Institutional Sales Manager

Job Description

Dentsply Sirona is the world s largest manufacturer of professional dental products and technologies, with a 130-year history of innovation and service to the dental industry and patients worldwide. Dentsply Sirona develops, manufactures, and markets a comprehensive solutions offering including dental and oral health products as well as other consumable medical devices under a strong portfolio of world class brands. Dentsply Sirona s products provide innovative, high-quality and effective solutions to advance patient care and deliver better and safer dentistry. Dentsply Sirona s global headquarters is located in Charlotte, North Carolina, USA. The company s shares are listed in the United States on NASDAQ under the symbol XRAY. Bringing out the best in people As advanced as dentistry is today, we are dedicated to making it even better. Our people have a passion for innovation and are committed to applying it to improve dental care. We live and breathe high performance, working as one global team, bringing out the best in each other for the benefit of dental patients, and the professionals who serve them. If you want to grow and develop as a part of a team that is shaping an industry, then we re looking for the best to join us. Working at Dentsply Sirona you are able to: Develop faster - with our commitment to the best professional development. Perform better - as part of a high-performance, empowering culture. Shape an industry - with a market leader that continues to drive innovation. Make a difference -by helping improve oral health worldwide. Creates an overarching strategy (Institutional Business Plan) by BU along with BU Head s and Regional Managers to initiate, penetrate, deepen presence for the company brands (consumables and equipment s) through Government e-Market place (GeM) portal and via tenders in Central and State Government Institutions, Government and semi government undertakings, Defence establishments among others Centrally work on the tender submission process, review documents prepared for tender submission, maintain records of the tender as required, submit tender within the prescribed timelines and track the time taken for tender submission and status / result of the tender Thoroughly understand and constantly monitor GeM portal and tenders which are published on it Overarching understanding of the companies products and how do they stand versus the competition Work along with the local sales team in the BU s and scrutinize the formulary for major institutions and takes steps to update DS products in the formulary Map and chart out a strategy along with BU Head, RBM, PS and institution dealer to increase DS presence in Dental Schools and Chain clinics across the country through engagement, education and activities. Should lead up to strong consumables and equipment DS presence in the identified schools and chains Collaborates with local sales teams to drive demand and recommendations for DS products in government and private institutions Works closely with distributors and collaborators to enhance DS product purchase/ indents Responsible for ensuring timely payment for supplies made to institutions and adherence to all process requirements especially documentation for the same Gathers market intelligence and shares the same with the leadership team for mutual business goals Requirements B. Sc./ B. Pharm (Post-Graduation in Management preferred) having a total experience of 15 + years of which at least 10 years of experience in Sales (healthcare) including 3-5 years of experience in Institution Sales within the current role / position Skills & Competencies Good understanding of the Institutional market landscape Clear understanding of regulatory frameworks and pathways for Institutional Business for example GeM Effectively network to build positive relationships across the organization and ensure smooth working across a cross-functional matrix organization where different stakeholders need to be continuously engaged Strong communication, negotiation, collaborative and influencing skills Organized and logical, yet having high degree of flexibility to change direction as and when needed Driven to deliver business results on time in a highly ethical and professional manner Sound understanding of business operations management