions promptly within our CRM technology system and review activity with management, peers, and colleagues.
- Assist in getting registrants for courses in your area and have direct input into the number, type and scope of courses offered.
- Conduct presentations, demonstrations, and module (lunch and learn) sessions for dental offices/clinics and study groups as appropriate, demonstrating confidence and professionalism when presenting to groups and communicating directly with dentists.
- Troubleshoot own technical challenges and client technical issues and with the help of the IT team or other team colleagues as needed.
- Provide exceptional client service and work closely with an internal sales/client service representative who will partner with you and assist in this regard.
- Plan communication and document activity including call cycle and focus areas to your manager and supporting inside sales team to ensure unified customer centric service.
3. Training and Product Knowledge
- You must learn and be able to communicate the features, benefits and applications of all key products and categories at a minimum performance level as set by the organization. The expectation and reputation of CRD Clinical Advisor is to be a professional and knowledgeable resource in the materials and workflows we represent. CRD invests in your success via training and testing to ensure you reach this potential.
- Provide active and ongoing participation in product, technique, and sales training.
- Provide ongoing research of competitor products and the differences and critical selling features compared to our products.
- Provide dental education training. The goal is also to identify a few Doctors to use as a resource in this regard in your local market/territory.
4. Corporate Involvement
- Participate actively as a member of the Sales team fostering goal achievement, team building, communication and joint problem solving.
- Provide regular communication with your manager and others on the Sales team to ensure sharing best practices by all involved.
- Actively review your territory’s performance and make recommendations for improvement.
- Consistently follow and work within the guidelines of the company’s Corporate Values.
Qualifications
- A post-secondary education in Business or equivalent, combined with a minimum of five (5) years of proven sales success, supported by your professional Sales knowledge and experience or Professional certification and experience as CDA or RDH with relative experience.
- Bilingual in French and English
- This role requires regular travel; candidates must hold a valid driver’s license and have access to a reliable vehicle.
- A strong intrinsic passion for sales and highly proactive/ strong drive.
- The ideal candidate would also have knowledge of restorative dental with established dental relationships in the territory.
- An active and considerate listener.
- A record of innovative thinking and a continuous/process improvement mindset.
- Strong consensus building skills, leads and supports change, and takes appropriate chances.
- Achieves business results by taking action, achieving quality results and focusing on the future.
- Demonstrates integrity and ethics and sets a personal example.
- Services clients by meeting their needs and focusing on client satisfaction.
- Build and develops partnerships through open lines of communication, valuesinput and diversity.
- The ability to work well and build co-operative relationships with people at all levels.
- Strong computer skills and the ability to use technology to the business/company advantage
Clinical Research Dental (CRD) is an equal opportunity employer committed to fostering an inclusive and accessible environment. We welcome applicants from all backgrounds. If you require accommodation during any stage of the hiring process, please notify us, and we will make every effort to meet your needs.
Job Type: Full-time
Experience:
- Outside sales: 3 years (preferred)
- Dental Industry: 3 years (preferred)
Licence/Certification:
- Driving Licence (preferred)
Work Location: In person
