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.
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
? 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.
? Bachelor’s Degree plus 3-5 years of sales experience in high growth
? Medical Device Industry experience strongly preferred.
? 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.
? Maintains integrity, high ethics and professional codes of conduct at
? Able to deliver highly complex information in clear, structured and
? Proficiency in consultative selling with knowledge of the Challenger
technique or related method preferred.
? General computer efficiency including the ability to operate Microsoft
Word, Excel, and PowerPoint.
? You must possess a valid driver's license, safe driving record, and
maintain auto insurance coverage.
Work Environment & Physical Demands
? Frequent travel (including overnight travel) is required and will vary
depending upon the specific territory.