Fay Kanellos

Skilled Business Development leader offering over 12 years of experience in The Dental Industry. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives. Business Development Manager skilled in growing sales and improving stakeholder relations. Strategically-minded in capturing new business and leveraging dynamic market opportunities. Accomplished in exceeding targets with results-driven approach.

• Achieved 110% sales to forecast within 5 months of 2018. The growth was achieved predominantly through fostering existing relationships and creating new business opportunities. Being able to articulate technical information and support doctors to ensure that they received outstanding customer service was detrimental in the continued success
• Secured the digital accounts for the Ekera Group, Core Dental, and Pacific Smiles
• Created a University Product Event Evening where each month, a product evening was conducted to build product awareness and generate sales growth. Over two years, attendees increased by 25% and sales growth by 15% on critical products. The growth resulted from developing relationships with dentists to lecture for these events, promoting these events through creating a University Facebook Page, and building strong relationships with key lecturers in Melbourne University along with BHODS and MDSS
• Asked by the Sales Manager to assist with the managing of Ivoclar Vivadent’s clinical events and Trade shows, promoting new and existing products within the Ivoclar Vivadent portfolio
• From 2011 - 2016, achieved 100% sales to forecast. The growth was achieved predominantly through fostering existing relationships and creating new business opportunities. Being able to articulate technical information and support doctors to ensure that they received outstanding customer service was detrimental in the continued success
• In 2016, achieved 130% sales to forecast in which I won the award for the 'best salesperson of 2016'. The growth was attributed to effective territory management, maintaining and growing existing accounts and constantly seeking new growth opportunities
• Consistently achieved a growth of 10-15% each year on the Heine and FKG portfolio through strategic analysis of the market and business requirements, and being able to compliment of sales plans with clear objectives and concise workable strategies
• Reliably achieved a 20% growth across Ivoclar Vivadent's portfolio which was attributed to consistency, having a clear understanding of IV’s significant benefits and knowing how to position the products across various customer segments
• Worked with DHSV, Dental Hospital, and Universities to increase Ivoclar Vivadent’s brand. Growth achieved over three years was 28% through developing strong relationships across the faculties and organizing student nights to present key products. In conjunction, managed a social media student page as a primary communication tool to promote students’ nights and generate a forum where students could exchange notes.
• Various awards achieved based on overachieving sales budgets. As mentioned, this was done through developing strong relationships, building an existing business, creating new opportunities, and have a very clear understanding of the benefits of the products and knowing my territory intimately. These include:
• Top Territory Manager – Endodontics 2011
• Top Territory Manager - Heine Sales 2012
• Top Territory Manager - Morita Sales and Therapy Line 2013
• Top Territory Manager – Therapy Line 2014
• Top Territory Manager – Filling Materials and Heine Sales 2015
• Top Territory Manager – C&B Apparatus 2016
• Best Ivoclar Vivadent Salesperson and Customer Development 2016
• Due to my passion for the Heine brand, I was appointed the Heine Product Champion from 2013-2017. This saw me move into brand management where I worked closely with the marketing team to develop various pricing and promotional strategies to grow the brand across various customer segments. It also included working closely with the sales team where I provided the technical support that was required. As a result of this, I achieved a 38% growth over a three-period
• Re-branding of the Pola Whitening portfolio, this includes: Meeting up with graphic designers, attending photoshoots, working on new packaging, and seeking future sponsorship partners. Assisting with product development, pricing and new product launches as well as developing new business opportunities

• Goal-Oriented – focused on achieving short- and long-term goals that assist me in becoming the best that I can be
• Well Prepared – understanding key value adds and confidently presenting these to customer
• Creative – using multiple communication tools to gain customer acceptance
• Accountable – accept and take responsibilities of successes and failures
• Relationship Driven – building trust and gaining a key insight into customers
• Passionate – I am always seeking to develop and grow both as an individual and professional