Territory Manager - Palo Alto

About Straumann Group

Headquartered in Basel, Switzerland, theStraumann Groupis a global leader in tooth replacement and orthodontic solutions that creates smiles and restores confidence.

For more than six decades, we have been stretching the limits, entering new fields, and creating opportunities to make patients’ lives better.

We are the leading independent player in our industry. From the first Dental Implant in 1974 to the latest Digital Solution we do things different than others.

We deliver innovation based on evidence. This is part of our employercultureas well as an exceptional team spirit that truly encouragesdiversityand a powerful can-do attitude.

WeChangeDentistryevery day and want you to be a part of it!

The following information aims to provide potential candidates with a better understanding of the requirements for this role.

The primary responsibility of a Territory Manager is to meet or exceed Straumann’s sales objectives for all Straumann products by developing profitable relationships with targeted dental practices and the dental community at large.

The Territory Manager is responsible for increasing sales and customer satisfaction within an assigned geographic area. This requires an ability to build relationships with customers, proactively identify the solutions they need, and think commercially.

Frequent travel (including overnight travel); will vary depending upon the specific territory.

This position is responsible for, but not limited to, the following :

• Drive profitable sales growth and maximize sales 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 unparalleled customer experience by acting as a strategic business partner to existing customers within the defined territory by focusing on customers’ growth goals and how Straumann can help them achieve these goals
• Achieve new business targets by proactively identifying, targeting and converting prospect accounts and new business with dentists and oral surgeons in the defined territory
• Prepare and maintain territory business plans, sales forecasts and a sales promotion activity budget. Assess current performance and forecast when change is necessary
• Collaborate with Product Marketing and Market Communications to support the execution of all marketing launch plans and new product sales objectives
• Ensure referral network is regularly managed and develop referral networks for non-active GP’s
• Attend and represent Straumann at customer events as required, including but not limited to regional events and national trade shows
• Effectively and efficiently leverage education events to develop existing customers, build brand loyalty and gain new customers.

Develop Study Clubs within the territory, actively participate, ensure Straumann presentation is rolled out in study club, and develop customer relationships with existing and new participants

• Keep abreast of key clinical studies and scientific papers supporting Straumann’s product benefits
• Regular use of all sales tools, such as SAP CRM, to effectively plan and measure sales activities against territory’s current customer base and prospective customers.

Routinely run reports to align trends, customer needs, and opportunities with territory business strategy. All employees with customer facing interactions are required to log quality activities with every Straumann customer and prospect

Minimum Qualifications :

• Bachelor’s Degree OR 3+ years of sales experience in high growth corporate markets
• Valid driver’s license, safe driving record and maintain auto insurance coverage

Preferred Qualifications :

• Medical Device Industry experience
• Prior sales experience with Physicians as the principal point of contact
• Effective communication skills with the ability to present and negotiate
• Strong oral and written communications, including presentation skills
• Capable of working both collaborative with team members within the region as well as independently
• Confident in using different insights and adapts selling approach based on customers’ needs and situation
• Maintain integrity, high ethics and professional codes of conduct at all times
• Able to deliver highly complex information in clear, structured and compelling manner
• Proficiency in consultative selling with knowledge of the Challenger technique or related method
• General computer efficiency including ability to operate Microsoft Word, Excel, and PowerPoint

Base salary : $80,000-85,000 / Annually, commission potential up to $55,000 (100% on target achievement). Commission for this position is uncapped.

The final pay for this position will vary based on geographic location and candidate experience relative to what the company reasonably anticipates for this position.

Whether you’re looking to build your career, improve your health, or brighten your SMILE, we offer generous benefits to help you achieve your goals.

• Very Competitive total compensation plans (some positions include discretionary performance bonuses or Performance Share Units).
• A 401(K) plan to help you plan for your future with an employer match
• Great health, dental and vision insurance packages to fit your needs to ensure you’re happy and healthy. Straumann contributes a healthy portion towards employees’ premium.
• Generous PTO allowance - plenty of time to recharge those batteries!

Please understand that we do not need external support by recruiting agencies and consultants to fill this vacancy. Thank you for respecting this.

Videos To Watch

https : / / youtu.be / 3lq5BLAvIdQ

J-18808-Ljbffr