Nobel Biocare Institutions Sales Representative

Envista Holdings Corporation

About The Position

The Nobel Biocare Institutional Representative’s primary function is to develop and implement the core strategies and tactics to drive training and sales performance across Special Markets specifically within Institutions (Universities, Government, VA Medical Centers, Uniformed Services, CHC and teaching hospitals) within their assigned geographic area. The Institutional Representative will be responsible for securing and maintaining dental agreements, bids, influencing product selection choices and increasing market penetration of all cross-platform products and services. The Institutional Representative will be held accountable for achieving business objectives such as, conversion of competitive business, increased portfolio penetration and forecast attainment goals in accordance with all Healthcare Compliance guidelines. A large part of the sales goals and growth is met through training and hands on courses with both predoc and post doc residents. A successful Institutional Representative will cultivate strategic partnerships with Department Chairs, Faculty and their respective dental clinics. Teaching Hospitals you must be an expert the Chief and residents can rely upon. Understanding the clinical, economic and business needs and aligning platform-wide resources across the dental platform to ensure access within each account and to drive demand. The Institutional Representative is expected to collaborate internally and externally with all stakeholders including: Executives in senior leadership positions, sales management, marketing, product management, customer care and clinical affairs.

Requirements

Bachelor’s Degree or equivalent education/and or experience
3+ years of dental implant experience highly preferred
At least one year of experience calling on Institutions.
Exceptional oral and written communication skills.
A valid driver’s license with acceptable driving record.
Leading and Influencing: Lead, influence, persuade, and negotiate with others (externally and internally) with or without direct authority or formalized structure.
Stakeholder Management: Understand the expectations, future needs, and motivations of external and internal stakeholders to build mutually beneficial collaborative relationships and build the next generation of Nobel advocates
Analysis: Understand, analyze, interpret, and synthesize qualitative and quantitative data from a variety of sources.
Business and Financial Acumen: Apply an understanding of the entire platform portfolio of products, services, and value-added solutions to assess business strengths and weaknesses and make strategic decisions.
Negotiating/Contracting: The ability to negotiate and apply an understanding of contracting processes (for example, commercial contracts, work orders, service level agreements, vendor agreements) to develop innovative, scalable and compliant contracting strategies.
Communication and Presentation: Clearly and appropriately convey and present information and ideas in an effective and impactful manner through a variety of approaches.
Special Markets Environment Acumen: Understand and interpret the evolving dental Special Markets environment, including state to state policies and grant process. This includes the ability to shape short and long-term commercial strategy by understanding the local goals and needs of the customer, service providers and all key decision makers.
Manages Complexity and Change: The ability to manage complexity and make timely, sound judgments in uncertain and dynamic environments.

Responsibilities

Grow annual sales revenue within their geographic area / territory and achieve assigned forecast.
Identify new INST accounts and/or new opportunities within existing Special Markets accounts to drive category expansion, and revenue growth.
Anticipate and respond to bids.
Responsible for supporting and often negotiating new agreements; manage existing agreements including contract renewals.
Work collaboratively with all platform Directors, Operating Company (OpCo)/Business Unit (BU) Regional Managers and all Territory Sales Representatives to establish local initiatives to protect and grow existing Special Market business.
Proactively foster relationships to partner with key executive, economic and clinical decision makers across assigned Special Markets accounts.
Be knowledgeable about the current dental platform product portfolio and be able to train large groups.
Influence thought leaders within your customer accounts and work to understand the infrastructure and culture.
Understand the customer requirements and seek ways to strategically grow the business.
Be able to speak to and assist in managing gift in kind
Effectively create and lead comprehensive customer business reviews in order to meet customer requirements.
Serve as Primary Point of Contact for assigned Special Markets Accounts Lead and direct all account team activities.
Coordinate T&E events and hands on within multiple clinics and accounts
Must be able to speak to curriculum and help customers supplement educational material and courses.
Host resident nights and educational events for predoc and post doc residents
The Institutional Representative position requires an individual that can manage several projects or requests at the same time with strong attention to detail throughout.
This role requires an individual that can complete requests, orders, etc. in a timely manner; also, will follow up as needed or promised to support internal and external clients.
The Institutional Representative must be comfortable navigating and leveraging key people across the business to get work completed.
The Institutional Representative must be adept at managing up for support when needed and identifying opportunities for robust and repeatable processes to implement when appropriate.