Key Account Manager DEXIS

Job Title

Maximizes revenues from sales of the organization's products and / or services through a base of reseller partners in specific assigned channels and / or vertical markets. Crucial to the KAM's success is the continuous development of trusted relationships and long-term partnerships with distributors, systematically enabling them to grow their business and to successfully drive sell-out of the DEXIS Diagnostics solutions. Delivering the full DEXIS Diagnostics value proposition, the KAM continuously protects and grows the DEXIS Diagnostics share of wallet, establishing DEXIS Diagnostics as the distributor's preferred dental manufacturer, long-term.

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.

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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