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We develop, manufacture, and supply dental implants, clear aligners, instruments, CADCAM prosthetics and biomaterials for use in esthetic dentistry, tooth replacement and restoration solutions or to prevent tooth loss.

We empower our employees to perform and make an impact, to question the status quo, to drive change, to stay ahead of the competition. From the first Dental Implant in 1974 to the latest Digital Solution – we do things differently than others

We deliver innovation based on evidence. This is part of our employer culture as well as an exceptional team spirit that truly encourages diversity and a powerful “can-do” attitude.

#WeChangeDentistry every day. Be part of it.

The position as a Sr. Software Territory Manager will be responsible for growing sales for our new dental practice management software CareStack. This position is responsible for taking leads from inbound to close of contract. The Sr. Software Territory Manager will be working closely with Straumann brands including but not limited to, Neodent, Straumann and Clear Correct. This position will develop and grow multiple lead sources in addition to performing demos and closing business.

This individual will assume overall accountability for lead generation and development including prospecting, presentation of product demos, drafting proposals, negotiating, and closing deals. This individual is an individual contributor and will be responsible for meeting territory sales goals. As a Sr. Software Territory Manager, this individual will also be responsible for assisting peers with product and process training. Conduct meetings where, as a leader amongst your peers, they will present best practices and show what great looks like in this role. They will be expected to lead by example by meeting and exceeding sales targets.

The Sr. Software Territory Manager will be a direct report to National Software Sales Manager, North America.

Responsibilities

• This position is responsible for achieving sales targets
• Includes lead generation, prospect qualification, presenting product demos remotely and/or in person, working with sales support personnel, negotiating and closing the deal.
• Leverage internal resources and subject matter experts to gain credibility and to offer specific solutions to meet prospects needs
• Work with marketing and the sales team to develop an in-depth awareness of competitors and the strengths and weaknesses of all product offerings
• Achieve or exceed sales goals in an assigned region through the effective selling and marketing of practice management software to prospects within the framework of organizational policies and directives.
• Drive new leads, develop a strong sales pipeline, and implement strategies to increase short and long-term market penetration through engagement with the local regional team.
• Follow up phone calls and/or Teams, Zoom support with doctors & staff
• Co-travel with local Dental Territory Managers to develop strong relationships that drive opportunities in specified region
• Product demonstrations in the specified region – on site or virtual
• Digital and On-Site event execution
• Trade Show and Event representation
• Solo and/or Co-Host Study Clubs and Product Demonstration Events
• Schedule and Conduct Lunch & Learn
• Plan sales activity based on defined sales process to ensure that region meets or exceeds assigned monthly and annual sales goals.
• Coaches Dental Territory Managers on software solutions workflows & builds rapport so they become lead generation
• Leads regional team meetings and business discussions regarding solutions to advance Dental Territory Management knowledge on how to position with clinicians & office staff
• Supports the sale and implementation of software in the Field; product launches, key projects, products test, etc. serving as the expert to Dental Territory Managers & customers
• Implements Software Strategic Projects in the Field in close collaboration with Area Dental Territory Manager’s & Business Development Reps to analyze customer’s business needs and opportunities; and plan with customer ways to increase business flow, streamline process and reduce no show.
• Develop and maintain relationships with key influential thought leaders. Utilize these relationships to expand market share.
• Manage assigned geographical territory within allocated expense budget.
• Working closely with the National Sales Manager – providing recommendations for priorities, timetables and manages resources/tasks as it relates to the businesses
• Provides weekly, monthly, and quarterly projections of revenue and units. Provides input to the development of the annual sales forecast.
• Conduct Quarterly Business Review with senior leadership team to identify trends and areas of growth
• Straumann Group HubSpot CRM provides a platform for every field-based employee to plan and measure activities for the current customer base and prospective customers.
• The data input provides guidance for business strategies to report trends, customer needs and identify Sales, Marketing and Education opportunities.
• Applies advanced knowledge in sales to handle complex buying cycles, where existing methods or procedures may not be as effective.
• Works with peers to enhance skillset, providing insight and sharing best practices
• Supports team discussions around process improvement, product coaching and sales behaviors
• 10-20% Domestic travel
• Lead Strategic initiatives as delegated from the Sales Manager

Minimum Qualifications:

• Bachelor’s Degree in any discipline
• 7+ years of overall previous sales experience with at least 3+ years in software sales
• 2+ Years of expereince working in CRM software

Preferred Qualifications:

• Extensive business acumen, strong network and a strong history of developing and managing relationships with lead sources.
• Dental/medical software sales experience preferred
• Demonstrated experience meeting and exceeding sales quotas
• Able to deliver highly complex information in a clear, structured and compelling manner
• Excellent communication skills, listening skills, presentation skills, and customer service skills
• Exemplary organization and negotiation skills
• Comfortable working in a fast-paced, high-growth entrepreneurial environment
• Capable of working both collaboratively 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
• Proficiency in consultative selling with knowledge of the Challenger technique or related method

For Colorado, California, and Washington residents and positions within Colorado, California, and Washington:

Base salary: $80,000 - $90,000/Annually, commission potential up to $60,000 - $80,000 (at 100% on target achievement). 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

All new hires are required to receive a minimum of one COVID-19 vaccine dose prior to their start date. If the vaccine obtained requires a second dose, that dose must be scheduled at time of hire. You are required to provide proof that you are fully vaccinated and/or are scheduled to be fully vaccinated within 30 days of your hire date. If you are unable to obtain full vaccination status and/or prove that you have been fully vaccinated within 30 days of employment, your employment may be terminated. Employees for whom vaccination is medically contraindicated or who object to vaccination on the grounds of sincerely held religious reasons may be entitled to an exemption from the requirement to demonstrate vaccination.

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

Employment Type: Full Time

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Travel Percentage: 0 - 20%

Requisition ID: 9077