DPMS Sales Development Representative

The Sales Development Representative (SDR) is responsible for building a consistent, high-quality sales pipeline for Carestream Dental’s Dental Practice Management and Patient Solutions portfolio across dental practice in the UK, with a particular focus on our flagship Sensei Cloud DPMS solutions.

The role has two core areas of focus. The SDR will own all net new business lead generation, prospecting into competitor accounts and practices currently using paper records, and will work in partnership with the Business Development Manager (BDM) to qualify opportunities, book discovery meetings and demonstrations, and support those opportunities through to close. The SDR will also deliver lead generation activity within our existing customer base, working in conjunction with the Account Managers to uncover upsell, cross-sell and cloud migration opportunities and hand them over fully qualified for the Account Managers to progress.

Success will be measured against weekly and monthly Key Performance Indicators including call and contact volumes, qualified meetings and demonstrations booked, opportunities created and pipeline value generated, together with contribution to closed revenue achieved alongside the BDM and Account Managers.

Reporting to the UK Sales Director, this position is home based, with occasional travel across the UK for trade shows, events and sales meetings. Day-to-day activity is managed using virtual tools including Salesforce.com, PureCloud, Calendly, DocuSign and Showpad, engaging with prospects and customers by phone, email, social media and MS Teams.

Working closely with Marketing, the BDM, the Account Managers and the wider sales organisation, the SDR will play a key role in achieving and surpassing established annual sales goals whilst delivering an excellent experience for prospects and customers.

Specific Responsibilities and Tasks

Existing Customer Lead Generation (approx. 45%)

• Deliver lead generation activity within the existing customer base, working in conjunction with the Account Managers.
• Run targeted outbound campaigns to current customers to identify upsell and cross-sell opportunities across the Sensei DPMS and Patient Solutions portfolio, including migration to Sensei Cloud.
• Follow up and qualify inbound marketing leads from existing customers before handing over to the relevant Account Manager.
• Book account reviews, meetings and demonstrations on behalf of the Account Managers.
• Support customer retention and renewal campaigns as directed, flagging any at-risk customers to the Account Manager.
• Share customer insight and intelligence with the Account Managers to inform their account plans.

Net New Business Lead Generation (approx. 30%)

• Own all net new business lead generation across UK dental practices, prospecting into competitor accounts and practices currently using paper records.
• Plan and deliver outbound calling, email and social selling campaigns to build a targeted, qualified prospect pipeline.
• Follow up all inbound marketing leads for net new business promptly and within agreed service levels.
• Qualify prospects against agreed criteria (need, budget, timescale and decision makers) and book discovery meetings and product demonstrations for the BDM.
• Work in partnership with the BDM on territory and prospecting plans, supporting net new opportunities from first contact through to close.
• Deliver introductory calls and high-level overview presentations and webinars to generate interest in Sensei Cloud and Patient Solutions.

Pipeline Management and Reporting (approx. 15%)

• Follow company processes to record all lead, prospect and customer activity in Salesforce.com, maintaining an accurate and up-to-date pipeline.
• Ensure a clean, well-documented handover of every qualified opportunity to the BDM or Account Manager.
• Achieve weekly, monthly and quarterly KPIs for contact volumes, meetings booked, opportunities created and pipeline value.
• Provide the UK Sales Director with activity and pipeline reports weekly and monthly, and submit other reports as requested.
• Capture voice of customer using company tools for prospects, existing customers and lost sales.
• Maintain master copies of all client and internal documentation on Carestream Dental Ltd Teams Sites.

Product Knowledge, Marketing and Collaboration (approx. 5%)

• Develop a strong understanding of the dental industry, the competitor landscape and all aspects of the Carestream Dental Sensei DPMS and Patient Solutions portfolio.
• Work directly with Marketing to shape campaigns and create effective material to build the funnel, and support trade shows and direct mail campaigns when required.
• Participate in training and attend sales meetings when required.
• Maintain effective communications with other Carestream Dental Ltd departments, escalating issues to the Line Manager as needed.

Other duties as assigned to support the general purpose of the position’s function (approx. 5%)

Essential Education and Field of Study.

• 6 GCSEs or equivalent at grade C/4 or above
• A Degree or HND in Sales, Business, IT or Healthcare is desirable, or equivalent work experience

Minimum Years of Experience:

• At least 1–2 years’ experience in a sales development, business development, telesales or lead generation role, ideally selling software or technology solutions
• Proven track record of meeting or exceeding activity, meeting and pipeline targets
• Demonstrable experience of outbound prospecting and generating own leads through phone, email and social media
• Experience of working with a CRM system to manage pipeline and activity, ideally Salesforce.com

Essential Skills and Competencies:

• Fluent communication in English (verbal and written) with an excellent, confident telephone manner
• Ability to utilize social media to efficiently communicate, network, engage with business partners, prospects, support marketing activities  and keep up with competition and market trends 
• Understanding of workflows in the dental practice, or the ability to learn them quickly
• Proficient computer skills in the latest MS Office 365, Salesforce.com CRM, PureCloud, Calendly, and virtual presentation and meeting tools (MS Teams, Showpad)
• Resilient, self-motivated ‘hunter’ mentality, comfortable with high-volume outbound calling
• Strong questioning and listening skills to qualify needs and handle objections
• Strong business acumen 
• Strategic thinker with hands-on approach 
• Customer oriented with the ability to build networks quickly 
• Excellent communication  and presentation s kills both in person and virtually 
• Strong analytical skills with ability to  review current performance and make recommendations for upcoming actions 
• Must have flexible approach and ability to work in a fast-changing environment 
• Team player with the ability to work on their own initiative 
• Ensure goals and tasks are delivered within set deadlines 
• Target and KPI orientated, with excellent organisation and time management skills
• Able to build effective working relationships with the BDM, Account Managers and Marketing

Desired Education, Skills and Experience:

• Experience in the Dental or wider Healthcare sector
• Knowledge of Sensei DPMS business solutions or other dental practice management software
• Experience selling cloud / SaaS software solutions
• Commitment to the Company’s values and to promoting equality and diversity
• Energetic and enthusiastic approach to work
• Committed to continuous learning through self-learning, workshops, seminars, conferences etc.