Job Description
| Position Title: | Professional Sales Representative [Sacramento, CA] |
|---|---|
| Department: | Sales & Marketing |
| Reports To: | Regional Manager |
| FLSA: | Exempt |
| Date: | 2010/08/29 |
Purpose and Scope
Under limited supervision, responsible for promoting Zila products to dentists, hygienists and other healthcare professionals with the goal of achieving sales goals in assigned territory. Secure trials of those offices for Zila products and work with the offices to assure sufficient training and a successful experience with the product, leading to repeat purchases. Train and work closely with the oral health care team to fully integrate products into the practices' standard of care. Develop territory business plans and work with the sales management team to maximize the impact of sales and marketing plans and tactics. Develop actionable information about the purchasing and use of Zila products by dental professionals and their success or inability to receive reimbursement.
Essential Duties & Responsibilities
- Develop and maintain business relationships with targeted dentists and customers focusing on the promotion of Zila products.
- Call on dentists and health-related organizations within assigned territory.
- Follow up on leads among dental offices that have expressed interest in learning more about Zila products.
- Convert potential leads to active users, and provide or arrange for necessary training of those offices.
- Develop relationships within those offices such that they will be forthcoming in helping us to secure data about their usage, reimbursement success and other actionable issues.
- Create, maintain and increase sales within designated territory by influencing the prescribing habits of the targeted audience.
- Demonstrate thorough knowledge of Zila products to further educate dentists and healthcare providers.
- Arrange and provide continuing education and service to targeted dentists, hygienists, etc.
- Develop and deliver informative sales presentations based on individual customer needs to maximize sales of the Zila product portfolio.
- Maintain up-to-date database to document sales call information, trends, future call objectives, sampling data and overall territory performance.
- Complete routine reports and be compliant with regulatory and company guidelines.
- Prepare annual business plans and conduct quarterly analysis of the territory performance vs. plan.
- Attend and represent the Company at trade shows as appropriate.
- Manage usage and inventory of promotional items to be given away to offices.
- Perform various other duties as assigned.
Knowledge, Skills & Abilities
- Knowledge of Microsoft Office products including Outlook, Word, PowerPoint and Excel.
- Skill in effective communication, both orally and in writing.
- Skill in organization and follow-up.
- Skill in negotiation and selling techniques.
- Aptitude for learning technical and scientific product relation information.
- Ability to work independently.
- Ability to manage multiple projects both inside and outside the organization.
- Ability to work with multiple interruptions and tight deadlines.
- Ability to develop working relationships with both internal and external customers and work as a team player with employees at all levels.
- Ability to take initiative in the absence of precise direction.
- Ability to demonstrate good judgment and discretion.
Education & Experience
- Bachelor's degree in science, business or related field.
- Two or more years of successful sales experience, preferably in the dental industry.
- Pharmaceutical/Medical Device/Dental sales experience preferred
- Clinical (medical/dental) experience helpful.
- Ability to use own car (valid driver's license and insurance)
- Reside centrally within the territory.
Working Conditions
- Office environment; requiring sitting and standing.
- Travel is required up to 50%.
- Ability to lift 50 pounds.
- Travel by air as required.
- Availability to work extra hours and on weekends as necessary.
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