Chris Guy, Dip Clin Orthod Email & Phone Number

Ireland

Territory Manager - IrelandKey responsibilities:+ Business development - key customers+ New customer acquisition+ Digital implementation - Intra Oral Scanners+ Consultative selling - understand dental practice key development areas/pain point+ Develop and implement bespoke patient journey training for dental practices+ Develop education pathways for clinicians (at a local level were possible)+ Target focused activities

Key Achievements 2022 – 3 x TRIOS IOS sold with Aligner bundle deals, equalling £81K of new revenue 2022 – 81 new customers identified and onboarded. These customers have started at least 3 ClearCorrect cases each, resulting in 280 new ClearCorrect cases started, equalling £280K of new revenue 2023 Straumann Innovation Award Winner – SCALE Project• Target driven activity – proactively approached low/mid competitor users to offer IOS/CC bundle deal as well as selling the concept of improving their patient journey to help them reach their target.• Consultative selling - identify growth areas in practice patient journeys. Support and train them to be proficient in treatment offering to their patients and ultimately increase ClearCorrect usage as a result.• New customer onboarding pathway developed and implemented into Ortho team – personally onboarded 54 new customers onboarded since Jan 2020. More importantly ortho team now have a blueprint to onboard all new customers.• Practice patient journey education pathway developed for customers and implemented into PIS team• Global Sales Excellence Pilot Project. Picked to be a member of a global pilot to change the ways of working within the Ortho team. Picked due to my forward planning and execution of new initiatives. Pilot included development of new sales IOS app, SalesForce development, testing and implementation which will culminate in a multi-million Euro investment. This is due to go live in Q2 2023. Picked as member of lead team to present to Straumann CEO on pilot progress.

Northern Ireland, United Kingdom

Key Achievements• 2020 – Completed onboarding training with average of 91% score across the board• 2021 – Q2 targets achieved – 135% Net Sales, 123% Max Facs, 128% NPI’s• Quickly built relationships with key decision makers in each hospital• Fortnightly business planning meeting with RSM to discuss opportunities and tactics. Identified an opportunity to grow Macs Facs in Ulster despite tight theatre covid restrictions• Identified opportunities vs competitors for New Product Introductions. From discussions it became clear that there was a need for a plate with a better anatomical fit and therefore better treatment outcome for the patient. Developed relationships with key decision makers in Craigavon for Synthes plates to be introduced into their portfolio.• Daily theatre support ensured depth of usage for Synthes products as well as capturing business from competitors. There was often a reason why they may use Synthes plates rather than competitors based on the clinical indication of the case they were doing.• Built relationships internally to ensure that customer support was always optimal on my territory. Either through ensuring loan sets/implants where onsite in a timely manner or organising cover should I be tied to another case. • Stock management to ensure hospitals are operating at optimal levels.

United Kingdom

Key Achievements• 2019 Top Performing Regional Manager achieving 112% vs target• Nominated for European Regional Sales Manager of the year 2019• Completed Coach to Grow course which gave me the skillset to effectively coach members of the team• Coached member of my team with no sales experience on how to territory plan, sales analysis and effective sales calling. She went on to win 2019 Salesperson of the year.• Responsible for ensuring company strategic plan was executed, sales targets were met, my team had clear objectives and were motivated to achieve these.• Direct report to Sales Director, collaboration with Marketing Director, HR Director, Product Managers and Customer Services Manager

Ireland

• Above target year on year as territory manager• 2016 UK Salesperson of the Year – 130% vs target• 2016 European Salesperson of the year• Above was achieved through two building blocks:o Quickly build strong business relationships with existing customers, identifying gaps in their businesses and training staff to close these gapso Territory planning to map competitor customers. Acting as a business consultant, showing examples of me growing my existing customers patient conversion rates for private treatments and offering to replicate this in their practices.

Northern Ireland, United Kingdom

Key Achievements• Promoted to Senior Rep within 1st year• Eklira current market share of 3.5% vs a target of 2% on my territory• Work collaboratively with KAM to develop and implement business plans for territory• Developed practice nurse to advocacy level for Eklira and collaborated to promote its use to her peers resulting in accelerated sales growth• Presented on stage at national sales conference where the theme was ‘What excellent looks like’, highlighting how to best sell our drugs. Recognised by winning a ‘Work Worth Doing’ award• Trainer/Facilitator at Almirall ITP

Northern Ireland And Republic Of Ireland

Key Achievements• Jan 2012 - Won award for top sales person in Endodontics division • Leading WaveOne salesperson for Celtic team - £14,650 (14 Kits) sold in 2011, achieved in 6 months of the year• Developed customer to become an advocate for WaveOne and helped him produce case study to be printed on Dentsply sales literature • Chosen to be 1 of 6 CRM super users in the company to test and role out new customer reporting system

Northern Ireland, United Kingdom

Key Achievements • Key Account Manager for Craigavon Area Hospital – calling with ENT, Paediatric & Respiratory Consultants and lead nurses to generate hospital usage, recommendations and referrals for allergy portfolio• Grew Nasonex to a 50% market share - first time in Schering-Plough history• Ezetrol – Sold this product since launch and worked hard to grow it from zero to £2.6 million cash sales by 2009 – This ensured my territory finished 2nd out of 60 in the company with 110% SvT. In 2010 I moved to a new territory and grew cash sales to £2.3 million vs £1.6 million (2010 vs 2009) – 44% growth• Januvia – Took responsibility in June 2010, achieving cumulative cash sales growth - £241K vs £196K (last 6 months vs first 6 months 2010) – 23% growth • 2009 Top Sales Performer winner – top 10% employees in the company• Employee Recognition Award winner for contribution to training new start employees on ITC – July 2009• Field Force Effectiveness Champion (responsible for regional compliance of all call reporting/sales analysis processes) – Nominated for Leader Behaviour Award

Bsc Hons 2:1, Business Studies

Education record