Job Description:
Responsible for meeting and exceeding assigned sales targets through strategic and disciplined commercial execution, focused on the comprehensive management of direct sales, distributor development, universities, and key customer service in the dental sector.
The position requires constant interaction with dealers and external sales forces, ensuring their continuous training, correct field execution, and alignment with Kerr's commercial strategy.
Must have a deep knowledge of the product portfolio, skills to work under pressure, results-oriented, capable of analyzing and monitoring commercial indicators, as well as a proactive attitude of self-learning and continuous improvement.
The position demands high availability to travel, efficient use of tools such as Excel, and a strong results orientation, based in Tijuana.
Job Requirements:
SALES OBJECTIVES
• Achievement of sales target (% vs target).
• Business growth in the assigned territory.
• Distributor performance and development.
• Execution of training for external sales forces.
• Coverage and frequency of visits to key clients.
• Accuracy in forecasts and commercial reports.
• Clinical Tables: Ensure the correct execution of clinical demonstrations, reinforcing the technical positioning of the product and generating client confidence.
• Development of Universities
[PLANNING and MANAGEMENT]
Daily management:
• Visit to dealers / DSO (origin area).
• Training and support for distributors' sales forces (SF).
• Engagement with Universities.
• Creation and execution of clinical tables.
• Planning and execution of the travel plan.
• Management and follow-up of samples.
• Monitoring dealer performance.
• Periodic analysis of sell-out / stock.
PRODUCT KNOWLEDGE
• Product/Market Training and Understanding.
• Knowledge of the competition
• Positive feedback from customers and dealers about the advice provided.
Skills• Medium knowledge of the market/product (80-90%).
• Negotiation Skills – With some Coaching – Customer Segmentation (B-C Customers).
• Intermediate Excel (creating formulas such as Sum, Min, Div, Mult, and Pivot tables).
• Field position with high interaction with clients and distributors.
• Work under objectives and KPI analysis.
• 85% Territorial Management.
SOFT:
• 5+ years of experience in Sales.
• Results-oriented.
• Proactivity and self-management.
• Ability for self-learning and continuous updating.
• Ability to work under pressure and meet demanding goals.
• Effective communication and negotiation skills.
• Planning and organization.
• Resilience and tolerance to frustration.
• Customer focus and building long-term relationships.
Expectation:
• FCST Accuracy (90+%).
• Daily Management – 90% Weekly Action Plan.
Values. • Customer focus.
• Innovation in commercial execution.
• Respect and collaboration.
• Continuous improvement.
• Leadership in the field and positive influence with distributor clients.
• Ethics and integrity in commercial management.
Operating Company:
KerrEnvista and its family of companies (Envista) will not accept unsolicited resumes from any source other than directly from a candidate. Envista will consider unsolicited referrals and/or resumes submitted by vendors such as search firms, staffing agencies, professional recruiters, fee-based referral services and recruiting agencies (Agency) to have been referred by the Agency free of charge and Envista will not pay a fee for any placement resulting from the receipt such unsolicited resumes. An Agency must obtain advance written approval from Envista's internal Talent Acquisition or Human Resources team to submit resumes, and then only in conjunction with a valid fully-executed contract approved by the Global Talent Acquisition leader and in response to a specific job opening. Envista will not pay a fee to any Agency that does not have such agreement and written approval in place.
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