• Own and grow a portfolio of strategic accounts focused on print and mail communications solutions • Design and execute go-to-market strategies • Lead and orchestrate complex, multi-stakeholder sales cycles • Create and execute account and pursuit plans for new logo CDD accounts • Prospect, qualify, and develop opportunities through outreach, networking, and relationship building • Lead the full sales process, including: Discovery, solution framing, and value proposition design

• Responsible for selling full workflows within EDS and supporting customers through direct customer contact. • Responsible for selling via Dealers through building strong relationships and uncover growth opportunities within territory. • Ability to sell and present IOS products to customers to tap into Digital Workflow Opportunities • The selected candidates will leave in North UK or Scotland. • Sell EDS products and workflows to achieve/or exceed territory targets • Through rigorous segmentation and targeting, develop customers (new & existing) to grow within the specialization area and build strong relationships and connections between the customer and the DS EDS brands • Build strong relationships with dealers to untap opportunities, regular collaboration must be embedded in the way of working • Gather and capture market intelligence to support account planning • Be able to articulate business as well as clinical benefits of the workflows • Present workflow value propositions both face to face and virtually for all specified areas to positively influence buying behaviours and purchase decisions of territory accounts (i.e. to sell and embed new and existing workflows to new and existing customers). • To be the regional EDS workflow specialist on Dentsply Sirona brands and provide technical knowledge to customers (both face to face and virtually) of workflows, providing/facilitating technical training relating to use, operation and maintenance as required. • These activities will lead to increased sales within the account. • Actively promote ecommerce channels to encourage customers to connect, search and shop online • Attends exhibitions and company meetings as required • Follow up and attend targeted regional events and courses to sell to new customers and grow existing ones • Organise as required specific customer events that supports DS brands growth • Record all customer interactions and information in SFDC. • Complete routine administration tasks on time and accurately e.g., SFDC calls, leads & opportunities etc., expenses, attend to emails, monthly reports, Who’s Off, LMS, PDPs (not exhaustive) • Complete training and proactive self-learning on a timely basis to maintain knowledge of DS Workflows, dental area and marketplace • Maintain up to date workflow marketing materials e.g., Sales Media App, Sales Compass, How to guides etc. • Analyse and interpret account strategies and plans, and data from SFDC and other sources(e.g PowerBi) where necessary/ appropriate to gain a broad understanding of the business environment in which account operates and insights into account needs • Develop DI knowledge, present and sell IOS • Understand and sell to customers the benefits of DS Core within the EDS specialism • Develop and implement strategic plans to target new and growth opportunities within the territories. • Own the territory. • Collaborate with other DS Sales Specialists to develop mutual opportunities for DS brands, products and workflows; respond and follow up with colleagues in a timely manner

• Produces qualified illustrations and provides presale support to meet producer objectives in a timely manner. • Provide product and carrier information to the producer groups as well as internal staff. • Maintain detailed product and financial knowledge on all carriers. • Develop a working knowledge of important software packages (internal and carrier). • Run appropriate illustrations based on knowledge of the competitive life insurance environment. • Provide producers with illustrations and other marketing materials they may need. • Proactively follow-up on all presale activity. • Document requested illustrations for sales follow-up utilizing a CRM system. • Participate in educational development to gain an understanding of the competitive market, product, and industry trends via internal and carrier training. • Maintain departmental illustration workflows and SLA's on phone and illustration turnaround time.

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