Territory Manager - Orthodontics; South

Overview

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.

Territory:
South Central & London.

In 2017 Straumann entered the market for Clear Aligner to support its strategy as becoming the leading provider for esthetic dentistry solutions. The Straumann Group acquired the US-based company Clear Correct, which has provided Straumann with technology and expertise in orthodontics. People and culture are the Straumann Group’s greatest assets; they are the keys to high performance and sustainable success. Our culture focuses on trust, collaboration, diversity, agility, learning and innovation, and a player-learner mindset in every employee.

Summary of position Whilst 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, and enhancing customer loyalty and utilization rate through excellent service and patient growth activities.

This is a field-based role requiring travel on a day-to-day basis. 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 customers 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 effort with Inside Sales, Provider Service, Clinical Advisor and marketing team to provide best-in-class service and resolve complaints.
  • Carry out patient growth activities such as open houses and patient seminars; support in T&E activities for customers; act as a partner to providers.
  • Analyze territory potential, identify opportunities, and craft personal sales strategy to allocate time and resources effectively, accelerate growth and maximize ROI.
  • Report account activities through the sales funnel (IANOS) in CRM and use dashboards and reports to monitor progress.
  • Meet sales targets and other metrics set by the manager on weekly, monthly, quarterly and yearly basis.
  • Develop growth and account plans for core customers and 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 activities, advertising, and promotional trends.
• Provide reports on customer needs, interests, issues, competitor activities and patient behaviors for new product development and service upgrade.
• Attend and contribute to team and company meetings to stay up to date on relevant information.
• Complete all required company training and pursue self-learning necessary for this role.
• 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.

• Proactive sales driven personality with hunter mentality.
• Enthusiastic about providing excellent support and service; always customer-centric.
• Ability to build mutually beneficial relationships based on trust and respect.
• Result-driven self-starter, entrepreneurial, and can-do mentality.
• Excellent interpersonal and written communication skills.
• Team player, motivated and personable mindset.
• Comfortable with traveling for business, able to work independently and as part of a team.

• Minimum 2 years of sales/account management experience required.
• Dental/medical background is a plus.
• Strong track record in sales/account management.
• Solid presentation skills and language proficiency required for the assigned territory; basic English language skills required.
• Ability to analyze…