Territory Manager Ortho Position Summary: The Role
The Ortho Territory Manager will focus on gaining new and developing existing customers for ClearCorrect, generating case submission 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 providing excellent service and supporting patient growth activities. This is a field-based role which requires travel on a day-to-day basis.
Responsibilities of the Position:
Establish, develop, and maintain business relationships with current customers 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. Follow through at least the first 3 cases of a new provider in the designated territory before smoothly handing over to Inside Sales. Always keep close relationships with the "big fish" and KOLs. Train the clinic staff, motivate them to actively engage in communicating ClearCorrect to patients when appropriate. Coordinate sales effort with Inside Sales, Practice Implementation, Clinical Advisor, and marketing team in order to provide best-in-class service to providers, answer their requests, and resolve complaints. Carry out patient growth activities such as "open house" and patient seminars. Support in T&E activities for her/his customers such as study clubs and study circles. Act as a partner to providers. Analyze the assigned territory potential, identify opportunities, and craft personal sales strategy to allocate time and resources smartly, accelerate business growth, and maximize Return on Time Investment. Report account activities through sales funnel (IANOS) in CRM as required, use sales dashboard to keep account visibility high. Use DoMo/Business Warehouse reports to follow up on cases and providers. Meet sales targets and other metrics set by manager on weekly, monthly, quarterly, and yearly basis. Develop growth and account plans for her/his 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 activities, advertising, and promotional trends. Provide reports on customer needs, interests, issues, competitor activities, and patient behaviors for new product development and service upgrade. 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 apply self-learning necessary for this role. 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 & company. Other duties may be assigned, directed, or requested. Minimum Qualifications:
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 required for the assigned territory; basic English language skills required. Ability to analyze data and generate reports on metrics defined by management. Ability to read and interpret training documents, safety rules, and procedural documents. Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to prioritize customer needs and guide them to the correct product or service. Competencies & Skills:
Proactive sales-driven personality with hunter mentality. Enthusiastic about providing excellent support & service, always 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, motivational and personable personality is welcome. Comfortable with traveling for business, can work independently and within a team. At Straumann, we are committed to fostering an inclusive work environment that values and respects diversity in all its forms. We welcome and value individual differences in gender, ethnicity, sexual orientation, religion, ability, and any other characteristic that makes us unique. All job opportunities are open to qualified individuals and we do not discriminate based on any legally protected characteristic.
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