Territory Manager, US South Atlantic

About the Position

At 3

Shape, we are committed to leading digital dentistry and improving the lives of the people we serve. We are seeking a motivated, data-driven, and collaborative Territory Manager to support the US South Atlantic area. You will play a vital role in driving revenue growth and retention by managing accounts with reseller partners as well as identifying and landing new opportunities to expand our customer base.

Success in this role requires a strong balance of on-field reseller partner management, strategic prospecting and pipeline execution. You will be the primary point of contact for customers in your book of business and partner closely with different cross-functional teams like Customer Success, Inside Sales, Business Development, and Marketing.

• Identify, establish and foster relationships with reseller counterparts, key stakeholders and decision makers across the territory

• Foster and develop assigned reseller relationships to maximize territory penetration

• Mobilize regional resources to anticipate and respond to customer needs, concerns, and opportunities at the territory level

• Engage the reseller’s sales representatives to implement and execute sales demand strategies

• Provide the reseller sales representatives with sufficient support and customer engagement to achieve or exceed the territory sales budget

• Understand and support efforts across all 3
  
  Shape specialized industries—Clinical, Laboratory, Orthodontics and Special Markets, both within and outside assigned territory

• Identify, establish and foster relationships with key stakeholders and decision makers across the portfolio

• Utilize business tools to identify reseller/branch-specific growth opportunities

• Utilize critical resources (people, process, programs, tools, and technology) to meet customer needs

• Manage and coordinate appropriate demand resources, tailored to specific customer and level needs

• Create cost-benefit analysis for deploying resources and prioritizing the opportunities

• Participate in co-travels, branch meetings, reseller sales/promotional events, study club activities and business review meetings with local partners. Ensure strong 3
  
  Shape presence.

• Conduct live or virtual demos on 3
  
  Shape digital scanners and software solutions.

• Utilize 3
  
  Shape resources to support reseller and end-use customer needs and to keep abreast of business climate, sales operations processes, general product knowledge and product enhancements

• Participate in company-provided training and events on all 3
  
  Shape products, at the appropriate level for the territory and clients

• Provide continued support and training of assigned reseller representatives – this may include work with both existing and new product releases

• Participate in reseller branch promotional activities, local and national trade shows/ exhibits/ conventions

• Understand clinic and lab workflow, in addition to updates in product applications, market conditions, competitor activities, advertising and promotional trends

• Coordinate with Inside Sales Team on pipeline management and field engagement (record sales, distributor partners, training, exhibition attendance, relationship activity, etc.)

• Utilize CRM to track sales activity

• Bachelor’s degree, preferably in a business or management function or equivalent experience

• 3+ years of sales experience in product sales within dental (preferred)

• Competency in sales pipeline management and CRM tools (dynamics, salesforce)

• Demonstrated proficiency with Microsoft Office Suite:
  Outlook, Word, Excel, Power Point

• Experience working in a team environment with multiple stakeholders and decision-makers

• Demonstrated consistent goal attainment through selling direct or reseller partners

• Strong desire to learn and grow within a team-based culture

• Constantly refining sales skills to adapt to an ever-changing landscape

• A valid US driver’s license and legally able to work in the US

• This is a US Based Remote Position (Ideal Candidate will be located in New Orleans, LA, Birmingham, AL, or surrounding area)

• Domestic Travel about 50-70% within territory

• Overnight Travel about 30%

• Comp…