Career Opportunities: Virtual Sales Manager - Charlotte, NC (78148)

Supports the virtual sales team primarily through coaching, organized trainings, 1:1 planning, and account support; coordinates with virtual sales leadership and field sales managers to ensure KPIs are being met and team-based approach is successful.

What Will You Do - Responsibilities for Employment

• Drive and deliver sales targets by setting clear objectives, monitoring team performance, and holding team members accountable for achieving results. Implement strategic initiatives to optimize sales processes, increase revenue, and ensure consistent attainment of key performance indicators (KPIs).
• Oversee and manage sales cadences focusing on core metrics such as revenue attainment, pipeline development, and opportunity identification.
• Promote and share best practices across the team.
• Develop, maintain, and deliver weekly, quarterly, and annual performance reports for the Virtual Sales Representative team. Establish goals and track the team’s progress against key performance indicators (KPIs) outlined in these reports.
• Ensure high levels of client satisfaction as measured by annual surveys and employee engagement metrics.
• Partner closely with Field Sales Leadership to align strategies, share insights, and coordinate efforts to maximize sales opportunities and ensure a seamless customer experience. Collaborate on joint initiatives to drive revenue growth and maintain a unified approach across both virtual and field sales teams.
• Relay customer feedback to Sales and Marketing leadership to generate ideas for new features, products, competitive intelligence, or to address customer concerns.
• Assess and refine the lead-management process in collaboration with Marketing and Sales leadership to continuously improve coordination between Marketing, Virtual Sales, and Field Sales teams.
• Stay current on sales analytics, communication methods, and industry trends; lead and implement continuous improvement initiatives in response to market changes.
• Participate in the interview process and lead training for new hires on the Virtual Sales team.
• Provide coaching to Virtual Sales Representatives on effective cold calling, email communications, strategic selling processes, and objection handling. Encourage continuous development of knowledge and skills within the following core areas:
  • Product Knowledge: Understand the features, benefits, and key differentiators of our product line.
  • Application Knowledge: Recognize the costs, limitations, and risks associated with current processes and products used by dental industry prospects.
  • Company Knowledge: Gain an understanding of our company’s history, background, and expertise, and why we are the best choice for potential customers.
  • Sales Skills: Master consultative selling and the essential activities that are part of our solution-based sales process.

Targeted Outcomes:

• Attainment of teams’ sales targets
• Increased number of high-growth customers
• Increased number of cross-selling conversions across two or more product lines

Who You Are - Qualifications

• Bachelor’s degree in business or other related area
• 5-7 years of experience as a seller (virtual preferred) and 2-3 years as a first line manager of sellers preferred.
• Proven track record of success in achieving quota as a seller and fostering a culture of inclusion and diversity as a manager.
• Requires prior selling skills (field and/or virtual) with first line manager skills and capabilities. 
• Sales experience within medical product/services is a plus.
• Experienced in the use of virtual/digital/remote sales techniques and with digital working methods.
• Knowledge of sales and marketing strategies
• Experience working with CRM tools & MS Office applications.
• Ability to travel up to 20%
• Must be located in the Charlotte Metro, NC area.

How We Lead the DS Way - Key Leadership Behaviors

• Actively articulates and promotes Dentsply Sirona’s vision, mission, and values.
• Advocates on behalf of the customer.
• Promotes high performance, innovation, and continual improvement.

• Consistently meets Company standards, ethics, and compliance requirements.
• Clear and effective communication with stake holders, which span across multiple levels, socio-geographic areas, and functional expertise.

Physical Requirements

While performing the duties of this job, the employee is frequently required to sit, stand, speak, use hands and fingers, reach with hands and arms, see listen and type. 

Environmental Requirements

Work primarily performed in an office environment.  The noise level is usually moderate with limited temperature fluctuations.  May require travel using different forms of transportation.