Andrew Irish
Mudgeeraba,QLD
Summary
Results oriented and dedicated Business Development Manager with over two decades of experience in the dental industry. Proven track record of driving sales growth, building strong client relationships and exceeding targets. Skilled in strategic planning, territory management and market analysis. Excellent communicator with a passion for delivering exceptional customer service.
Overview
21
21
years of professional experience
Work History
Business Development Manager
TP Orthodontics
08.2019 - Current
- Increased client base by identifying new business opportunities and cultivating strong relationships with key decision makers.
- Facilitated regular communication with clients to ensure their needs were met, fostering long-lasting relationships built on trust and mutual respect.
- Developing existing customers, acquiring new business and converting opportunities.
- Attending National and International conferences/congresses.
- Managing existing client accounts. Generating and developing nonclient businesses in order to increase.
- Follow up on referrals and new leads resulting after field/marketing activity.
- Working to sales targets and close deadlines, whilst effectively managing my own workload and client base
- Handling clients as well as identifying and resolving their concerns.
- Use and analysis of CRM databases.
Territory Manager
Dentsply Sirona
05.2016 - 07.2019
- Managed over 300 accounts within Southern QLD & Lower NSW territory.
- Developed strong relationships with key decision-makers, fostering trust and loyalty in the assigned territory.
- Develop manage and implement the annual territory sales plan to ensure achievement of agreed sales and profit targets and broader total business objectives.
- Undertake ongoing strategic market analysis to ensure responsiveness to change market trends and competitor activities.
- Support the regional manager in the development of long term strategic
plans. - Build relationships with both external and internal clients to capitalize on all business and opportunities.
- Identify key decision makers and opinion leaders and work with area managers to ensure development of strong business relationships.
Sales Equipment Consultant
William Green
10.2015 - 05.2016
- Evaluated client needs and expectations, establishing clear goals for each consulting engagement.
- Delivered outstanding service to clients to maintain and extend relationship for future business opportunities.
- Effective planning to conduct sales presentations/demonstrations by meeting customers
physically on daily basis. - Generating and developing non-client (private/public) businesses in order to increase revenue,
through cold calling - Assisting in the execution of marketing plans of the company to current/prospective clients.
- Participating in marketing events like trade shows, seminars and conferences.
- Follow up on referrals and new leads resulting after field/marketing activity.
- Providing product quotes to customers in a timely manner.
- Coordinating with company staff to achieve the work required in closing sales.
- Handling clients as well as identifying and resolving their concerns.
Sales Specialist
Straumann Australia
10.2013 - 10.2015
- Built rapport with customers and assessed needs to make product recommendations and upsell.
- Educated customers about product features and benefits to aid in selecting best options for each individuals' needs.
- Build market share by analysing competitor activity.
- Maintain and service existing customer/client base.
- Develop and implement strategies to increase sales and marketing.
- Monitor and liaise with clients to build positive relationships.
- Liaise with clients for customer feedback—respond to changing market conditions and customer demands.
- Monitor CRM and analyse sales activities to develop individualised long-term sales plans for key customers and accounts.
- Prepare a range of status reports for senior management and sales teams.
- Train client/practitioner staff members to operate and maintain products.
- Develop and manage product information and referral seminars for clients.
- Represent the company at state, regional and national trade shows, and attend sales meetings.
Territory Manager
Dentavision
05.2012 - 09.2013
- Developed strong relationships with key decision-makers, fostering trust and loyalty in the assigned territory.
- Promoted/sold/secured orders from existing and prospective customers through a relationship- based approach.
- Researched strategies for developing prospective customers.
- Personally contacted and secured new business accounts/customers.
- Demonstrated products and services to clients—advised on product/service selection.
- Developed clear and effective written proposals/quotations for current and prospective customers.
- Identified and provided solutions for customer problems and complaints.
- Participated in trade shows and conventions—kept abreast of product applications, technical services, market conditions and competitor activities.
- Provided verbal and written reports to management on client sales data and potential for client development.
- Analysed personal sales strategy to maximise the Return on Time Investment for the territory/ segment.
- Collated client profile data for customer records management (CRM) system.
- Coordinated marketing, sales management, accounting, logistics and technical service teams to meet strategic goals.
Territory Manager
Kerr Corporation
10.2003 - 05.2012
- Developed strong relationships with key decision-makers, fostering trust and loyalty in the assigned territory.
- Managed verbal and written sales communications.
- Worked independently to increase market share in the territory.
- Worked (co-travelled) with distributor sales representatives, e.g. Dentavision.
- Directly visited dental practitioners to demonstrate products and organise new sales.
- Managed distribution, including promotional activities and area business reviews.
- Set up monthly dealer/distributor training meetings to provide new product information to distributors.
- Set up monthly product information meetings for dentists (general and specialist).
Education
No Degree - Sales Domination
Dynamo Selling
Queensland QLD03.2022
No Degree - Certificate Of Achievement Sales Accelerator
Smarter Selling
Victoria VIC 03.2020
No Degree - Picaso 810nm Diode Laser Certification
International Centre For Laser Education
Sydney, NSW06.2016
No Degree - Infection Control Education
ICed
Sydney, NSW01.2015
No Degree - Certification of Completion Challenge Yourself
CEB Challenger
Sydney, NSW07.2014
No Degree - ADIA Introduction To Dentistry
Australian Dental Industry Association
Sydney, NSW10.2011
No Degree - Kerr Foundation Training
Sybron Dental Specialties
Sydney, NSW05.2011
No Degree - Strategic Account Management
Australian Institute Of Management
Sydney, NSW10.2010
Skills
- Organises self and teams to exceed KPIs
- Manages time to maximise sales
- Liaises with distributors and practitioners to promote sales
- Builds new client bases-exceeds sales targets
- Develops and delivers client training and support
- Trains, coaches and mentors sales teams
- Analyses/delivers quality improvement from client responses
- Works independently and creatively
- Demonstrates effective verbal and written client liaison
- Manages brand exposure and strengthens brand reputation
- Works with CRM systems and Microsoft Office
- Takes responsibility for professional development
Systems And Software
- Microsoft Excel 2003
- CRM databases
Professional Development
- Smarter Selling Certificate of Achievement Sale Accelerator 2020
- International Centre for Laser Education (iCLE) 2016
- Certificate of Attendance Infection Control Education (ICed) 2015
- Certification of Completion CEB Challenger, Challenge Yourself 2014
- Sybron Dental Specialties Advanced (USA attendance course) 2011
- Sybron Dental Specialties Basic (USA attendance course) 2007
- ADIA Introduction to Dentistry Course 2011
- Strategic Account Management 2010
- Microsoft Excel 2003 Introduction 2005
- Certificate II Computer Application for the Office 2001
Timeline
Business Development Manager
TP Orthodontics
08.2019 - Current
Territory Manager
Dentsply Sirona
05.2016 - 07.2019
Sales Equipment Consultant
William Green
10.2015 - 05.2016
Sales Specialist
Straumann Australia
10.2013 - 10.2015
Territory Manager
Dentavision
05.2012 - 09.2013
Territory Manager
Kerr Corporation
10.2003 - 05.2012
No Degree - Sales Domination
Dynamo Selling
No Degree - Certificate Of Achievement Sales Accelerator
Smarter Selling
No Degree - Picaso 810nm Diode Laser Certification
International Centre For Laser Education
No Degree - Infection Control Education
ICed
No Degree - Certification of Completion Challenge Yourself
CEB Challenger
No Degree - ADIA Introduction To Dentistry
Australian Dental Industry Association
No Degree - Kerr Foundation Training
Sybron Dental Specialties
No Degree - Strategic Account Management
Australian Institute Of Management
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