Sales Territory Executive

2 weeks ago

San Mateo, California, United States Straumann Group Full time

About Straumann Group

Headquartered in Basel, Switzerland, Straumann Group is a premier global entity in dental restoration and orthodontic solutions, dedicated to enhancing smiles and restoring confidence. With over sixty years of innovation, we have consistently pushed boundaries, explored new avenues, and created opportunities to improve patient outcomes. We stand as the foremost independent player in our sector, pioneering advancements from the first Dental Implant in 1974 to our latest Digital Solutions.

We pride ourselves on delivering evidence-based innovation, fostering a remarkable team spirit that encourages collaboration and a robust 'can-do' attitude.

#WeChangeDentistry every day – and we invite you to be part of this journey.

Position Overview:

The primary role of a Territory Manager is to achieve or surpass Straumann's sales targets for all product lines by cultivating profitable relationships with targeted dental practices and the broader dental community. This position is crucial for enhancing sales and customer satisfaction within a designated geographic area, necessitating strong relationship-building skills, proactive identification of customer needs, and a commercial mindset. Frequent travel, including overnight stays, will be required based on the specific territory.

Key Responsibilities:

  • Drive profitable sales growth and maximize revenue within a defined territory by developing, maintaining, and advancing existing accounts and prospects through the sale of Implant, Regenerative, and Restorative product lines.
  • Create an exceptional customer experience by acting as a strategic business partner to existing clients, focusing on their growth objectives and how Straumann can assist in achieving these goals.
  • Meet new business targets by proactively identifying, targeting, and converting prospective accounts and new business opportunities with dentists and oral surgeons in the assigned territory.
  • Prepare and maintain territory business plans, sales forecasts, and a sales promotion activity budget. Regularly assess performance and forecast necessary changes.
  • Collaborate with Product Marketing and Market Communications to support the execution of all marketing launch plans and new product sales objectives.
  • Manage and develop referral networks for non-active general practitioners.
  • Represent Straumann at customer events, including regional events and national trade shows, as required.
  • Leverage educational events to develop existing customers, build brand loyalty, and attract new clients. Actively participate in Study Clubs within the territory, ensuring effective Straumann presentations and fostering relationships with participants.
  • Stay informed about key clinical studies and scientific literature supporting the benefits of Straumann's products.
  • Utilize sales tools, such as SAP CRM, to effectively plan and measure sales activities against the territory's current customer base and prospects. Regularly generate reports to align trends, customer needs, and opportunities with the territory business strategy.

Minimum Qualifications:

  • Bachelor's Degree or 3+ years of sales experience in high-growth corporate markets.
  • Valid driver's license with a safe driving record and auto insurance coverage.

Preferred Qualifications:

  • Experience in the Medical Device Industry.
  • Prior sales experience with Physicians as the primary point of contact.
  • Strong communication skills with the ability to present and negotiate effectively.
  • Excellent oral and written communication skills, including presentation capabilities.
  • Able to work collaboratively with team members and independently.
  • Confident in utilizing various insights and adapting sales approaches based on customer needs and situations.
  • Maintain integrity, high ethical standards, and professional conduct at all times.
  • Able to convey complex information clearly and compellingly.
  • Proficient in consultative selling with knowledge of the Challenger sales technique or similar methods.
  • General computer proficiency, including Microsoft Word, Excel, and PowerPoint.

Compensation and Benefits:

Base salary ranges from $80,000 to $85,000 annually, with commission potential up to 55% based on target achievement. Commission for this position is uncapped, and final compensation will vary based on geographic location and candidate experience.

We offer a comprehensive benefits package to support your career development, health, and well-being, including:

  • Competitive total compensation plans, including performance bonuses or Performance Share Units.
  • A 401(K) plan with employer matching.
  • Comprehensive health, dental, and vision insurance packages, with significant contributions towards employee premiums.
  • Generous paid time off (PTO) allowance to ensure work-life balance.

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