Inside Sales Representative Italy

3 mesi fa

Milano, Italia 3Shape A tempo pieno

At 3Shape, we are pioneers in digital dentistry, committed to transforming the dental industry with innovative solutions that improve patient care and streamline dental workflows. Our cutting-edge technology empowers dental professionals to provide superior care and enhance patient outcomes and we are committed to making a positive impact on the lives of our customers and their patients. We are seeking a dynamic and experienced Inside Sales Representative to join our team. In this role, you will play a crucial part in driving our mission to revolutionize dentistry. Your proven sales experience and commercial expertise will be key in promoting our products and services, building strong relationships with customers, and achieving sales targets.

**Primary responsibility**:
The primary responsibility of the Inside Sales Representative (ISR) is to drive the sales process by developing and maturing sales opportunities through our multi-channel sales model and demonstrations of 3Shape TRIOS Hardware and Software solutions. The ISR team collaborates closely with the extended 3Shape team, including Technical Sales Specialists, Customer Success Managers, Partner Territory Managers, Resellers, and members of the Onboarding and Customer Support teams. The ISR engages directly with prospective customers and is responsible for full sales cycle management, from origination to close; including inbound and outbound prospecting, discovery, preparing and conducting online demonstrations, and developing proposals tailored to customer needs. The ISR will develop, manage, and maintain a pipeline of opportunities (in CRM) and will conduct post demo follow-up on implementation, to ensure a best-in-class customer experience. A proactive, consultative, and customer-centric mindset, strong organization, relationship management, and listening and discovery skills, both internally and externally, are critical to success.

The ISR is expected to stay up-to date with related industry knowledge, the latest innovations by 3Shape, and will also be involved in other internal sales activities and processes, such as conducting training, attending tradeshows, events, etc.

**Essential job duties**:

- **Originate, develop, and close sales opportunities**
- Deep discovery of prospect’s current state, pains, and future goals and needs
- Develop and conduct technical presentations and demos that present 3Shape solutions
- Prepare and conduct tailored virtual technical presentations and demos to prospects that appropriately position 3Shape solutions to align with the identified and confirmed customer goals and needs
- Generate and present compelling 3Shape proposals to prospects
- Manage the sales cycle to close, ensuring specific next steps are agreed upon at each stage for every opportunity and through all sales channels and partners
- **Maintain a current sales opportunity pipeline**
- Maintain a high level of productivity and engagement
- Ensure all 3Shape proposals and relevant notes and activities are up to date in CRM
- Conduct timely and appropriate follow-up after each prospect touchpoint, demonstrations, and for all opportunities under management
- Define and ensure appropriate actions to drive the sales cycle and progress the sales process.
- Keep status of opportunity up to date in CRM
- **Keep current on 3Shape products and services**
- Maintain 3Shape equipment and update software appropriately
- Stay up to date with 3shape technical dental products updates and software releases
- Escalate improvement opportunities to process and systems to inside sales manager
- Develop and maintain a current understanding of the digital dentistry market
- **Travel**: Occasional travel within Europe to be expected

**Required education and experience**:

- Bachelor’s degree in as Business, Marketing, Computer Science or a related field
- Minimum of four (4) years of B2B Sales, ideally in dental equipment, healthcare or technology fields
- Dental industry experience in a sales function, possibly within an (inside) lead/sales team environment, product/training specialist or similar experience as a Customer Support Agent, Inside Lead Specialist, Marketing, Sales Support or direct work within the dental industry is highly desired
- Knowledge of sales process and methodologies
- Demonstrated relationship and rapport-building with customers and colleagues
- Strong competency with PowerPoint, Excel and CRM software
- Fluent in English with advanced written and verbal communication skills

**Preferred education and experience**:

- Previous experience in the dental industry (ideally IOS and/or CAD/CAM) is considered a great advantage
- Understanding of direct and indirect channel distribution models
- Clinical experience in a dental office or lab
- Experience in or with global organizations
- Experience with Microsoft Dynamics CRM

**Critical competencies**:

- **Results orientation**: Always has the result in mind and works to that end. Able to gain re

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