Inside Sales Supervisor

📋 Description

• This position is tasked with leading, coordinating, and developing the Inside Sales team to ensure sustainable and profitable growth in the consumables sector, focusing on restorative, preventive, endodontics, and laboratory solutions.

• Ensure the successful implementation of the remote commercial strategy by fostering new opportunity generation, customer reactivation, business conversion, and operational excellence within the virtual channel, in close partnership with field sales, distributors, and key internal stakeholders.

• Guide, mentor, and oversee the Virtual Sales team to ensure the attainment of both individual and team commercial objectives.

• Organize, prioritize, and delegate portfolios, campaigns, opportunities, and areas of commercial focus within the team.

• Continuously assess team commercial activities: calls, leads, opportunities, quotations, closures, cross-selling, upselling, and customer reactivation.

• Ensure proper utilization of the CRM (Salesforce), maintaining high-quality documentation of interactions, pipeline management, opportunity follow-up, and order entry.

• Analyze performance metrics, pinpoint gaps, and develop corrective action plans to enhance results.

• Keep the team informed about market trends, competitor activities, product launches, and industry developments.

• Train, inspire, and develop team members, serving as a role model for best practices in remote selling, commercial discipline, and result orientation.

• Conduct consultative sales calls via phone with existing customers; acquire new customers or prospects; reactivate existing clients.

• Address customer inquiries and process order submissions.

• Utilize the CRM system (Salesforce), including documenting customer interactions and order entries.

• Engage in customer outreach during sales campaigns (supporting field sales teams, lead generation, and revenue generation).

• Assist with special sales initiatives and virtual sales promotions.

• Actively connect with a specific customer segment based on product or regional focus, fostering ongoing sales relationships.

• Initiate and cultivate customer contacts to effectively manage and finalize deals.

• Skillfully identify cross-selling and upselling opportunities by product area (understanding value-added accessories).

• Develop compelling quotations that emphasize both commercial value and technical advantages.

• Negotiate and finalize contracts that align with customer needs and business objectives.

• Provide exceptional after-sales service to exceed customer expectations and uphold agreed service levels (own accounts).

• Maintain comprehensive records of sales activities, customer interactions, and market feedback using CRM software.

• Contribute to account planning and collaborate with the field sales team.

• Identify cross-selling opportunities across product lines and business units.

• Contribute to the overall sales strategy as appropriate.

• Stay informed on industry trends, competitor activities, and new product developments to offer relevant insights and recommendations.

• Collaborate effectively with distributor partners as needed throughout the sales process.

• Build and maintain robust relationships and partnerships internally with field sales representatives and externally with customers, ensuring ongoing collaboration and customer engagement beyond initial sales interactions.

⛳️ Requirements

• Completed commercial and/or (dental) medical education, along with professional experience in sales, marketing, or communications.

• 3–5+ years of sales experience.

• Prior experience in leading, coordinating, or supervising sales teams, ideally in virtual, digital, or remote sales settings.

• Strong background in consultative selling, business development, portfolio management, and demand generation.

• Proficient in utilizing virtual/digital/remote sales techniques and digital workflows.

• Experience in handling complaints and serving as a medical devices consultant.

• Proficiency in MS Office tools and an ERP system (preferably Microsoft Dynamics AX).

• Familiarity with a CRM system (preferably Salesforce) is an advantage.

• Interest in technical and medical subjects, with strong attention to detail and follow-up abilities.

• Excellent organizational, written, and verbal communication skills.

• Native or near-native Spanish; proficient written and spoken English; additional Italian is a plus.

🏝️ Benefits

• Equal Opportunity Employer: Dentsply Sirona is an Equal Opportunity Employer.

• All qualified applicants will be considered without unlawful discrimination or regard for race, color, religion, sex, sexual orientation, sexual or gender identity, national or ethnic origin, age, marital status, disability, genetic factors, military and veteran status, or any other characteristics protected by applicable local law.