Territory Manager - Orthodontics (Leeds & Newcastle)

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, ClearCorrect, 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 ClearCorrect, 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 ClearCorrect, 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.

Responsibilities

• Drive sales results for ClearCorrect:
• 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 ClearCorrect 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.
• Keep 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.

Personal attributes and cultural fit

• Proactive sales-driven personality with hunter mentality.
• Enthusiastic about providing excellent support and service; 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 with motivational and personable demeanor.
• Willing to travel for business; able to work independently and in a team.

Qualification and requirements

To perform this job successfully, the position holder needs to perform each essential duty satisfactorily. A reasonable accommodation may be made for individuals with disabilities to perform essential functions.

• 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 for the assigned territory; basic English required.
• Ability to analyze data and generate reports on defined metrics.
• Ability to read and interpret training documents, safety rules, and procedural documents.
• Ability to apply common sense to carry out instructions; prioritize customer needs and guide them to the correct product or service.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.