Channel Sales Manager

Job Description

Accountabilities

• Territory Sales Growth: Execute the sales strategy across North India, driving profitable growth, expanding the customer base, and achieving assigned sales targets and margins within the territory.
• Account Management: Manage relationships with existing IOS customers and prospects through an account-based approach, building trusted partnerships with strategic accounts, dental laboratories, enterprise partners, and dentists.
• New Business Development: Proactively identify and pursue new business opportunities, support pilots, accelerate time-sensitive sales cycles, and assist in closing opportunities across the assigned product portfolio.
• Customer Training and Support: Provide effective product instruction, clinical support, technical assistance, demonstrations, and hands-on training to help customers understand and successfully adopt IOS solutions.
• Events and Field Activities: Co-travel with customers and partners, participate in educational activities and industry events, co-host training sessions, and support new business development initiatives that strengthen market engagement.
• Dealer and Partner Development: Build and maintain strong dealer relationships while working with strategic partners to expand market reach and deliver a consistent, customer-centric experience.
• Product Expertise: Develop a deep understanding of assigned IOS products, software, and related solutions, maintaining sufficient knowledge across the broader portfolio to address customer needs effectively.
• Market Intelligence and Performance Tracking: Develop commercial competitive intelligence to support business growth and maintain monthly sales KPIs and performance tracking against established targets.
• Organizational Rollouts: Support seamless implementation and rollout of solutions within customer organizations, coordinating stakeholders and ensuring a strong overall customer experience.
  

Requirements

• Sales Experience: 5+ years of sales experience within the assigned territory, ideally selling dental equipment, medical devices, med-tech products, or dental technology and IT solutions.
• Industry Background: Experience selling into the life sciences, medical device, dental, or related technology sectors is preferred, particularly where products require consultative selling and technical explanation.
• Education: A Bachelor’s degree is preferred, particularly in Dental Sciences, Engineering, or a related discipline.
• Technical Understanding: Ability to understand highly technical dental products and clinical information and communicate their practical value clearly to dentists, laboratories, partners, and other customers.
• Software Knowledge: Ability to understand dental software applications and demonstrate their functionality and benefits to customers.
• Commercial Skills: Demonstrated professional sales capabilities, including prospecting, account management, business development, negotiation, relationship building, and closing opportunities.
• Communication: Strong verbal, written, presentation, and interpersonal communication skills, with the ability to build credibility across both technical and commercial audiences.
• Languages: Fluency in English is required, while knowledge of relevant local languages is an advantage.
• Technology Skills: Proficiency with Microsoft Office and other standard business tools is advantageous.
• Mobility: Ability and willingness to travel extensively within the assigned North India territory to meet customers, partners, and prospects and support field activities

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