Key Account Manager

Overview

In this role you will lead the growth of a distributor network for DEXIS Diagnostics, driving sales and reliable forecasts. You will collaborate with marketing, digital sales specialists, and field service to develop ambitious distributor plans and improve partner performance. You’ll build lasting distributor relationships, expand share of wallet, and guide local commercial strategy with global leadership. The position offers impact through shaping channel strategies and enabling partners to convert opportunities with technical support and promotions.

Responsibilities

• Build and manage a high-performing network of distribution partners in-country
• Screen and onboard new distributors, evaluating territory coverage and growth potential
• Develop and execute distributor account development plans with cross-functional teams
• Conduct business reviews to drive distributor performance and sell-out growth
• Maintain trusted distributor relationships and protect or grow share of wallet
• Lead distributor sales forecasting and funnel reviews for reliable estimates
• Support distributors in converting opportunities using applications support and promotions
• Monitor distributor inventory and sell-out performance
• Track funnel in CRM and provide reliable internal forecasts
• Co-define local commercial strategies with EU and Global leadership
• Coach and mentor junior sales team members and coordinate Digital Sales Specialists in-country

Key requirements

• 6+ years of experience in sales, with at least 3 years in distribution management for dental diagnostics equipment
• Strong consultative selling capabilities
• Affinity to digital solutions and technologies
• Well-organized with ability to manage multiple projects and time effectively
• Ability to learn and communicate highly technical products and solutions
• Track record of delivering ambitious revenue growth targets
• Energetic, driven, and self-motivated with strong interpersonal communication
• Enjoys training and coaching others on technical applications
• Bachelor’s degree preferred
• Established performant distributor networks and indirect, distributor-led sales experience
• Experience driving end-user demand and leads cost-effectively
• Strong communication skills; proficient in MS Office and MS Dynamics; fluent in LANGUAGE and English

• interpersonal communication
• training and coaching
• self-motivation
• MS Office
• MS Dynamics
• CRM tools

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