Job Description

At Straumann Group we know that the key to our growth is a high-performing sales team. The Territory Manager Straumann Group is responsible for achieving maximum sales growth and account penetration within an assigned territory/group of customers. The Territory Manager (f/m/d) is to promote, sell and secure orders from existing and prospective customers for Straumann’s portfolio. The ideal candidate should have a strong Dental or Consultatative Sales background, have some commercial experience, be a quick learner with strong communication skills and have the ability to showcase the Straumann Group offerings in a compelling way. Every potential customer is an opportunity for you to boost top-line revenue growth, customer acquisition rates and profitability. This position reports to the Regional Sales Manager.

Objectives of this Role

• Outbound calling and outreach via digital channels to engage prospect accounts or accounts presenting Straumann Group with Growth opportunities. This will include working remotely via (Teams/Zoom/telephone etc) and face to face (as required) to build relationships with key decision makers at target accounts remotely, identifying their needs, business issues and aspirations, conducting individual needs analysis as part of your conversations.
• Account Management working remotely (Teams/Zoom/telephone etc) and face to face (as required) to service, ensure contrinuity of demand and grow an existing portfolio of accounts
• Representing Straumann Group products and services, starting with a comprehensive understanding of the accounts needs and objectives in order to identify how our solutions can help meet their needs.
• Overcoming objections and effectively communicating Straumann Groups offering and value propositions to key decision makers regarding appropriate Straumann Groups product offerings.
• Generating leads and building relationships by nurturing warm prospects and finding new potential opportunities. Managing and maintaining a pipeline of prospects.
• The Territory Manager will also contribute to the success of the organisation through generating leads and opportunities for the broader Straumann Group team.
• The ability to generate upselling opportunities to existing client base.
• The Territory Manager may also be asked to support the cover of vacant Territories (i.e. maternity leave) remotely.

Responsibilities

• Proactively seek out new business opportunities in the market using the telephone, social media (out-reach) and email to generate new sales leads for the Straumann Group Sales Organisation across the breadth of its portfolio.
• Management of an assigned portfolio of accounts, working remotely and face to face
• Rapid qualification of leads submitted by our partner organisations and the Straumann Group marketing team from events (within 24 hours) via telephone.
• Providing quotes via the appropriate technology to prospects and closing sales.
• Driving education event attendance based upon target lists from marketing via outbound calling.
• Strong and consistent usage of our CRM system (strong focus on data discipline), quote and finance tools.

Required Capabilities, Skills and Qualifications

• Dental Sector Experience (experience of helping practices grow their business) is a strong advantage.
• Sales experience, with a history of exceeding lead targets, with a proven ability to quote and close.
• Self-starter, highly driven.
• Excellent listening and communication skills (verbal and written) in Spanish. Professional proeficiency in English is a plus but not mandatory.
• Quick to learn and understand all forms of digital technology.
• Well organised, excellent administration skills and meticulous with a strong attention to detail and able to manage your own workload.
• Ability understand measurement tools to track progress and results.
• Ability to understand the sales process and pipeline and be able to research prospects, connect, educate and offer solutions to qualify a prospect.
• The role will also include outbound calling and so a resilient approach to communication is needed with an excellent telephone manner.
• Thrives on building internal and external relationships.
• An ability to uphold and reflect the brand reputation, with an ethical approach to sales.
• Team player and a strong desire to learn and succeed.
• Proven creative problem-solving approach and strong analytical skills.