Regional Sales Executive

2 weeks ago

San Mateo, California, United States Straumann Group Full time

About Straumann Group

Based in Basel, Switzerland, Straumann Group stands as a global frontrunner in dental restoration and orthodontic solutions, dedicated to enhancing smiles and restoring confidence. With over sixty years of innovation, we have continually pushed boundaries, exploring new avenues to improve patient outcomes. As the leading independent entity in our sector, we have evolved from the introduction of the first Dental Implant in 1974 to our latest advancements in Digital Solutions.

We pride ourselves on delivering evidence-based innovation, which is integral to our corporate ethos and reflects our exceptional team spirit that fosters a proactive and positive mindset.

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

Position Overview:

The primary role of the 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 driving sales growth and enhancing customer satisfaction within a designated geographic region. Success in this role hinges on the ability to forge strong relationships with clients, proactively identify their needs, and adopt a commercial mindset. Frequent travel, including overnight stays, will be necessary depending on the assigned territory.

Key Responsibilities:

  • Drive sustainable sales growth and maximize revenue within a specified territory by developing, nurturing, 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 partner to existing clients, focusing on their growth objectives and how Straumann can assist in achieving these goals.
  • Meet new business objectives by proactively identifying, targeting, and converting prospective accounts and new business opportunities with dentists and oral surgeons in the assigned territory.
  • Prepare and maintain comprehensive territory business plans, sales forecasts, and promotional budgets. Evaluate current performance and adjust strategies as necessary.
  • Collaborate with Product Marketing and Market Communications to support the execution of marketing initiatives and new product sales objectives.
  • Regularly manage and develop referral networks for non-active General Practitioners.
  • Represent Straumann at customer events, including regional and national trade shows.
  • Utilize educational events to enhance relationships with existing customers, build brand loyalty, and attract new clients. Develop Study Clubs within the territory and actively participate in them.
  • Stay informed about key clinical studies and scientific literature that support the benefits of Straumann's products.
  • Utilize sales tools, such as SAP CRM, to effectively plan and measure sales activities against the territory's customer base and prospects. Regularly generate reports to align trends, customer needs, and opportunities with the territory's business strategy.

Minimum Qualifications:

  • Bachelor's Degree or a minimum of 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 insights and adapting sales approaches based on customer needs.
  • Uphold integrity, high ethical standards, and professional conduct at all times.
  • Capable of conveying complex information in a clear and compelling manner.
  • Proficient in consultative selling techniques, including knowledge of the Challenger method or similar approaches.
  • General proficiency in Microsoft Word, Excel, and PowerPoint.

Compensation and Benefits:

Base salary ranges from $80,000 to $85,000 annually, with commission potential up to $55,000 based on target achievement. Commission for this role 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 plans.
  • Generous paid time off to ensure work-life balance.

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