Territory Sales Representative
Patterson Companies, Inc. - Cincinnati, OH
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Responsible for maintaining and advancing established accounts, as well as developing new accounts by regularly contacting dental offices within a defined sales territory. Consult with doctors and their staff regarding products and services available.
Major Duties: Generate Sales: Drive profitable sales growth, across supply and equipment categories. Develop relationships with Doctors and practice staff. Execute effective cold call strategies to acquire new accounts. Generate referrals from current customers and manufacturers’. Plan, coordinate, and schedule events such as technical demonstrations and co-travels. Sales Planning: Prepare for sales visits ahead of the meeting; develop general and client-specific sales strategies. Develop short and long term business goals. Seek information regarding Patterson products and services, competitive intelligence and industry information. Analyze customer’s business for needs and selling opportunities. Equipment and Technology Sales: Coordinate with other sales professionals to demonstrate and sell equipment and technology. Seek opportunities to discuss benefits and features of equipment and technology solutions as well as return on investment and tax advantages.
Customer Relations: Manage all aspects of customer accounts from demonstration of products to responding to questions and solving problems. Hold client relationship meetings.
Administrative: Maintain accurate records for customer orders, all sales records, and sales activity including documentation of prospecting meetings, etc. Competencies: Sales Ability: Evaluate customer needs and recommend appropriate products and solutions. Recognize factors influencing a customer’s purchasing decision and utilize convincing sales techniques to respond to customer’s objections and overcome barriers to sales. Utilize new, creative ways to sell products and services.
Customer Service: Support customer needs by responding in a timely, professional manner. Demonstrate consideration and a personal stake in customer success. Be flexible and available to meet customer needs. Treat customers in a fair, considerate manner.
Communication: Understand and convey written and oral information and ideas. Conduct product demonstrations and presentations in an engaging, concise manner. Listen attentively and ask questions as necessary.
Interpersonal Skills: Establish and maintain productive, mutually beneficial relationships with customers, vendors and colleagues. Build trust, credibility and rapport in business relationships. Respond to difficult people and situations and deliver negative information while preserving relationships.
Initiative: Maintain a high level of energy and independent effort to accomplish tasks and meet commitments in the expected timeframe. Establish and achieve short and long-term business goals. Persist in sales efforts despite objections and resistance.
Planning & Organization: Quickly and accurately coordinate schedules and prioritize tasks and assignments while maximizing productivity and meeting customer needs. Organize and maintain customer files, account records, sales and activity reports, product information and demonstration materials.
Problem Solving & Decision Making: Analyze a situation, identify and evaluate potential solutions and their outcomes and take appropriate action. Make decisions and solve problems in a timely manner.
Minimum Qualifications Candidates must possess one or more of the following: 4 year degree 3+ years experience in business to business sales 3+ years experience in the dental industry Preferred Qualifications Proven track record in sales is preferred Ability to analyze financial information P.C. skills (knowledge of spreadsheets and word processing) Skillful negotiation and presentation abilities Excellent verbal and written communication skills