Field Sales Representative - Southern Michigan

Field Sales Representative

The Field Sales Representative (FSR) is expected to execute approved sales programs to achieve or exceed budget of GC products. Maintain current customers and develop new customers while increasing sales in assigned zip code territory; Maintains frequent contact with assigned dealer partners to secure merchandising and promotional support to achieve optimum profits. Under the guidance of the Regional Sales Manager (RM), the FSR must aggressively execute sales programs to achieve product sales objectives.

Requirements

Planning: Develop district quarterly activity plans encompassing weekly activities that align with corporate expectations. Modify as needed based on business changes.

Sales Process: Sell GC products to major accounts - maintaining existing accounts and developing new business. Ensure knowledge of customer's policies and practices relative to the purchase and promotion of dental products, i.e. inventory control, merchandising concepts, warehousing, distribution, advertising, etc. Keep up to date on the competitor products and activities, regionally and nationally, in order to protect, maintain, and advance GC's market position. Travel is required.

Performance Management: Maintain and update CRM, Group Practice, School, Government and KOL data bases and/or schedules. Analyze sales by zip/postal code using monthly sales reports in Business Objects (BOBJ) to assess areas of opportunity and improvement. Ensure company defined sales objectives and expectations are achieved.

Dealer Management: Assist dealers with planning, scheduling, and implementing advertising and merchandising programs, and follow-up to ensure success for GC products. Ensure that dealers are fully aware of programs and/or promotional agreements, and the use of advertising and other merchandising programs that may be offered by GC. Train, where necessary, dealer partner sales personnel in the technical and commercial aspects of GC products.

Administrative: Maintain and update all customer related databases (CRM, etc.) Complete all administrative reports, programs, and requests in a timely manner.

Requirements:

• Bachelor's degree required
• 1-3 years sales experience
• Large geographical sales territories may require overnight stays. Will spend time inside dental office/dental laboratory locations as well as dealer partner offices.
• Driver's license required
• Customer service skills to listen to the concerns of a customer and be able to address their needs
• Interpersonal skills to work with a wide variety of people each day, build relationships and network
• Confidence and strong self-assuredness to succeed in cold-calling customers and making a sale
• Excellent communication skills, especially persuasion, to clearly convey the benefits of a product to potential customers
• Strong organizational skills and detail oriented
• Basic computer skills required
• Working knowledge of Microsoft Office products (Word, Excel, PowerPoint) and Outlook email required

Travel:

Overnight Travel: Approximately 30%

Geographic Territory: Southern Michigan (Ann Arbor, Toledo, and Kalamazoo)

Sales Representative must reside in the territory

Benefits:

• Company car
• Base Salary plus Commissions
• 401(k) through Fidelity and company matching 10%
• Dental insurance with Delta Dental PPO
• Health insurance BCBS Illinois PPO
• Employee Assistance Program
• Health Savings Account
• Company Paid Life Insurance two times the annual salary
• Paid time off, including an extra paid week off the week between Christmas and New Year
• Tuition reimbursement
• Vision insurance EyeMed