Territory Manager - Orthodontics

Overview

About Straumann The Straumann Group unites global reach, experience and innovation with passion and a commitment for uncompromising quality, making enhanced dental healthcare available and accessible to customers and patients around the globe. The group unites global and international brands that stand for excellence, innovation, and quality, including Straumann, Neodent, Anthogyr, Medentika, Clear Correct, Dental Wings and other fully- or partly owned companies and partners.

Location
:
Leeds & Newcastle

The Straumann Group entered the Clear Aligner market in 2017 to support its strategy of becoming the leading provider for esthetic dentistry solutions. Straumann acquired Clear Correct, gaining technology and expertise in orthodontics. The company emphasizes people and culture as its greatest assets, fostering trust, collaboration, diversity, agility, learning and innovation, and a player-learner mindset to inspire and nurture every employee.

Summary of position While Straumann is the market leader in dental implants, we are building a new market segment in Orthodontics across Western Europe. The Ortho Territory Manager (TM) will focus on gaining new and developing existing customers for Clear Correct, generating case submissions and production in their designated territory. He/she is responsible for generating new accounts from leads, converting competitive users, developing and growing existing providers, enhancing customer loyalty and utilization rate through excellent service and supporting patient growth activities.

This is a field-based role with day-to-day travel. The position holder is expected to perform at a high level with limited direct supervision as a self-starter.

• Drive sales results for Clear Correct:
• • Establish, develop, and maintain business relationships with current and prospective customers to generate new cases and sales revenue.
  • Make phone calls, virtual meetings and in-person visits to existing and prospective customers.
  • Deliver sales presentations highlighting product/solution benefits, value proposition and competitive edge, to win new customers and grow share at existing customers.
  • Develop and communicate clear and effective written proposals/quotations to existing and prospective customers.
  • Work as part of a team to acquire new customers and generate growth in existing accounts.
  • Train clinic staff, motivate them to actively engage in communicating Clear Correct to patients when appropriate.
  • Coordinate sales efforts with Inside Sales, Provider Service, Clinical Advisor and marketing team to provide best-in-class service to providers, answer requests and resolve complaints.
  • Coordinate patient growth activities such as open houses and patient seminars. Support in T&E activities for customers such as study clubs and study circles. Act as a partner to providers.
  • Analyze territory potential, identify opportunities, and craft a personal sales strategy to allocate time and resources wisely, accelerate growth and maximize ROI.
  • Report account activities through sales funnel (IANOS) in CRM as required; use sales dashboard and DoMo/Business Warehouse reports to track cases and providers.
  • Meet sales targets and other metrics set by manager on a weekly, monthly, quarterly and yearly basis.
  • Develop growth and account plans for core customers and core prospects to build reference customers and local “lighthouses”.
• Participate in trade shows and conventions as required.
• Keeps abreast of product applications, technical services, market conditions, competitive activity, advertising and promotional trends.
• Provide reports on customer needs, interests, issues, competitor activities and patient behaviors for new product development and service upgrades.
• Attend and contribute to team and company meetings to stay up to date on relevant information.
• Complete all required company training for this position and pursue self-learning as needed.
• Continually work to increase knowledge of orthodontics, market trends, and company processes.
• Know and communicate our Vision and Mission to understand the priorities of the team and company.
• Other duties may be assigned, directed, or requested.