Remote Digital Equipment Specialist

Scope:

• Intraoral scanners: new digital adopters, upgrades and replacement of ageing scanners, including software, subscriptions and lab connectivity.
• 3D printing: chairside and lab printers, wash and cure units, resins and validated workflows for models, splints, surgical guides, temporaries and dentures.
• CBCT: 2D and 3D imaging units, from first enquiry through to qualified handover for site survey, radiation protection requirements and installation.
• Commercial packaging: outright purchase, equipment finance and rental.
• Customers: general practices, multi-site groups, specialist clinics and dental laboratories across the assigned market.

Key responsibilities:

Convert leads into closed deals

• Respond to every routed lead within the agreed time, qualify need, budget, timing and decision maker, and book a video consultation.
• Run structured remote consultations and live product demonstrations from the home studio, using scan data, sample cases and workflow walkthroughs.
• Build clear proposals that compare purchase, finance and rental options, and negotiate within agreed pricing and discount authority.
• Close deals end to end, including order processing, finance applications and handover to installation and training.

Sell the workflow, not just the box

• Help the dentist see how scanning, printing and imaging connect, and where each step saves chair time or lab cost.
• Identify attachment opportunities: printer with scanner, CBCT with guided surgery, software and consumables with every system.
• Coordinate with lab partners and manufacturer specialists where a case needs clinical or technical depth.

Work as part of one team

• Keep a tight feedback loop with the territory managers, engineers and reps who pass leads, so they see outcomes and keep referring.
• Bring in field colleagues for site surveys, CBCT room planning and hands-on trials where needed, and stay accountable for the deal.
• Work with marketing on webinars, campaigns and demo content that feed the pipeline.

Run a disciplined pipeline

• Record every lead, activity and opportunity in the CRM, with accurate stage, value and close date.
• Provide a reliable monthly forecast and pipeline review to the line manager.
• Stay current on product releases, competitor offers and manufacturer promotions.

Experience and capability:

Essential

• A proven record of closing capital equipment sales, ideally in dental, medical or another clinical market.
• Working knowledge of digital dentistry: intraoral scanning, CAD/CAM, 3D printing workflows or dental imaging.
• Confidence selling by video: running a structured call, demonstrating on screen and closing without being in the room.
• Commercial judgement on pricing, finance and margin.
• Disciplined use of CRM and a habit of accurate forecasting.
• Self-motivated and well organised when working from home.

Desirable

• Experience with leading scanner, printer or CBCT platforms.
• Working knowledge of digital dentistry: intraoral scanning, CAD/CAM, 3D printing workflows or dental imaging.
• Clinical background, such as dental nurse, hygienist, technician or practice manager.

Benefits: £2,000/year towards a bike