Dental Sales Representatives

New products and new treatments are being developed for the dental market on a constant basis. This means that organisations are continually competing to have their product in pride of place, whether that means on a supermarket shelf or right in the dental practice itself. To get their products into retailers, organisations employ teams of Dental Sales Representatives.

What does the job involve?

As a Dental Sales Representative, you will build relationships with retailers and dental practices and present the benefits of products. Dental Sales includes a wide array of products for both patients and professionals, such as: toothpaste, mouthwash and toothbrushes; dental instruments, dental furniture and surgical instruments; as well as hygiene products.

Most Dental Sales Representatives are allocated a ‘territory’ or particular area of the country. Within this area, they will be responsible for visiting dental practices, dental laboratories, retailers and wholesalers, showcasing the product range and encouraging sales. It’s the kind of role where you have to be energetic, mobile and resilient.

In many ways, the dental profession is a small community, so you can get to know people quickly and building lasting relationships. In this sort of sales role, your ability to network and maintain contacts is vital to ensuring sales. You will often be expected to meet sales targets, so it can also be pressurised at times.

What qualifications do you need?

There are many different types of sales people in the dental community and they all come from different backgrounds. Often, the type of product you sell may require some technical knowledge. Other products may simply need someone with good sales skills.

For the most part, however, Dental Sales Representatives need good sales skills – a dental background is ideal, but not always necessary. Many people become dental sales representatives after building their sales skills in similar industries, such as pharmaceutical or medical sales.

As with all sales roles, it is the softer skills which are more important than qualifications. You need to be a people person, who can listen, communicate and persuade. You’ve got to be ambitious too. Sales roles are often remunerated on a commission basis, so you need the drive to success.

What are the career prospects?

Many sales people find that they enjoy the fast pace and unpredictability of sales, as well the daily buzz that they get from closing a deal and making their commission. Many therefore choose to stay on the front line of sales rather than moving up into management. As their product knowledge and sales skills grow, they have opportunities to increase their commission by moving to larger territories or by focusing on bigger clients.

Some sales people, however, eventually opt for the more secure career choice and move up into an area management role. This involves less selling and more business and people management.