Special Markets Sales Mgr-West

About Air Techniques, Inc.

Founded in 1962, Air Techniques, Inc. set out to manufacture first-rate products for the dental industry. Over 62 years later, Air Techniques has grown from a small company into a successful corporation. At our New York headquarters, we design and build two main groups of products: utility room and digital imaging products. Our products are manufactured in a vertically integrated factory where compliance with the Food and Drug Administration Good Manufacturing Practices is paired with stringent Quality Standards. In-house engineering staff designs our products for the dental market. We are proud to maintain the ISO-13485 registration certification which reinforces our pledge to quality and customer satisfaction. At Air Techniques, we have earned our reputation in the dental industry through our commitment to quality and ensuring customer satisfaction. We are proud that Air Techniques represents superior quality to dealers and dentists worldwide.

Position Description:

Responsible for selling & promoting all Air Techniques products in the Special Markets Segment of the Dental Business. Special Markets is defined as but is not limited to Elite DSO’s, DSO’s, Mid- Market, Select, Group Purchasing Organizations, Practice Management Organizations, Direct Accounts, Dental Schools, Dental Hygiene Schools, Dental Assistant Programs, Military, Government, Indian Health Service, Veterans Administration, Public Health, Community Health, Prisons, etc. Expected to work towards achieving maximum profitability and growth in line with company expectations. Contribute to development and implementation of plans and strategies to grow Air Techniques Special Markets Business while maximizing exposure/ education of our products to dealer partners and directly with end customers. Develop strategies to increase the education & sales to Dealer Partners and Special Markets entities.

Accountable for achieving profitable growth of sales across Special Markets Categories for assigned area. Represents the brand externally and internally using proper marketing techniques, maintaining and sustaining strong product knowledge, and driving sales.

Responsible for utilizing excellent business acumen to identify opportunities to enhance Air Techniques in the marketplace while maintaining a strong customer focus and excellent relationships both internally and externally.

Essential Functions and Responsibilities:

Position Responsibilities:

• Establish, grow, and maintain strong relationships
  • Develop and maintain strong relationships with our dealer partner at the C-level as well as at the regional/zone manager, branch managers and staff levels to support sales goals
  • Represent Air Techniques at trade shows/events, vendor fairs, dealer national sales meetings as needed
  • Assist in coverage at dealer corporate offices and special events as needed
  • Aggressively seek to establish meaningful and direct relationships with end customers.
• Sales and Strategic Support
  • Develop general and client-specific relationship building and education strategies leading to current or future sales
  • Develop business plans and sales strategies for assigned area that contributes to Air Techniques sales and profit expectations
  • Develop and maintain strong working relationships with Dealer Partner Special Markets and Strategic Accounts Management teams to develop and support business
  • Assist in development and implementation of marketing plans to grow market share
  • Provide input regarding proposals, presentations and company initiatives
• Product Knowledge
  • Demonstrate and maintain a high level of technical expertise on all Air Techniques product lines
  • Utilize expertise to support the development and market introduction of new products and services
• Training Delivery
  • Partner with Training Managers to develop, coordinate and deliver high quality training programs to our dealer networks and customers
• Analysis and Reporting
  • Maintain accurate and timely records of sales support activities in assigned area through use of CRM (Sales Force)
  • Maintain accurate records of reports on sales and market share by dealers and others
  • Conduct analysis of business in assigned area to identify opportunity areas and partner with Air Techniques Territory Managers and Regional Managers to determine the best course of action to enhance sales
  • Provide timely feedback to the Director of Special Markets regarding product and market performance
  • Create meaningful quarterly and yearly sales plans (business plans) focused on goal achievement and exceeding expectations
  • Provide monthly pipeline/ opportunity reports and timely feedback to Director of Special Markets regarding timeline & status of anticipated opportunities.
• Policy and Procedure Adherence
  • Adhere to all company policies, procedures and business ethics codes
  • Control of expenses in line with company directives; demonstrate responsible budget management
  • Manage travel and expenses keeping within allocated budget
• Behavior Expectations
  • Partner with and work in conjunction with Territory Managers with respect to Special Markets
  • Maintain contact with all dealer partners in assigned region to ensure high level of customer satisfaction and relationship value
  • Demonstrate strong business acumen; understanding and leveraging the drivers of the business
  • Demonstrate ability to interact professionally with all internal teams and external customers
  • Sets example in areas of personal character through commitment, organizational and selling skills, and work habits
  • Consistently communicate & provide information on the current business situation; relays suggestions/ideas, recommendations, challenges, and opportunities to keep team informed and to enhance our business success
• Other Duties as Assigned

Competencies:

• Customer Service: Support customer needs by responding in a timely, professional manner. Demonstrate consideration and a personal stake in customer success. Be flexible and available to meet customer needs. Treat customers in a fair, considerate manner.
• Communication: Understand and convey written and oral information and ideas. Conduct product demonstrations and presentations in an engaging, concise manner. Listen attentively and ask questions as necessary to establish rapport. Close business and support that business for cross selling as well as additional selling opportunities.

Travel Expectations:

• Position requires at least 60% travel.
• Preferred candidate should live near a major city anywhere on the West Coast, and have access to a major airport within one hour drive time from residence.

Work Experience Requirements:

• 7-10 years in dental sales with 2-5 years dental sales experience in Special Markets with vast and strong Elite DSO and DSO connections/network
• Established and strong dealer partner relationships
• Experience in other areas of Special Markets is highly desired
• Demonstrated experience in dental equipment and technology sales

Core Skills Requirements:

• Demonstrated strong customer service experience, planning and organizing skills
• Strong communication and interpersonal skills are essential
• Strong focus on performance and delivering targets along with capability to set and communicate clear objectives
• Strong relationship building, interpersonal and communication skills
• Strong consulting, selling and closing capabilities; ability to analyze data and identify selling opportunities
• Strong team work and partnering along with equally strong influencing skills
• Strong technical aptitude (electronics, software and mechanical) to sell and offer solutions for our product lines
• Extensive knowledge of sales process for Special Markets accounts
• Proficiency in business software e.g. MS Office, CRM systems

Education Requirements:

• Bachelor’s Degree or equivalent experience and education

It is the policy of Air Techniques to provide equal employment opportunities to all qualified applicants without discrimination on the basis of race, creed, color, religion, national origin or ancestry, gender, citizenship, age, disability, marital status, veteran status, sexual preference, or any other characteristic protected by applicable federal, state, or local laws.